The Edge for March 2018
It can take mere seconds to create a first impression. And making sure that the first impression is a good one can pay off handsomely. It can help you get a great promotion, land a major client or secure an outstanding hire. It can even get you your next job. We asked New Jersey Chamber of Commerce members to share their secrets for creating a positive first impression. The answer, it seems, comes down to four things: Be prepared, be genuine, be respectful and be a heck of a good listener.
Connect on a Human Level
I never begin by talking about myself! I always ask questions that will get others to talk about themselves. Where did you grow up? Where do you live now? Do you have kids? What are your hobbies or what are your personal interests? I learn more about them on a personal level. I don’t talk about business unless they do. If they are passionate about something, I try to discuss similar passions. I also explore ways I can help them. I’ll say, If I can ever be of assistance to you personally or professionally, let me know. They may be looking for a career change or they may be looking to get their son or daughter into a school. If you approach it that way, usually people won’t forget that. I recommend the Dale Carnegie book “How to Win Friends and Influence People.” My own copy is marked up. The things in that book are timeless. No matter the technological advancements, people still need to connect on a human level.
– Walter J. Brasch, CPA Partner & Chief Business Development Officer, PKF O'Connor Davies, LLP
Don’t Leave your First Impression to Chance
Do your homework on the people you are meeting so you can speak to their backgrounds or interests. If you are attending a networking event, learn about the organization, the attendees and relevant news. Have ideas when you walk in the door. The more you prepare, the more you can offer. Align your personal appearance, such as grooming and style of dress, with the environment you are entering. Hone your verbal communication skills and nonverbal cues such as body language. A firm handshake and appropriate degree of eye contact exudes quiet confidence. Also, people notice when you talk too much – listening well is a critical communication skill.
– Charles Ludmer, Chief Practice Development Officer, CohnReznick LLP; and Imad Khoury, National Director of Talent Acquisition, CohnReznick LLP
Remember - Interns Are Evaluating You
The talented young men and women who serve as our summer interns are trying to make a good first impression on us, so I try equally hard to make a good impression on them. After all, while we are evaluating them for possible future opportunities, they are evaluating us to determine whether PSE&G is the right company for them. At PSEG, we have a strong workplace culture built on mutual respect. I want these interns to feel respected from day one.
– Kim Hanemann, Senior Vice President of Delivery Projects and Construction, PSE&G
Visualize a Positive Outcome
When crafting a first impression, people are taking a mental photo of how you look, how you make them feel, of your body language, whether you appear confident and if you come off as trustworthy. They assess all of these elements in under 10 seconds. A few simple strategies can make any first impression positive. First, be mindful and keep your focus on the person you are meeting. Don’t look over their shoulder for someone else. Put the cell phone on vibrate. If possible, do some homework beforehand to find out as much as you can about the person to give yourself some talking points. Take a genuine interest in the person you are meeting. Talk in terms of their interest and be an engaged listener. Look the part and be the part. When interviewing for a job dress appropriately, and if in doubt, err to the side of conservative. Have a positive mindset. Visualize a positive outcome and go there with your mind so that when it’s time, you are ready and prepared. Lastly, be yourself.
– Gregory C. Melara, Market Executive, Merrill Lynch – Delaware/South Jersey
Follow These Five Rules
I have the same philosophy now as I did when I started my career. First, prepare. Know who you’re meeting, what they care about, and what they might need from you -- and be on time for the meeting. Second, be mindful of how you appear. You want to be sure that you are portraying the image that presents you in the best light, so dress appropriately for the occasion. Third, watch your body language. Stand tall, smile, make eye contact and greet people with a firm handshake. Fourth, remember it’s not all about you. Approach others with a genuine interest in who they are. Listen and look for ways to help. Your goal is to show that you understand the problem the other person is trying to solve and how your skills put you in a position to help. Fifth, follow up. Even when the conversation is over, your job isn’t done. To ensure a good first impression sticks, send a personalized note of sincere appreciation.
– Ralph Albert Thomas, CEO & Executive Director, NJCPA
Engage, Listen…and of course, Smile
Dress well, be engaging and forthright, and create the opportunity for a two-way dialogue. Know as much as possible about the person on the other end of that handshake. And, since we learn more by listening than talking, it is important to engage any new contact by demonstrating genuine interest in their lives, careers and goals. Let that individual have the stage to share – and, create your presentation accordingly. As an expert in strong oral health, I’d be remiss, of course, if I didn’t mention the critical importance of a strong, yet friendly smile. In fact, research underscores that a healthy, confident smile is a critical component in connecting positively to others.
– Dennis Wilson, President & CEO, Delta Dental of New Jersey
Bristol Myers Squibb announced appointment of Cari Gallman to serve as executive vice president, general counsel and chief policy officer. She succeeds Sandra "Sandy" Leung, who is retiring after a 33-year career at the company. Gallman has held leadership positions at Bristol Myers Squibb for 10 years, most recently serving as executive vice president, corporate affairs.
Kevin R. Gibala, senior vice president and regional vice president at TD Bank, will become chair of the Inspira Health Foundation Board of Trustees after serving as vice chair in 2024, Inspira Health announced.