The Power of First Impressions in Decision Making
People make decisions very quickly. We are designed that way. We have this incredible ability to accurately determine whether something is good for us or not. We instinctively know through eons of precise neuro connectivity if something will produce the desired results. The rest of our time on something usually justifies our initial impression. We will spend significant time proving that our initial instinct or impressions were correct. We would do well to remember this fundamental understanding of human behavior.
The Critical Role of Preparation in Projects
You might have had an experience where you were getting ready to launch something. A new project, a new website, a new campaign, or a new sales effort. The initial idea is fun and exciting, and then when you start putting the idea into the initial process, things slow down. The reason is that you begin to visualize how this will connect with an audience or a customer. You know how judgmental you are. You know how quickly you decide if something is correct, so you instinctively know how critical it is to get this first part right. You are 100% accurate in your thoughts on this. The initial phase should be slow, and this is where we spend most of our time.
The Pitfalls of Rushing the Process
Except that we do not. We rush things. We cannot wait to get to the sales, the growth, and the return. We jump straight to the end and feel discouraged when we do not get the desired results. This is because we skipped the most crucial step. The preparation it takes to get that first impression is absolutely correct. This should be where we spend the most time. We rush this time at the peril of our results.
Overcoming First Impressions
Just think about how hard it is to overcome a first impression. I know that I make a quick judgment when I first see someone. I cannot help it; it is millions of years of programming. I am willing to change my mind and have frequently done so, but it is an uphill climb. You do not want people to get a negative first impression of your project because you are now fighting uphill if they do. You will always get better results the more time and money you spend on getting that first impression right.
The Importance of Targeted Preparation
This applies not only to sales but also to all areas of our lives. A great book that I have referenced for years is called “Let’s Get Real or Let’s Not Play” by Mahan Khalsa and Randy Illig. This book emphasizes the idea that you must balance your time on the message you will communicate with prospects. The concept of targeting your efforts to prepare for potential first engagements with prospects is at the forefront of their proposed selling strategy. That concept has always stayed with me, and I have seen that manifest in my life in many ways.
Mastery Through Focused Preparation
Preparation is time well spent if you are disciplined enough to focus on a core and primary objective. This art form takes practice and patience, as each iteration you go through will improve only slightly. We constantly get distracted. We always say yes one too many times. We always chase shortcuts and move a little too fast. However, keep focused and spend most of your time on the front end of your process. You will improve your results dramatically over time.
