Making a Good Impression

Something has been bothering me lately. It seems that lately I have met several people -- professional people -- who offer weak, unimpressive handshakes. I'm not sure why I have noticed it so much lately. Maybe it's because as a coach with ActionCOACH, I tend to notice things that impact business and success. But, it got me thinking about the impression you leave someone with when you meet them or finish a conversation and offer your hand for a goodbye handshake. So, today I want to give you my 5 Keys to Making a Great Impression With a Handshake.

Use these 5 steps to ensure you create the strong, professional image you want to portray in a business setting to impress your customers and prospects.

1 - Smile and be enthusiastic. A sincere smile and a confident tone, both in your body language and your voice, puts the other person at ease. It says to them that you are happy to see/meet them and are looking forward to your conversation. Maintain eye contact as you approach and extend your hand. Looking away or down tells the other person you are timid or uncertain or can portray that you are not sincerely interested in them but are thinking about what you are doing next. Be pleasant and sincere and the conversation will become much friendlier right away.

2 - Avoid the power squeeze and the limp grip. It is not necessary or even appropriate to try to over power the person with a bone crushing grip. A firm grasp is all you need. Don't make it too relaxed or you may come across as weak and no one likes a limp handshake. You risk turning off the client or prospect. The 'dead fish' grip is the one I have run into a lot lately. When you grasp the other persons hand it is virtually limp at the wrist and there is no confidence in the grip -- this is the 'dead fish' syndrome. Firm, friendly and sincere is always the correct way to go.

3 - Grip the whole hand. Never just offer your fingers or half of your hand and never grip the other persons hand in that manner. When you extend your hand, bend your arm at the elbow, thumb pointing up with your fingers extended and close together. Take their full hand into yours so the space between your thumb and forefinger touch the same space on your customers hand. Close your hand around theirs and offer one or two quick short pumps. Do not linger the grip -- make a confident firm grip then release and continue your conversation.

4 - Offer a warm greeting and don't crowd them. As you take their hand make sure to offer a warm professional greeting. You can't miss with something like, "it is a pleasure to meet you," or if this is the first time you have met, make sure to clearly state your name and the greeting. Never leave the person hanging about what your name is. Even if you have met the person before but are not in regular contact with them, offer your name. It relieves them of the need and possible embarrassment to remember your name. Also, when you offer your name they will automatically offer their name back in response, which may help you as well. After your greeting is offered withdraw your hand slowly while still engaging them with your smile and eyes. Withdrawing slowly conveys that you are interested in them and what they are saying. Be sure not to crowd them as well. Stand erect and about three feet in front of the person.

5 - Practice. Ask someone you know and trust to practice with you and give you feedback on your handshake. Ask them to be honest with you. Is your grip to firm or too soft? Does it convey confidence without being overbearing? How is your posture and eye contact? Do you seem friendly and interested? Spend time working on your skill now and it will pay off as you meet people in your professional setting. Whether you are at a sales meeting, networking, interviewing a new vendor, or for a new job, your handshake will convey a lot about you and get your conversation off to a great start.

BE x DO = HAVE

To be meaningful, any change in life or in business has to be dramatic. Minor change is easy to accomplish but results in only minor differences. To increase the sales in your business by say 150% in three months will take massive changes in both your thinking and the way you do things.

In order to HAVE anything in life we all recognize that we have to DO something to achieve it. If you want wealth you must invest. If you want love you must first give it. If you want respect you must earn it. No matter what you want, you need to DO in order to HAVE.

But DOing is not the only thing you need to change in order to HAVE. You must BEcome the person who would have the things or persona that you desire. You must develop the identity, beliefs and values that the person who has those things has. We’ve all heard of the Lotto winner who, within three years, lost the several million he won. He didn’t become the “millionaire”.

Let’s talk a bit about BEcoming. Everyone has an identity that they developed, usually at a very young age. That identity has values and beliefs that can limit you. Perhaps you believe that customers are always looking for a discount. You will attract that sort of customer to your business because of your belief. Maybe you believe that business owners are greedy. What do you suppose you will be when you own your own business?

In order to HAVE something like a million dollars, you have to develop the beliefs and values of a millionaire, and believe me they have an identity that needs to be copied. In fact it is said that you will earn + or – 10% of the earnings of the three people you associate with the most. Why? Because you develop the values and beliefs of these people.

Business is no different.

In order to HAVE amazing customers, and amazing businesses need amazing customers, you must develop your business into one that will attract amazing customers. What is an amazing customer? It is specific to your business. Only you can define for yourself the characteristics of your amazing customer. Perhaps it includes a customer who always pays cash. Maybe one who sends you lots of referrals. You must identify who your amazing customers are and what these customers want. You must know how these customers shop. You must BE the place where these customers want to shop.

And the same is true of an amazing business. It is one where your amazing customers shop. It consistently delivers more than your customer expects. The amazing business attracts these amazing customers.

Once you are the business, then you must DO the things that make these customers know what the perfect business will do for them. Imagine, if you will, an owner of a Jaguar leaving his automobile at the local garage that looks as though it has never seen anything better than a ’64 VW Microbus. Not likely. If you want the customer to come you must BE the business to which he will come.

If you are the person or business that attracts the people in your ideal target market then they will come. Just remember you must Be as well as Do in order to Have.

To learn more about how to BE the person you need to be to succeed check out my book Achieving Unlimited Success. I'll help you define what you want from life and develop the plan and habits to guide you to HAVE what you want.