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In this article I show you how to leave a good first impression through the lense of a psychological phenomenon known as the primacy and recency effect. When you meet someone for the first time, you process all kinds of information and to try and figure out what kind of person they are.
The way people speak, their posture, whether they smile or not – these kinds of things are cues that cause us to draw conclusions about another’s personality. Furthermore, they determine to a great extent how we choose to interact with this person going forward.
These kinds of quick judgements have their advantages and disadvantages, but when possible, most want to be remembered in a positive light.
Primacy Effect
The primacy effect is a cognitive bias that occurs when the first information we process has a strong influence on the kind of judgements we make.
This is particularly apparent for how we perceive people. If a new colleague is described as diligent and unreliable, we are more likely to consider them as diligent. The first trait listed has a greater influence on our overall perception of the person.
If the same colleague is described first as unreliable and then diligent, we are more likely to think of them as unreliable.
The first moments of an interaction are crucial because they determine to a large extent how we choose to subsequently interact with others or if we want to interact with them at all. For example, if you perceive someone as dominant and aggressive, you probably won’t want to work with them on the same project.
Recency Effect
In contrast the recency effect occurs when the last information that we process bears a strong influence on our subsequent judgements. For example, research in the field of persuasion showed that when two persuasive messages are presented, people are more likely to believe the second message.
One study found recency effects for changing emotional expressions, e.g., from anger to sadness or sadness to anger. In fact, the recency effect was more pronounced than the primacy effect! This means that the second emotion had a much stronger influence on how observers viewed the person’s personality. For example, if someone displayed anger and then sadness, they were more likely to be characterized as sad.
Using the Primacy – Recency Effect to Your Advantage
We are quick to make judgements about people. Within seconds we have sized others up and think we know their character. Furthermore, our first impression of others becomes cemented in our minds. So much so that it can be difficult to adjust our opinion even a long time after the first encounter. If you make a good first impression, you will generally have an easier time.
For example, if our first impression of someone is positive, we tend to give them the benefit of the doubt even when they make mistakes. By contrast, if our first impression of someone is negative, then we tend to attribute their mistakes to the kind of person they are.
The last impression in an encounter also provides crucial information for we how perceive others – in some cases even more so than the initial impression. For example, if someone ends a heated discussion cordially, we are more likely to perceive them as cooperative than if they storm out of the room filled with anger.
With that said, you can take advantage of both the primacy and recency effects when interacting with others so that you are more likely to get the results that you want.
Examples
When giving feedback to others it is helpful to make your positive intentions clear even when you have to deliver negative information. Some researchers refer to this approach as benevolent honesty. This differs from the sandwhich model in which you start with something positive, deliver the negative feedback and end on a positive note. The sandwhich model approach is often see seen as manipulative and ingenuine.
However, with benevolent honesty, you deliver negative information truthfully and directly but make sure the recipient knows you have their best interests in mind. For example, you can say, “I know you are capable of delivering excellent results” or “I’m giving you this feedback because I have very high expectations and know you can achieve more”. This leaves a great first impression, because you come across as genuine and it’s clear you have positive intentions.
When giving presentations present the most important things at the beginning and at the end. This can be tricky, but ask yourself, what do I want people to remember? What you cover at the two ends of the presentation will probably stick the most.
Meetings with clients are not always pleasant. For example, if you are not delivering results as expected or there are unexpected delays in the project, it’s easy for the working relationship to sour. Even in such critical situations try to end meetings constructively. This will foster a cooperative working relationship even when things don’t go as planned.
How to Leave a Good First Impression Top Tips
Before meeting clients or going for an interview consider how you would like the other person to perceive you. But please don’t get stressed out about trying to impress. And you surely don’t have to “put on a show” as it is important to be genuine – this helps build trust. Consider the following points as a simple guide on how to leave a good first impression.
How to Leave a Good First Impression with Attire
What look is most suitable for the occasion? Don’t overdress or underdress. For example, if you are going for an interview, research the company culture to get an idea of what style would be most appropriate. If you really can’t figure out what would be best, I recommend erring on the more formal side. In most cases this leaves a good impression and shows that you take the event seriously. The following is a list of the different kinds of attire:
- casual
- business casual
- smart casual
- business
- semi-formal
- formal
Hygiene
This seems like an obvious point, but after almost two years of work from home, hygiene may not have always had top priority. There is no shame in being well-grommed, this leaves a great impression and makes you feel good. Get in a fresh shower. Consider whether you should use scents or not. My opinion in this area is less is more. Is there anything between your teeth? Do you have fresh breath? What about your hair? You don’t have to overdo it, but hair should not be greasy and unkempt.
How to Leave a Good First Impression with Introductions
When exchanging introductions say the person’s name back to them, e.g., “Hi Amy, nice to meet you”. This helps you to remember the person’s name and shows that you are engaged.
Also be sure to make eye contact. Maintain appropriate eye contact during the conversation. This equates to about 50% of the time when you are talking and 70% of the time when listening.
Body Language and Confidence
Body language should be natural and not come across as forced. However, sometimes we do things that we are unaware of – things that stick out to others like a sour thumb. For instance, I remeber someone giving a speech and they would often raise their eyebrows. I could not concentrate on what they were saying, because I was distracted by their dynamic brows. As for me, I tend to shift back and forth when giving a talk; it is hard for me to be still.
Practice talking in front of a mirror or ask others for feedback to see if there are things you are not aware of. This will help you to be more intentional with your body language.
If you want to come across as confident, body language is key. Here are some helpful tips:
1. Maintain an upright posture. Keep your shoulders slightly back with your feet 4 to 6 inches apart
2. Know what your hands are doing and avoid fidgeting – your movements should be deliberate
3. If you want to connect more with others, mimic their body language. However, don’t do this so much that it gets akward; your movements should still appear natural.
Smiling
Smiling is beneficial as it indicates an openness and willingness to connect. But you don’t have to overdo it or even smile right away. In fact, it may be even more impactful if you first smile after hearing what the other person says. This indicates genuine interest and may cause people to take you more seriously.
How to Leave a Good Frist Impression with Rate of Speech
Did you know that speaking faster causes you to appear more competent and confident. Not too fast of course or no one will be able to follow you. An ideal speed is around 150 words per minute. Also avoid filler words like um.
Anchoring Bias
The primacy effect plays a crucial role in another psychological phenomenon called the anchoring bias. This refers to our tendency to rely too heavily on the first piece of information we receive, even to the extent that we discount subsequent information.
For example, if you ask for feedback on a presentation and start by saying, “I know that the text is a bit much” your colleague will use that critique as a reference point. You sowed a seed that will influence how they view your presentation.
Another time to watch out for the anchoring bias is when doing negotiations. It is better to be the first to make an offer, because that price becomes the basis for negotiation. More than likely, the final price will be in the ballpark of your initial proposal. If you first want to figure out what the other person is thinking and don’t make the first offer it’s ok. Butt don’t allow yourself to get anchored.
When conducting research, we are often inclined to base our opinion or decisions on the first information that we find.
The anchoring effect also comes into play when asking for favors. Some intentionally request others to do more than they really want. They know the person will not be able to do everything, but will probably feel obligated to contribute something. In the end they get what they want by setting an anchor with high expectations.
Do Not Fall Prey to the Primacy – Recency Effect
If we are aware of the primacy and recency effects, we are less likely to succumb to this cognitive bias. Use these three tips to help you remain objective when making decisions or evaluating others:
1. Realize that the primacy, recency and anchoring effects exist.
2. Step back and take time to do some thorough research. Gather more information and try to consider various aspects. Don’t overly rely on the first pieces of information you gather.
3. When evaluating others, try not to be too influenced by initial impressions. Take time to get to know people and see how they respond in different kinds of situations. Also give people the opportunity to change. Don’t put others in a box and keep them there.
Summary How to Leave a Good First Impression
The primacy – recency effect is a cognitive bias that occurs when either the first (primacy) or last (recency) information in a series has a particularly strong influence on how we interpret things.
The primacy effect plays a crucial role in another psychological phenomenon called the anchoring bias. This refers to our tendency to rely too heavily on the first piece of information we receive, even to the extent that we discount subsequent information.
By knowing that these biases exist we can use them to our advantage.
For example, if you want to leave a good impression on a client it is helpful to start and end the meeting on a positive note. In this post we covered several tips on how to leave a good first impression.
Use the anchoring effect to your advantage when negotiating. When there is no clear standard, it is advantageous to give the first offer. This will set the “standard” and you will probably end up getting something close to what you want.
Knowing about these effects can also help us to remain more objective when making decisions or forming opinions of others.
Instead of jumping to conclusions based on the first information we receive or the first impression we have, take time to consider various aspects of the situation. Do more thorough research. Also take time to get to know people and don’t put them in a box. Our initial impression is probably not completely accurate.
Keep checking in for more psychological hacks that will help you to grow and thrive at work!
References
https://hbr.org/2016/09/how-to-make-a-great-first-impression
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