First impressions are everything. From job interviews to first dates, the pressure to make a good first impression can be daunting. It’s only natural to want a favorable first interaction, and how others perceive us is often at the top of our minds during these initial interplays. This is especially true in new home sales. Small moments during the first encounter with potential homebuyers can significantly shape the rest of the home purchasing journey.
A study done by the Association for Psychological Science found that first impressions can last for months and affect personal judgments, even when contradictory evidence is presented. Understanding the powerful impact of leaving a good first impression and using it as a key driver of sales success is essential. Below, we discuss how to dominate first impressions in sales, build a framework for success, and overcome negative perceptions.
The Power of Body Language in Sales
Understanding the influence and use of body language when first meeting potential buyers can make or break your chance of closing a sale. Awareness of nonverbal cues like posture, eye contact, and facial expressions is crucial. Inversely, it’s just as important to learn how to read the prospect’s body language to build strong rapport and gain insights on navigating the conversation.
Mastering Your Body Language
As we all know, actions speak louder than words, so here are a few nonverbal cues to consider that lead to favorable first impressions in sales.
- Always shake hands. Greet your client with a handshake every time. This is the fastest and easiest way to show respect and professionalism.
- Be mindful of your posture. When conversing, keep your shoulders upright, uncross your arms, and stand in an easy-going stance to communicate openness and confidence.
- Maintain eye contact. You can build trust and demonstrate active listening through steady (but not overwhelming) eye contact.
- Remember to smile and nod. These actions create a warm and friendly environment, indicating that you are fully engaged in the conversation.
Interpreting Body Language
Knowing how to interpret a homebuyer’s body language is just as important as the body language you display. While you don’t have any control over their behavior, you can decide how to navigate the conversation based on a couple of factors.
If your prospect is:
- Making eye contact
- Smiling
- Mirroring you
- Leaning in
- Nodding
They are most likely actively listening, interested, and eager to converse. These positive body language cues allow you to proceed with the conversation confidently.
But what should you do if the receiving end isn’t displaying any of those cues?
If they are:
- Avoiding eye contact
- Crossing their arms
- Fidgeting
- Frowning
- Slouching
They are most likely uncomfortable, bored, or impatient. Don’t be discouraged — you can carefully steer the discussion to pique their interest and regain rapport before a negative impression is established.
Do you need some practice navigating tricky customer interactions? Consider role-playing with colleagues or your sales manager to breeze through these tough conversations.
Overcoming a Bad First Impression
Sometimes, we don’t always land good first impressions in sales. So, how do we recover from a bad impression to ultimately close the sale?
The truth is, you can’t change someone's first impression of you, but you can change how you navigate the relationship and conversations moving forward. If you feel like you got off on the wrong foot, don’t fret. Understanding the situation, acknowledging room for improvement, and crafting a new strategy can help you overcome a bad first impression.
What Causes a Bad First Impression?
Unbeknownst to us, our body language and overall conduct can often lead to a bad first impression. Here are some mistakes to avoid that are commonly associated with negative perceptions:
- Lack of eye contactcan signal discomfort, nervousness, or disinterest in the conversation.
- Poor appearances, such as untidy clothing, unbrushed hair, and inadequate hygiene, are often associated with a lack of professionalism.
- Tardiness is unacceptable. Showing up late to meet your clients can also convey disinterest or lack of professionalism. If you know in advance that you will be late to a prescheduled meeting, let the buyer know as soon as possible. Avoid last-minute calls/texts when possible.
- Verbal communication, such as interrupting, talking too much or too little, and using negative verbiage, often indicates a lack of social awareness.
- Being unprepared and lacking the necessary information, knowledge, and materials often suggests a lack of respect for the buyer’s time.
- Arrogance or overconfidence communicates dismissiveness and self-centeredness. While displaying confidence is an admirable quality in a new home sale agent, an arrogant or haughty attitude rarely bodes well with customers.
How to Overcome a Bad First Impression
You don’t get a second chance to make a first impression in sales. You can’t change how others initially perceive you, but you can change how you respond to their perception. When you need to overcome a bad first impression, rest assured that impressions evolve over time and that this isn’t an all-or-nothing moment — success can still come from recovery. Here are some next steps to save your sale.
- Acknowledge your mistake. The first step is to be honest with yourself and acknowledge that there is room for improvement. Don’t beat around the bush.
- Show vulnerability. Sometimes, a little vulnerability can change how someone views you. It shows authenticity and allows others to relate.
- Don't be too hard on yourself. We’re often our harshest critics. We all make mistakes; what matters most is how we move forward from that moment on.
Tips for Leaving Lasting First Impressions in Sales
Leaving a good first impression doesn’t have to be overcomplicated in sales. Consider these general tips to help establish strong relationships and drive success in your endeavors.
- Be confident
- Dress to impress
- Actively listen
- Know your audience
- Be on time
- Use friendly facial expressions
The bottom line: A good first impression sets the tone for the rest of the relationship, so it’s essential to practice these tips and come prepared. Though there aren’t exactly “do-overs,” you can recover from a bad first impression by the way you carry yourself moving forward.
Interested in learning other effective ways to sell new homes? Our industry-leading sales training program has been used by homebuilders nationwide for decades. We’d love to learn about your sales needs and how we can help. Find out how to get more leads, increase your sales productivity, provide better customer service, or all of the above!
