Some years ago I became fascinated with first impressions. I had
a colleague at the time who instinctively left a good impression
wherever he went. He was not a top class performer and I was always
amazed that his customers would often defend his mistakes even though
they were suffering from them.
then that I needed to know more about first impressions. I wanted
to know why they were not only important in the short term, but
also leave a lasting image that is extremely difficult to change.
Why is it that when the impression is finally changed, the person
will feel cheated that their first impression was incorrect? Even
years later I have known people fight to defend that first impression
as a matter of principle, anything less being a reflection on their
ability to judge a character.
came across the statistic that 90% of peoples opinion of you is
formulated in the first four minutes of meeting you and the content
of this work started to take shape. Surely, I argued, if it only
takes four minutes to form a lasting impression, it must be possible
to take control of those first four minutes and leave in the mind
of the person you are meeting whatever impression you would like
what happens in those first four minutes that makes them so important?
in its simplest terms we have to categorise people when we meet
them in order to know how to react. Ten thousand years ago the categories
might simply have been enemy or friend. Should I attack or embrace?
The answer to that question however had to be instant to avoid a
catastrophe and our ability to answer the question accurately has
contributed to the development of our species.
society and therefore our categories have become more complex, but
the need to make instant judgments has stayed with us.
impression of anybody is gleaned from a number of different sources
but is in essence the information that we absorb from our senses,
(seeing, hearing smelling, etc.) compared with the information we
have stored from our past experiences and what we have learned from
don't get a second chance to make a first impression.
has heard that first impressions are important. Everybody knows
that you don't get a second chance to make a first impression. But
do you know how important it is?
of peoples opinion of you is formulated in the first four
minutes of meeting you. That's right, 90%!
you blow the first four minutes you only have a 10% chance of creating
the right impression.
create the right impression you only have to manage the first four
minutes. After that you leave the rest to manage itself.
this work I will explain how to manage those four vital minutes
using skills that, for the most part, you already possess, so that
you are able to create whatever impression you want to create.