First impressions are serious business. Please don’t disregard this as soft or too touchy feeley.

Why are they so important? 

“First impressions matter when you want to build a lasting trust,” says Robert Lount, an assistant professor at Ohio State University. 

Did you know it takes only three to five seconds for someone to form a first impression?

And while you might wish that opinion were based on your intelligence or experience, most studies show that first impressions are shaped by what can be seen or heard in those initial few seconds.

Harvard Business School social psychologist, Amy Cuddy, has studied first impressions and found that when meeting someone for the first time, we form not one impression, but two. 

“We’re judging how warm and trustworthy the person is, and that’s trying to answer the question, what are this person’s intentions toward me?

 And we’re also asking ourselves, “How strong and competent is this person?’” 

Her research shows that these two traits, trustworthiness and confidence, account for 80 to 90 percent of first impressions. Check out her popular TED talk here.

What impression are you making with your donors?

Your success of fundraising, especially major gifts, is closely linked with your ability to make a good first impression.

Think about a donor that is nearly ready to be invited to make a major gift.

A board member knows this person, and you, the ED have not met them.

Before joining the board member to ask for a gift, you reach out and schedule a coffee date to thank them for their giving over the last 5 years and learn more about what they care about. What’s motivated them to give to your organization for so many years?

What do you want their first impression to be? Do you want them to trust you and see you as confident and knowledgeable?

Sadly, may be trustworthy and smart, but that doesn’t always come across, especially at critical times. Self-awareness is the ticket to figuring out your blind spots.

And...these ideas aren’t just for the boss - EVERYONE in your organization influences fundraising whether they realize it or not.

Anyone that gives a poor first impression to a donor or community member is making a statement that affects the reputation of your organization.

Luke-warm first impressions made by staff over time will jeopardize future funding – and their job. That needs to be built into the culture of your organization.  

5 tips to a winning first impression

1.  A Winning Smile!

A warm and confident smile will put both of you at ease.

Be yourself, every smile is different.

And don't go overboard with this – people who take this too far can seem insincere and smarmy, or can be seen to be "lightweights."

You can't fake sincerity.

2.  Show genuine interest in THEM

Introverts do this especially well.

Don't get hung up on making a good impression to the point that you're all wrapped up in yourself. If you stay focused on being curious and interested in them, it's much easier. 

You've got to be genuinely interested in people to be successful. Ask questions. People love to talk about themselves.

Say nice things, and mean it. We all like people that admire us.

You can make more friends in 2 months being interested in other people than 2 years trying getting people interested in you. Dale Carnegie

3.  Project a positive attitude

Your attitude shows through in everything you do. Project a positive attitude, even in the face of criticism. Strive to learn from your meeting and to contribute appropriately, maintaining an upbeat manner and a smile.

4.  Check your body language

When it comes to making a good first impression, body language and appearance speaks much louder than words. Reminder to check out Amy Cuddy’s TED Talk.

Stand tall, smile (of course), make eye contact, greet with a firm handshake.

Almost everyone gets nervous when meeting someone for the first time, which can lead to nervous habits or sweaty palms.

By being aware of your nervous habits, you can try to keep them in check. And controlling a nervous jitter or a nervous laugh will give you confidence and help the other person feel at ease. Again, it's about them, not you.

5.  Cement your good impression

Write a simple hand written note or an email if you must. Or my personal favorite, leave a voicemail message on their landline that they’ll receive when they get home letting them know how much you enjoyed your conversation.

When was the last time you received a timely call like that - and on your landline no less? 

Simple stuff.

Bottom line

You have just a few seconds to make a good first impression and it's almost impossible ever to change it.

So it's worth giving each new encounter your best shot, whether a major gift is at stake or not. It’s the right thing to do and will serve you in all areas of your life.

Much of what you need to do to make a good impression is common sense.

But with a little extra thought and preparation, you can hone your intuitive style and make every first impression not just good but great.

Typically, do you know your donors first impression of you?