Let's assume
you're going to an interview and you want to make the best first impression.
Keep in mind that others form up to 90% of their opinion about you in the
first four minutes and that 60 to 80% of the impact you will make is
non-verbal.
Research shows
that men interviewers invariably evaluate women’s attractiveness. Some women
are disappointed that, in a supposedly equal business world, men still do
this, but hidden cameras show this to be a fact of business life whether we
like it or not.
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Like it or not, everyone steals a
look at a woman's rear when
she leaves a room, even if they don't like her front view.
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Video cameras
also reveal that women interviewers go through
the same evaluation process with both male and female interviewees
but women's wider peripheral vision means they rarely
get caught. Women are also more critical than men of female interviewees
whose appearance doesn't stack up. Women look at a male candidate's hair
length, clothes design and co-ordination,
the creases in his trousers and shine on his shoes. Most
men are
completely unaware that women look at the condition
of the
back of
his shoes
as he walks out.
Solution
When you go
for an interview, shake hands and then give the interviewer a two- to
three-second frame of uninterrupted time for them to complete the process of
looking you over. Look down to open your briefcase or folder, or to arrange
any papers you might need, turn to hang up your coat, or move your chair in
closer, and then look up. In filming sales interviews,
we found that not only did the interviews feel better for
the salespeople who used this strategy, it added up to a better outcome in
sales results.
Of course there's more:
Here are eight
Golden Keys to getting it right first time in an interview:
I. In the
Reception Area
Remove your
outerwear and give it to the receptionist if possible.
Avoid entering an office with your arms full of clutter that
can make you fumble and look inept. Always
stand
in a
reception area – never sit. Receptionists will insist you `take a seat'
because when you do, you're out of sight and they no longer have to deal
with you. Stand with Hand-in-Hand behind your back (confidence) and slowly
rock back and forth on your feet (confident, controlled) or use the Steeple
gesture. This body language is a constant reminder that you are still there
and waiting' But never do this at the Tax Office.
2.The Entry
Your entry
tells others how you expect to be treated.
When you
walk through the door of the person's office, maintain the same speed.
People who lack confidence change gears and perform a small shuffle as they
enter.
3.The Approach
Even if the
person is on the phone, rummaging through a drawer or tying his shoelaces,
walk in directly and confidently
with a smooth
motion. Put down your briefcase, folder or what-ever
is in your hands, shake the person's hand and immediately
take a
seat. Let the other person see that you are accustomed to
walking
confidently into offices and that you don't expect to be
kept waiting. People who walk slowly or take long strides convey that they
have plenty of time on their hands, are not interested in what they are
doing or have nothing else to do.
This is fine
for retired millionaires and those who live in Florida
and Queensland, but not for anyone who wants to convey
power,
authority or capability or that they are a healthy, potential mate.
Influential people and those who command attention
walk briskly at a medium pace with medium length strides.
4.The
Handshake
Keep your palm
straight and return the pressure you receive. Let the other person decide
when to end the handshake. Step
to the left of
a rectangular desk as you approach to avoid being
given a Palm-Down handshake. Never shake directly across a desk. Use a
person's name twice in the first 15 seconds and never talk for more than 30
seconds at a time.
5. When You
Sit
If you are
compelled to sit in a low chair directly facing the
other person,
turn it away 45 degrees from the person to avoid
being stuck in the `reprimand' position. If you can't angle the chair, angle
your body instead.
Be aware that
95% of
business rejections are delivered from behind a desk. Never sit on a low
sofa that sinks so low it makes you look like a giant pair of legs topped by
a small head – if necessary, sit upright on the edge so you can control your
body
language and gestures, and angle your body to 45 degrees away
from the person.
6.Your
Gestures
People who are
cool, calm, collected and in control of their emotions use clear,
uncomplicated, deliberate movements. High-status individuals use fewer
gestures than low-status individuals. This is an ancient negotiating ploy –
people with power don't have to move much. Keep in mind that Eastern
Europeans gesture more from the elbow down than Westerners, and Southern
Europeans gesture more with their entire arms and shoulders. Mirror the
other person's gestures and expressions when appropriate.
7. Distance
Respect the
other person's Personal Space, which will be
largest in the
opening minutes of the meeting. If you move too
close, the person will respond by sitting back, leaning away or using
repetitive gestures such as drumming the fingers. As a rule, you can move
closer to familiar people but further back from new ones. Men generally move
closer to women they work with while women generally move further back when
they work with men. Work closer to those of similar age and further back
from significantly older or younger ones.
8.Your Exit
Pack your
things calmly and deliberately – not in a frenzy – shake hands if possible,
turn and walk out. If the door was closed when you entered, close it behind
you as you leave. Be aware that people
always watch you from behind as you leave.
When a woman
decides to leave she will point her foot towards
the door and begin to adjust the back of her clothing and hair so that she
makes a good rear-view impression as she departs. As mentioned earlier,
hidden cameras show that, if you're a woman, others study your rear as you
depart – whether you like it or not. When you get to the door turn around
slowly and smile. It's far better that they recall your smiling face than
your rear end.
