The Power of Positive Impressions

            People tend to form impressions of others quickly at the time they first meet them, and these first impressions tend to be preserved. Leonard and Natillie Zunin describe the four&-minute barrier as the average time people spend together before a relationship is either established or denied. In an organizational setting, the time interval is often reduced to seconds. Positive impressions are important because they contribute to repeat business and referrals from customers.

            The impression you form of another person during the initial contact is made up of assumptions and facts. When meeting someone for the first time, people tend to rely heavily on assumptions. Many of your assumptions can be traced to early cultural influences. Assumptions are also based on perceptions of surface language. The Zunins describe surface language as a pattern of immediate impressions conveyed by appearance. The clothing and jewelry you wear, your hair style, and the fragrances you use all combine to make a statement about yourself to others.

            Image consultants contend that discrimination on the basis of appearance is still a fact of life. The clothing you wear is an important part of the image you communicate to others. Four factors tend to influence your choice of clothing for work: (1) the products or services offered by the employer, (2) the type of person served, (3) the &- desired image projected by the organization, and (4)  the region where you work.

            In addition to clothing, research indicates that facial expressions strongly influence people's reactions to each other. The expression on your face can quickly trigger a positive or negative reaction. Similarly, your entrance and carriage, voice, handshake, and manners also contribute to the image you project when meeting others.