(Bk Business) Carol Kinsey Goman Ph.D.-The Nonverbal Advantage_ Secrets and Science of Body Language at Work -Berrett-Koehler Publishers (2008)

Chapter 10: Selling Your Message without Saying a Word
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First impressions are more heavily influenced by nonverbal
cues than by verbal cues. In fact, studies have found that
nonverbal cues have more than four times the impact on the
impression you make than anything you say. Luckily, the
same nonverbal factors that draw you to certain people are
what others are instinctively looking for in you.
We all want to interact and do business with people who
are trustworthy and energizing, who put us at ease and make
us feel good about ourselves. Luckily, these are the very qualities
that you can project nonverbally in those first crucial
seven seconds. Every encounter, from conferences to meetings
to training sessions to business lunches, presents an
opportunity to meet people, network, and expand your professional
contacts by “managing your impression.”
Here are six powerful ways to make a positive first
impression.
1. Adjust your attitude People pick up your attitude
instantly. Before you turn to greet someone, enter an office
for a business interview, or step on-stage to make a presentation,
think about the situation and make a conscious choice
about the attitude you want to embody. Attitudes that attract
people include curious, friendly, happy, receptive, patient,
approachable, welcoming, and helpful. Attitudes that are offputting
include angry, impatient, bored, arrogant, fearful,
disheartened, and suspicious.
2. Smile A smile is an invitation, a sign of welcome. It says,
“I’m friendly and approachable.”
3. Make eye contact Looking at someone’s eyes transmits
energy and indicates interest and openness. To improve
your eye contact, make a practice of noticing the eye color of
everyone you meet.