The Importance of a First Impression, Part 1

The following is an excerpt from How Smart People Sabotage Their Job Search: 10 Mistakes Executives Make and How to Fix Them!. We've previously discussed how making yourself as attractive as possible can have a big impact on your career. This post (and the follow-up part 2) gives details on just how to do that.

Mistake #1: We Forget the Importance of First Impressions.

“Life is too short to have anything but delusional notions about yourself.” Gene Simmons, Rock Star

I laughed when I read this quote! As much as I would like to believe in the humorous application of this statement, it only applies to rock stars, celebrities and others—not us! If we believe it’s true, a delusional view of the professional impression we make on others can be the kiss of death (no pun intended here) to the success of our job search!

I think I am safe in making the assumption that if you are of executive status, you are accomplished in an area of expertise. You could probably say with all honesty, “I have been there, and done that in many areas of my particular focus and expertise.”

So, you ask, “Should I worry about how I look and the way I’m dressed? I have proven myself time and again and I have the accomplishments clearly stated on my résumé. If someone doesn’t like the way I look, too bad. Maybe they aren’t worth my time, or maybe I don’t want to work for that company.”

Do you make the mistake of thinking you are not being judged by the way you look and how you are dressed? Think again. Some universal principles about job search must be acknowledged, or you risk sabotaging your search right out of the starting gate. Whether you are looking for a job, trying to build a consulting practice, trying to find investors for a business concept, or you are encouraging new customers to come through the doors of your new retail store, you need to dress nicely. When you are networking and promoting yourself or your ideas, the simple rule always applies: dress up versus down!

To be honest with you, I would really rather dress like a rock star! But if I did dress like a rock star, would you take me seriously? No! You would doubt my credibility and you would really wonder about me! I dress the way that I dress so I can be effective. I know my business. I am an expert in what I do, but if I came to my office dressed like a rock star, you probably wouldn’t believe me…and I would not be able to help you like I know I can.

I once had a client who was a GM/divisional president level professional. He was a self-proclaimed maverick, meaning he tended to do his own thing and was a bit of a non-conformist. Which is okay…some cultures appreciate this type of characteristic. I arranged for him to network with a business friend of mine who is connected in spaces where I knew my client wanted to work. They made plans to meet for coffee.

My friend, who has a lot of class, didn’t tell me that my client showed up for this coffee in jeans and a Hawaiian shirt. I figured this out afterwards by a few comments she made about their conversation. The fact was, this was a wasted contact for my client, because my friend was not going to open her proverbial rolodex for him—she couldn’t afford to disrupt her reputation by taking a risk on my client with her treasured contacts. She operates in circles of the business community where people dress up rather than down. She wasn’t going to give him an entree into this community knowing that he might arrive in a way that did not “show well.”

It is essential that you look as credible and experienced as you say you are!

I had a client who I encouraged over and over again to either wear a suit and tie, or a dark sports coat, slacks and dress shirt, when he was networking. I suggested this because he was very much an introvert and he had a rather soft voice. He did not project a strong sense of self or leadership in his day-to-day demeanor. I believed that his clothing would help him create a stronger image.

I mentioned this to him on several occasions and even directly requested that he wear a particular dark suit and tie for an upcoming evening networking event. To my surprise, this client came to the event wearing a light-colored golf shirt and tan sports coat. Let me share the dynamics I witnessed in the room on that night: The executives who wore suits and ties all gravitated toward each other in one corner of the room. They all knew the executive status of each other by the way they were dressed.

My client, who was in the golf shirt and tan jacket, was an executive, but he did not gravitate over to this executive group. Now, my job is to make introductions at this venue, and even though I mentioned to this client my desire to introduce him to the executives in the “suited” group, it never happened that night. My client in the tan jacket was conveniently engaged in conversation with other “lower level” professionals during the networking hour, and I was not able to move him into the group of peers where he belonged.

I have a friend who works for a global financial services firm in downtown Los Angeles. When networking in a group, he looks for the men and women who are the best dressed in the room. Right or wrong, he believes that the “best dressed” implies the “most successful,” and he wants to know successful people.

There is a gentleman with whom I am acquainted from conversations over the telephone when we discussed my services. He was looking for a GM or CEO spot with a small, privately held business in the technology industry.

We talked a few times and he concluded that he was doing fairly well building his network, making contacts and getting interviews. He decided that he would continue on his way without my assistance.

A few weeks later, I found myself sitting next to this same gentleman at a business meeting. My first “in person” impression of him was terrible. He simply looked sloppy. We subsequently saw each other a number of times at association meetings, and unfortunately, my image of him never changed. He is a technology industry slob.

I never had the opportunity to work with him but if I had, I would have provided him with what I thought would be invaluable feedback about his image.

If you want to be the boss, and be the leader, and be considered “executive status,” you need to look like one. Most people are not so exceptionally brilliant, regardless of the industry they’re in, to be “excused” from looking like a shlump. You must always remember this: You only get one chance to make a great first impression. Sorry, but this is a principle in life that has not changed over time.

As Keith Ferrazzi writes in his book, Never Eat Alone, “Image and identity have become increasingly important in our new economic order. With the digital sea swelling in sameness and overwhelmed in information, a powerful brand—built not on a product but on a personal message—has become a competitive advantage.”

I find this statement to be particularly impactful. In a technical world where so much promotion of ourselves is done via the Internet versus in person, image and identity are critical success factors for us now, and into the future.

For the record: I know most of you think you know how to pull off a professional image. And, you probably do. But my point is, even though you know what you need to do, some of you won’t! (I am writing this with a smile.) Right now, I know you are justifying your current look and wardrobe, and why these common image mistakes don’t have relevance to you, your profession and your situation. Your heels are dug into the ground about this topic. Yes? If this is you, please stay with me and read on.

Professional Image 101

So what does a professional image look like? It isn’t just charm, intelligence, charisma or Ivy League degrees that get us a job. Cherie Kerr, author of How to BE Presidential: The Secret Handbook for Top-Level Executives and Those Who Aspire to Be, states in her book, “Ask not what you can do for your image; ask what your image can do for you.” Professional image—how we look, how we move, the intonation of our speech, our communication style—all present our professional image.

There is one caveat to these guidelines: I am always asked about how to dress for those companies that are extremely casual in their dress code. If you show up in a suit for an interview and everyone is in T-shirts, jeans and displaying their tattoos, I would say you didn’t do your research very well. Just be smart about it. The idea is to fit in. It’s not that hard! Do your research about the company like you normally would, and ask about the dress code for interviewing. Simple.

I believe your image is so important to your job search success that I am compelled to finish this chapter with a reminder of what we should all do to project our best executive selves. Bear with me as I continue…we’ll get to the next chapters of this book soon enough.

But first, some critical reminders about:

Hair Cut and Color

The right cut and color of your hair can take years off of your appearance, and more importantly, give the impression that you are energetic, open to change, and “youthful” in your perspective.

Some career consultants are adamant that their “older” clients color their hair to hide the gray. If you decide to do this, your color needs to be done well, preferably by a professional stylist. Don’t guess on this step! Do-it-yourself hair color that is bought at the grocery store works fine for some people, but looks really bad on many! Go to a hairstylist and review your options. Your hairstylist can be a terrific teammate for this process.

Hands

I’m so sorry to report this, but our hands are a dead giveaway to our age, our hygiene practices and our lifestyle. While you are at the salon getting your hair cut and colored, please think about getting regular manicures, too! Men, if you have not ever experienced a manicure, you will be surprised at how nice this feels. And by the way, people do notice when a man has nice hands and nails. Enough said.

Your Smile

The first smile you exchange with a prospective employer speaks volumes about you. Nothing says “I really take care of myself” more than healthy teeth and fresh breath. Right now, it’s easier than ever to whiten and brighten our mouths and to troubleshoot halitosis!

If you haven’t seen your dentist for six months or more, schedule a cleaning and a whitening consult. If you decide not to invest in dental office whitening, pick up a teeth-whitening kit from the drugstore, and start using it immediately. It’s inexpensive, easy, and it will make a difference over time. If you have reoccurring bad breath, ask your dentist what you can do to alleviate the condition. I really want to stress the importance of taking impeccable care of your teeth, gums, and breath! Don’t let your teeth or breath be the focus of someone’s take-away impression of you—unless of course, they are left with an impression of your dazzling smile!

Eyeglasses

If you are still wearing eyeglass frames bought in the 1990s, or even early 2000s, make an appointment right away with an eyewear specialist to discuss a new look. Glasses make a statement about your interest in staying current, and being progressive. They can create an image for you of power, intellect, confidence and innovation. Whatever image you want to communicate, your glasses will help you do it.

Your Wardrobe

Ladies First…

We have it tough. Fashion changes constantly from year to year. Fortunately, if you make smart purchases to supplement your existing career wardrobe, many pieces can be worn as styles change and integrated into the new “current” looks. I admonish you, however, to err on the side of style versus the conservative or “outdated” side of your wardrobe.

In other words, make sure you have two suits that were purchased in the last two years. Do the same for pant and blazer coordinates. Make sure you have two current pairs of shoes that are office appropriate. Check your purse inventory. You’ll need handbags that were purchased in the last two years, and are neutral in color. Jewelry should be simple and chic, and worn to complement an outfit and your hands. Too much jewelry, or jewelry that was once trendy but now is not, will distract from the contemporary image you are trying to project.

Now for Men…

You have it a little easier than women. However, if you haven’t bought a new suit and a new sports coat in over five years, it’s time to update your clothing investment. I am making an assumption that you regularly buy dress shirts, but if this is not the case, order some custom-made shirts, or replenish your shirt inventory with shirts of a good quality and proper fit.

Make sure you have two new suits, a navy or black blazer, slacks and a pair of current dress shoes in the closet. Belts need to be in nice condition and must match the color of your shoes. Invest in at least two new ties of excellent quality. These will add a touch of class and update your wardrobe. If you need assistance, most men’s stores and men’s departments in major retailers offer excellent wardrobe consulting advice.

Or better yet, hire an image consultant. You will be in great hands and will be on the mark with your wardrobe and image without question!

Note to both genders: If your weight has fluctuated since you purchased the clothes, please, please get your wardrobe tailored to fit your new size! Take the pants and coats in, or let the seams out, and do buy new dress shirts! It’s not the time to delude yourself by thinking you’ll lose weight to “fit back into” an older wardrobe before you land an interview. If you don’t want to go through the trouble and expense of getting your clothes tailored, buy new replacements. Successful executives wear clothes that fit!

Regarding Your Physical Condition

I won’t go into great lengths to discuss this sensitive subject because this is a tough topic for most of us.

Now is the time to take charge of your health. Be honest with yourself, and “just do it.” Your lifestyle habits are things that you do have control over in your job search, versus the many things in a job search that you can’t control. You know who you are and what you need to do to appear healthy, energetic, and competitive in your marketplace. Just ask yourself, “Do I need to lose weight? Do I need to quit smoking? Do I need to adopt a healthier diet? Am I exercising enough?” If you need help with any of these, hire a personal trainer, a smoking cessation expert, or a nutritionist. Your doctor can help you find the right professional support.

In Jeffrey Meshel’s book, One Phone Call Away: Secrets of a Master Networker, he has a chapter entitled Perception of Self, How Others See Us. In this chapter he states, “The perception may be wrong, but it doesn’t matter. Perception is reality.” He goes on to write, “This just means you should be mindful of presenting yourself in the best possible way you can. You cannot skimp when it comes to your attire, and, of course, you should choose your accessories wisely. Buy clothes that make you look as presentable as possible. Because the first thing someone sees is your physical appearance. They have an immediate reaction. They draw an instant conclusion, fair or unfair, right or wrong. That’s reality. And if you can put yourself in the most advantageous position with that first perception, it’s going to pay dividends.”

Comments

[Steve Mertz]

Good job Freemoney! I have a client who is an acupuncturist and she was interviewing with a "Wellness Center". The idea was to share some office space. When she met the owner he was sloppily dressed and obese-not the image she wanted to be associated with.

[Chris]

So what is the consensus on facial hair when it comes to looking professional and optimizing one's first impression?

[JC]

@ Chris -

I think this goes along with research. Current trends in fashion are manicured stubble. Look at photos of just about any male celebrity and you'll see the look.

IMO:
Traditional company = clean shaven
Progressive company = current trend

[Christa]

I agree with this. I was a teller many, many moons ago, and there was a millionaire who came to the bank looking like a bum. He always had the hardest time withdrawing his own money from his account; imagine how much difficulty he must have run into in business transactions with new clients.

[Squirrelers]

It simply matters how we present ourselves to prospective employers, clients, or business partners. Actually, in any aspect of life it can matter. The thing is, it's so easy to make oneself presentable on a basic level! Makes you wonder why some people sabotage their own efforts by being lazy in this regard.

[Mathew Burget]

The fist impression matters a lot as there is a old saying "First impression is the last impression" and old is always gold.