Episode 15 - Why First Impressions Matter — Especially in Speaking and in Sales
Master the art of making powerful first impressions in seconds through proven strategies and nonverbal communication techniques.
There’s a common phrase you’ve probably heard:
You never get a second chance to make a first impression.
In sales—and in front of a room full of people—that’s true in more ways than one.
Research shows that people form impressions incredibly quickly—sometimes in the blink of an eye. Studies suggest that our brains begin sizing someone up in as little as one-tenth of a second, even before a word is spoken.
My research (Boterview, Nathan Brunner, October 22, 2025) states the following:
First impressions are formed in seconds, sometimes even before a single word is spoken.
Your appearance, handshake, eye contact, and online profile all shape how others perceive you.
That’s why anyone who cares about their professional image should understand first impression statistics and practice small changes that make a big difference.
A Princeton University study published in Psychological Science found that humans decide whether a person is attractive and trustworthy in just 100 milliseconds. The study suggests that our brains are wired to quickly assess others based on facial expressions, often without conscious awareness.
I believe that becoming aware of how quickly the brain evaluates others can help us become more mindful of our biases.
A OnePoll survey published in The Sun revealed that 35% of people find it difficult to change a first impression. The study also highlights that these snap judgments are sticky, with 54% of respondents believing their first impressions are generally accurate. These findings suggest that making a positive first impression is critical, as it can influence how others perceive us long-term.
According to a survey published in the New York Post, 69% of people admit to forming an opinion about someone before even starting a conversation. This highlights just how quickly we evaluate others.
I believe recognizing this tendency helps me be more intentional when meeting new people, allowing me to question instinctive judgments and give others the benefit of the doubt.
A OnePoll survey published in The Sun also found that 83% of adults believe confidence is essential to making a good first impression. This emphasizes that beyond appearance or words, how we carry ourselves plays a major role in how we are perceived.
Projecting calm confidence, maintaining good posture, and making steady eye contact can make a significant difference.
According to another OnePoll survey published in The Sun, the top three ways people believe you make a good first impression are a friendly smile (51%), good manners (43%), and strong eye contact (35%). These findings suggest that beyond what we say, how we express ourselves matters: a warm smile, polite demeanor, and engaged eye contact immediately convey approachability and respect.
They underscore that first impressions are shaped less by words and more by subtle nonverbal cues.
Even beyond that split-second judgment, other research suggests that within the first seven seconds of meeting someone, impressions are already forming (Forbes, Serenity Gibbons, December 10, 2021).
Within those first seconds, people begin forming a lasting impression of who you are—and in some cases, research suggests that a tenth of a second is enough to begin assessing traits like trustworthiness. That is not enough time to share your story, build rapport, or correct initial missteps. For entrepreneurs pitching investors or professionals building relationships, there is often no guarantee of a second chance to clarify first impressions.
So what can you do to make a stronger first impression?
Making the Most of an In-Person Meeting
There are many situations where first impressions matter, but let’s start with the most traditional: meeting someone in person, whether at a client meeting or networking event.
Dress and groom appropriately. This may seem obvious, but people often form judgments long before they evaluate your words or actions. Given how quickly snap judgments are made, appearance plays a significant role in shaping perception. As Dr. Marcia Sirota notes, people often make assumptions based on interpretation, past experience, and perception rather than facts.
Dressing appropriately for the context helps you start on the right foot. While we may wish professional expectations around appearance were less rigid, the reality is that they exist. Small details such as grooming, attire, and presentation can influence how others perceive your credibility and influence.
Smile intentionally. Smiling is associated with trust, warmth, and approachability. When you smile at someone, it increases the likelihood that they will perceive you as trustworthy and open. A simple smile within those first seconds can significantly strengthen connection.
Speak slowly and clearly. When meeting someone for the first time, avoid rushing your words in an attempt to impress. Speaking too quickly can overwhelm the listener. Instead, speaking with clarity and intention makes you appear more confident, articulate, and composed. It also gives the other person time to absorb what you’re saying.
Be mindful of posture. Good posture—shoulders back, head up—communicates confidence and presence. It also influences how you feel internally, reinforcing your own sense of confidence during interactions.
This becomes especially important when you are presenting, speaking, or building influence in a professional setting.
Just recently, I had an inspiring conversation with Tina Faye Schwahn, who works with women on how to present themselves—physically and energetically—when entering a room. The way we show up sends signals before we ever speak. Posture, eye contact, tone, and presence all contribute to that first impression.
Science supports this: a significant portion of first impressions is based on nonverbal communication, long before someone engages with your ideas.
That is not superficial—it is strategic.
For speakers, authors, and sales professionals alike, those early moments determine whether your audience leans in or leans away.
As I step into my next chapter—preparing to launch my website, celebrate the publication of my book Loud Conversations About Sales | Real Talk for Sales Professionals, and build momentum toward more speaking opportunities—I am thinking about presence.
Not perfection.
Not performance.
Presence.
Who you are when you walk into a room. How you carry yourself when your name is called. The calm confidence in your voice when you make a point.
These are not surface-level tricks—they are relational tools that shape connection, influence, and trust.
You do not just want people to listen. You want them to trust you before you even begin.
And that begins long before your first sentence.
Until the next Loud Conversation, let’s keep it real! 🎤📖
💛 J
