From First Impression to Second Interview: 8 Tips (from Brain Science) to Create Interactions that Count

Jodi Orgill Brown, MS, CFRE

“A good first impression can work wonders.” — J. K. Rowling

The human brain can process an image in as little as 13 milliseconds, far faster than previously believed. According to a study from M.I.T., the brain is constantly deciphering what it is looking at.

What does that mean for you, sitting next to the other candidates vying for your dream job? Is there anything you can do to STAND OUT, rather than fade into the background?

Neuroscience research adds up to one conclusion: First impressions count.

To make the right impression, follow the advice of the experts F.I.R.S.T.

F: First Seconds Count

“I tend to make up my mind about people within thirty seconds of meeting them… I rely far more on gut instinct than researching.”― Richard Branson

Richard Branson may be generous by giving people thirty seconds to prove themselves; the average person’s brain captures and interprets cues, and then establishes a first impression in .8–3 seconds. The best method, then, is to use brain science to your advantage. Embrace a little charisma to Stagethe first seconds of an interaction.

Olivia Fox Cabane’s book, The Charisma Myth, lists the three primary traits of charisma: Power, Presence, and Warmth.

1.Power: Stand up straight, look the person in the eyes, and have a strong handshake. You appear powerful by coming across as someone capable of affecting the world around you.

(Additionally, Van Edwards suggests nonverbal power plays that include: standing in a power pose, keeping your hands visible and moving, and holding the gaze of your new colleague for the first few seconds of the interaction.)

2. Presence: Be in the moment and with the person you are with.

3. Warmth: Be genuine and approachable. (See Authenticity below.) The best way to demonstrate warmth is to imply goodwill toward others.

Cognitively Speaking

When you leave someone with a good first impression, their later thoughts will want to reinforce their primary belief. They want to to feel like they were right in their initial judgment about you. This phenomenon is a cognitive bias called Confirmation Bias. Our brains are wired to desire consistency of thought and judgement; we desperately want to believe we are right, so we look for, and see things, that build upon our firstimpressions.

So, have a powerful first few moments, then relax, and start building a lasting relationship.

I: Interested

“Be INTERESTED rather than INTERESTING. — Ty Bennett”

Show interest in the company, the position, and the interviewer. Ask what the company needs, rather than touting what you can do.

"What is the most important thing I could do in the first 90 days to help build your business?" Ask that question and potential employers will know you want to further THEIR cause, instead of your own agenda. Turning the table on the conversation allows the focus to be on the company, rather than solely on you.

R: Refrain

“Sometimes one creates a dynamic impression by saying something, and sometimes one creates as significant an impression by remaining silent.” — Dalai Lama

Pause and think, rather than shrink. If the right words are not coming to your mind, you are better served with a thoughtful pause, than an inappropriate or untimely comment, which may diminish your qualifications or standing in the eyes of the other person.

Hold your tongue when it comes to complaining. If you take even a moment to mention the bad traffic, poor weather, or even the parking, the interviewer may make a judgment call, about you. "She is a complainer." "He’s a negative person." "She is not the kind of person we want on our team."

The tendency to hone in on bad cues comes from another brain bias, the Negativity Bias. Though once needed for self-protection, our negative talk is still a warning sign for others, even in a day where we are not running from tigers.

It may very well be that the traffic was terrible and the parking was worse. But that’s something you vent to your friends later, not to the person interviewing you. Refrain.

S. Simply Smile

“If you want to make a good first impression, smile at people. What does it cost to smile? Nothing. What does it cost not to smile? Everything, if not smiling prevents you from enchanting people.” — Guy Kawasaki

The simplest suggestion is also one of the most powerful. Smile. When you smile, endorphins in your brain tell you that you are happy, which will automatically make you more approachable. Research proves smiling makes the people around believe you to be more attractive (and attractive candidates are always more likely to get the job than less attractive candidates).

Smiling demonstrates friendliness and creates trust.

One German study showed the power of smiling is so strong, even the act of imitating a smile has benefits. Their test involved subjects who were asked to hold a pencil or pen in between their lips. The mere movement of the lips turning up produced the same chemical boosts as the real thing. So even if you aren’t totally comfortable, attempt a smile, and you and the interviewer should get an immediate boost.

T. Trustworthy & True

“My dad told me when I went into high school, ‘It’s not what you do when you walk in the door that matters. It’s what you do when you walk out.’ That’s when you’ve made a lasting impression.” — Jim Thome

How can you build trust with someone you’ve just met? According to Stephen M. R. Covey, author of The Speed Of Trust, you should define ahead of time what you are going to do—and then consistently match the expectations you’ve set.

Do what you say you are going to do. Repeat.

If you say, “I’ll bring my portfolio when I come to the interview,” then not only should you bring it, but remind the interviewer that you committed to.

“As I promised when we spoke on the phone, here is a copy of my portfolio for you to review.”

[ X ] Check.

[ X ] Check.

[ X ] Check.

The more commitments you make, and then fulfill, the greater the trust and the better the impression they will have of you going forward.

Authentic and True

“Authenticity is a collection of choices that we have to make every day. It’s about the choice to show up and be real. The choice to be honest. The choice to let our true selves be seen.” — Brene Brown

Authenticity is your personal brand. And, authenticity is a building block of trust. No matter how large the opportunity, or how powerful the interviewer, stay true to yourself, and be yourself. Others are more willing to trust you if they feel you are genuine, and even vulnerable at times. Mistakes makes you human, so don’t fret if you said, “less” when you meant “fewer”, or “further” instead of “farther”.

Few expect perfection; but all expect effort.

The world already has plenty of Youtube prima donnas, copy cats, and karaoke stars, but there is no duplicate for you. Remember, you have power to connect in a way that no one else can. Believe it, find it, and embrace your authenticity.

This above all: to thine own self be true, And it must follow, as the night the day,

Thou canst not then be false to any man. — from Polonius, in William Shakespeare’s play, Hamlet

Showing Up

“If you want to be successful, how you show up to life matters.” ― Susan C. Young

The more you put yourself out there, the more you will learn, and the more you will trust yourself—and your instincts—when FIRSTS count.

BE where you are. Be who YOU are. And get prepared for the next step: the second interview.