Lexpert Magazine

LEXPERT MAGAZINE | JANUARY 2013 73 | COLUMNS | MARKETING BY DONNA WANNOP what they say rather than discussing what you want to say about yourself. HOW TO POSITION YOURSELF Dur- ing a first encounter, don't try to create the impression that you are somehow different or superior. Behaviour of this kind is ex- tremely alienating. A better approach is to establish a connection to the other person by focusing on what you have in common with them, and on what makes you similar to them. at will make you more likeable, and it will make the other person feel com- fortable with you, and understood by you. CONVERSATIONAL FOCUS Be mind- ful of how you manage the topics that you discuss. If you tend to focus only on one subject, or talk at length about a topic that you are particularly interested in or know a lot about, or introduce a topic in order to bring the other person around to your way of thinking, you won't be viewed as an ex- pert or authority — instead you will come across as being self-centred, closed-minded, controlling and tedious. MOOD Mood is conveyed both through the body and through words. People prefer to interact with those who are in a positive mood because it makes them feel good, and it makes them feel accepted. While you might think that, as a professional, you convey the right "mood" by being very seri- ous, reserved, measured and critically ana- lytical, you will create a much more positive impression if you are energetic, use open and friendly facial expression, allow some emotion to show through in your tone of voice, use interesting and powerful words and have a positive orientation. Our initial encounter provides us with our first, and sometimes only, opportunity to provide that person with a sense of who we are. is is the basis on which they will make decisions regarding how they feel about us, and in some cases, whether they want to do business with us. By developing a better understanding of first-impression dynamics and how various behaviours are likely to be interpreted dur- ing those moments of first contact, anyone can improve and enhance their communi- cation style in a way that leads to a more positive first impression — one that more accurately reflects who they really are. When introducing yourself, don't sacrifice likeability at the altar of reserved professionalism First Impressions Matter Donna Wannop, LLB, MBA, is a practice-development coach (www.wannop.ca) who has worked exclusively with the legal profession for over 20 years. She can be reached at dwannop@wannop.ca. MANY PEOPLE ARE completely un- aware of the kind of first impression that they create. Even intelligent, competent and well-intentioned individuals oen mismanage their initial encounters with others: they paint an inaccurate picture of themselves, and then don't understand why others don't seem to be interested in them. Lawyers in particular are oen intent on sending messages that relate to their knowledge, expertise and profession- alism and, in doing so, frequently engage in behaviours that ultimately create a negative first impression. What follows are some of the most basic and common things that lawyers do that negatively impact on the first impression they create. BODY LANGUAGE Body language plays a major role. Many lawyers, particularly during an initial conversation, are stiff and lacking in facial expression. While you may do these things subconsciously, or perhaps you do them intentionally in order to con- vey a serious and professional demeanour, these behaviours will make you seem cold and unapproachable. In order to create a warmer and more welcoming first im- pression, you should smile, nod, relax and maintain an open body posture. EXPRESSING INTEREST Key to estab- lishing a positive first impression is to show interest in the other person. Don't focus on providing the other person with informa- tion relating to yourself, and on explain- ing what makes you interesting and worth knowing: that will be interpreted as self- involvement and self-promotion. Instead, focus on demonstrating your interest in the other person: look them in the eye, lean slightly toward them when they speak, ask questions, actively listen, and respond to

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