By Suzanne Stevens - Ignite Excellence

The tenet, “You never get a second chance to make a first impression,” is never truer than in business. But how do you make a positive first impression? You may be surprised by the answer.

According to a study conducted by The Wharton School of Business, when it comes to first impressions how we communicate may be more important that what we communicate. In fact, the study suggested that only 7% of the impression we create on others is a result of what we say. A further 40% is impacted by who we are – our rank, title and/or credibility. A whopping 53%, on how we communicate – our body language, tone and demeanor.

The study’s findings are seemingly in direct contradiction to common practice. When communicating with others, we tend to focus on what we are saying and pay little attention to how we are saying it. This fundamental distinction could mean the difference between discovering a new opportunity or not. In a networking environment, for instance, a positive first impression is imperative in order for any future meaningful communication to take place.

At a recent association meeting, I feel into a conversation on human resources issues with a very successful executive. Another woman with whom I am acquainted joined the tail end of our conversation, but as I introduced the two, she neglected to make eye contact with the executive. In a matter of moments, the executive left to engage in conversation elsewhere. The most unfortunate part of this particular situation was that the woman, who has a training program to develop new business, unknowingly missed out an excellent potential prospect by not engaging the executive through such simple body language.

Eye contact is a powerful tool that is often overlooked. Appropriate eye contact signals to people that they have importance and that you are interested in them. But it also impacts how people perceive you. Eye contact signals a genuine intent to communicate and, that the most important thing that you are doing at that moment is speaking to the person you are making eye contact with. As a result, you are perceived as being more sincere and trustworthy. Conversely, by not making eye contact you may inadvertently alienate others.

In a group conversation, it is important to involve everyone. Establish eye contact with one person for a short moment, then engage another person’s eyes, then another’s and so on. The goal is to make each person feel as though he or she has had some of your attention and is fully included in the conversation. When you are meeting one-on-one, ask questions while looking into the other’s eyes, receive information while maintaining the eye contact and only then look down to take notes. Again, this leaves the recipient feeling that you are genuinely interested in them.

It has been said that the sweetest sound to a person’s ears is their own name. It follows that the fastest way to make someone feel important is to look them in the eye when speaking. So, whether you are building a business or a friendship, engage others with your eyes. Those first thirty seconds may be all you need to set a relationship off on the right foot.