First Contact
by Evangelia D. Souris

Check List:

• Proposal – Ready
• Meeting place and time – Confirmed
• Flip charts – All set to go
• Power Point presentation – In place
• References and testimonials – Got them
• What shall I wear? – Not sure

How many have gone through the above "check list" in preparing for an important meeting with a potential new client? How many have been able to provide satisfactory responses to the first five items on the list but a less than acceptable response to the last item? How many are uncertain, stumped, or apprehensive when preparing for the first display of their personal and professional image to a new or potential client?

In my capacity as an Image Consultant, I have had numerous clients call me before an important presentation for advice on how to best prepare for that momentous "FIRST CONTACT" because they realize that it is a critical element to their self-marketing strategy. The desired outcome from the initial first meeting is to form the best impression possible, ultimately leading to the acceptance of a proposal, presentation, or idea.

Impressions are shaped by the impact of a palpable presentation (appearance), nonverbal communication (posture, poise, gestures, body language, clothing, color), verbal communication (listening, speaking, enunciation), etiquette, and protocol (befitting behavior, civility, sensitivity to organizational culture). Desired Professional Image results can be realized by optimizing the impact of the preceding areas. While personal and professional emphasis should be afforded to all these areas, the focus of this article will be limited to professional development strategies for appearance and clothing.

"It is possible through the skillful manipulation of dress in any particular situation to evoke a favorable response to your positioning and needs." — John T. Molloy, The New Dress for Success (Warner, 1998).

FIRST CONTACT

Seven Seconds: This is the time required for someone to form an impression of you. Other studies done by social psychologists on the power of image have determined that it takes thirty seconds to form impressions about educational ability, capability, level of sophistication, personality, integrity, social ancestry, and sense of humor. Other studies have shown that the decisions not to hire or do business with someone are based on unsuitable appearance. Job interview studies show that people who are well dressed and groomed are liked more, demand higher fees, and are considered more intelligent, successful, and competent.

One may say that it isn't fair to be judged so quickly. Seven seconds should not be a matrix for a lasting impression. Point taken. But, not everyone can withhold judgment in the first thirty seconds. Instant innate reactions are entrenched in the human psyche and have served humanity well. Especially in situations where one needed to appraise a situation rapidly in order to avoid potential danger from predators.

Your first assignment is to make the most of your FIRST CONTACT.

THE POWER OF IMAGE IN TODAY'S ECONOMY

When the health of the economy exhibited the symptoms of a chronic flu in the new millennium, thousands were laid off, unemployment skyrocketed, and each accessible contract up for bid had ostensibly infinite applicants competing for it. The result: the leverage went to the manager who could afford to employ the consultant or company who classed the highest in every division of the Request For Proposal's requirements. One strike against you—a grammatical mistake in your proposal or a leather jacket worn to a meeting at a stringently corporate company—could jeopardize the optimization of a winning presentation.

DRESSING FOR TODAY'S ORGANIZATIONAL CULTURES

Are you current with today's professional wardrobe trends?

• President George W. Bush banned casual dress at the White House, even on weekends.
• Bill Gates and other Computer Gurus are wearing suits and ties.

When the economy is soaring, every day is Friday, and the dress code relaxes accordingly. The past decade witnessed the dressed-up backfire. Dot-Commers piloted in an era where cargo pants were a career move. But when times turn tough, the pace quickens, and everyone shows up early, sits up straight, and dresses as if their lives depend on it.

OUTER IMAGE AND ITS SIGNALS

Representation of one's self, from the cut of a suit to the quality of the fabric, acts as an emblem of character, subject to instant scrutiny. From these visual tags others make assumptions about dedication and competence, personality, habits, tastes, social life, friends, and quirks. The thought and effort put into determining what to wear will directly correlate to the strength and accuracy of the message being sent. Poorly displaying an Image can undermine a well-written proposal, even one's credentials.

YOU ARE THE BRAND—YOUR STYLE IS YOUR LOGO—YOUR QUALITIES ARE YOUR TRADEMARK©

Corporations historically have been spending millions in creating, improving, and redefining brands. Their ultimate wish is to be distinguished amongst the best. Conversely, everyone has their own brand: Their selves. The manner in which the brand is packaged distinguishes it from others. It can be crucial to the progress of one's career. Elements of that package are defined by quality and substance: One's trademark. Without the quality and substance to support the promise of an appearance, one is merely a "suit."

Your style should send a clear consistent message about:

• Who you are
• What you have to offer
• Where you want to go

Your task is to:

• Clarify the identity you want to have within your targeted work environment
• Dress to express it

If you don't:

• You are leaving your identity—or effectual others' perception of it—up to chance

If you do:

• You are taking control, empowering yourself to succeed

CLOTHES AS BRAND TESTIMONIALS

What are clothes saying about you? It is not always easy to know because people do not always tell you whether or not your appearance is appropriate (do people always tell you if you have a piece of broccoli stuck between you teeth?).

Studies show that presentation influences character attributes:

• Red = power
• Pinstripes = authority
• Briefcase = efficiency

Studies also show that presentation can even influence the perceived quality of one's work:

• Polished shoes = will produce detail-oriented work
• A tailored suit = will produce advanced results
• Baggy khakis, v-neck sweater = will take a casual approach to a problem

Your second assignment is to ensure that your message is CONVEYED:

• I am competent and I belong

"DRESS TO BE HIRED" STRATEGIES

Appraise Your Career Wardrobe: Work clothes require special upkeep, scrutiny, dedication, and strategy. Start viewing them with the same ambition and organization as you do your work.

• Separate work from casual clothes.
• Organize the items as if they were the appointments and contacts stored in your Palm Pilot™

Wardrobe Filtering©:

• Separate what fits well from what does not.
• If you have not worn it in the past twelve months, recycle it.
• What needs to go to the tailor?
• What needs to go to the cobbler?

Refurbish: Determine what is left, what is missing.

• Make a list of everything you have in your wardrobe in one column.
• Make another list of what you need in the other column.
• The second column is the list of items that will refurbish your wardrobe.
• Circle the items that go with more than one item and buy those first.
• Buy items that are functional, that will match other items.

Questions to Ask Yourself Regarding Goal Dressing:

• Do you have a basic neutral palette as a basis for your wardrobe?
• Are all your clothes adaptable?
• Does everything fit well?
• Do you have a yearly budget for a work wardrobe?
• How do you feel in the work clothes you have?

MASTERING THE DRESS CODES

Dress codes are not always written in stone and its subtle descriptions are defined and redefined by socio-economic factors. Do not despair. There are four basic dress codes that exist. The potential or new client that you will meet will more than likely dress in accordance to one of these dress codes. Your job is to dress accordingly.

Corporate dress code:

• The suit is symbolic.
• Women wear suits. In their offices they can take off the jacket, but wear them outside that setting. A silk or cotton shirt or blouse, shell, or knit sweater can be worn under the jacket. Stockings are always worn (even in the summer), shoes are closed toe, medium to low heel.
• Men wear strictly suits, shirts, and ties.

Befittingly Business©: This is a half-way setting between corporate and casual. The objective is to choose clothes that resemble the decorum of a suit and to dress for the context of the day or event.

• Women wear tailored skirts and pants with blouses, shirts, sweater sets, and turtlenecks. Jackets are optional.
• Men wear jackets, dress shirts, tailored pants. Ties are not mandatory.

Befittingly Business Casual©: This dress code is more relaxed than the preceding two dress codes. It resembles the "dressed-down Friday" of "Befittingly Business"©. In spite of presumptions to the contrary, this code does not foster fashion pandemonium. One should still dress professionally, and clothes should be aptly presentable. The concept of this dress code is to allow some comfort while maintaining professional standards.

• Women and men combine traditional business attire with more casual items.

Casual dress maxim: "Never be in a position where you have to make an excuse for being casually dressed."

Your dress code: In time you will learn to interpret the dress code of your targeted work environment in a matter that will reflect your personality, goals, and position. Assembling an individual business wardrobe is a long process. With more success comes more freedom of introducing individual style staples to a business wardrobe. When in doubt of the appropriateness of a certain item, don't wear it.

RESEARCHING INDUSTRY GUIDELINES

Presenting your best visible display (the one that will foster better identification with a potential client) requires research:

• Visit their website.
• Become acquainted with the culture of the targeted work site.
• Contact their human resources department. Ask pertinent questions.

DISPLAYING YOURSELF TO THE TARGETED AUDIENCE

How to orchestrate your visual presentation:

• Ask who will see you.
• Be aware of your audience.
• Be aware of your surroundings.
• Be aware of the inferred subtleties that aren't described in a dress code.
• During political campaigns, candidates dress in a manner where the potential constituents can best identify with them.

INDUSTRY GUIDELINES

Examples of guidelines for some professions:

• Academic Industry: Befittingly Business Casual©. Tailored, authoritative pieces that are approachable. The objective is to—Stimulate trust. Location of the school and its concentration affect interpretation.
• Retail Industry: All codes apply, orientation specific.
• Consulting Industry: All three codes apply with more emphasis afforded to the first two. The objective is to inspire authority and to sometimes have the added effect of establishing worth and value to the money the company is expending for outside help.
• Service Industry: In the absence of a service uniform, the guidelines fall between Befittingly Business© and Befittingly Business Casual©.
• Financial Industry: Befittingly Business© is the norm. Standards have relaxed somewhat, but standards change with geographic location.
• Advertising Industry: The more conservative the firm or their clients, the more conservative the dress. Mid-level and senior managers dress between the first two dress codes with variations on trendiness and creativity.
• Medical Industry: The prescribed guideline for this industry is to dress in a manner that projects authority and trust. Tactful and professional comes up in a lot of their dress policies.
• Legal Industry: The prescribed guideline for this industry is to dress according to the policy of each law firm. East Coast law firms are usually more formal than West Coast firms. Guidelines fall between the first two dress codes.
• Media: Guidelines for this industry fall in the second dress code but a creative edge is exhibited. Senior executives fall in the first category. Editors of magazines fall between the second and third code with an emphasis on haute couture. Book editors follow the same guidelines of magazine editors without adhering to high fashion. The book marketers do adhere to the trendier side of fashion.
• Public Relations: More creative guidelines apply, allowing executives to wear suits with an edge. This industry is a pro at allowing the nature of their client to influence their attire. This can be tricky because you are trying to align yourself to their style. The axiom in this situation is to dress in accordance to the second dress code and to allow the geographical location of their office (metropolitan versus suburban area) to determine whether you use the element of "edge" and "flair" (metropolitan = permits flair, suburban = flair with caution).
• Real Estate: Again, this industry is a pro at allowing the nature of their client to influence their attire. The public relations particular guidelines apply to this industry as well.
• Accounting Industry: Senior Executives conform to the first dress code, while mid-managers and staff adhere to the second and third dress codes. Keep in mind that larger firms require their staff to conform to the second dress code.
• Architecture Industry: Similar to the advertising industry guidelines.
• Internet Industry: Anything goes is still the axiom but casual clothes have been replaced with cutting-edge fashion and techno (influenced by techno music) styles.

WARDROBE FINANCE/ DRESS BETTER, EXPEND LESS

Invest In Yourself and Your Future: Financing a professional wardrobe requires capital. Your investment yields the following benefits:

• Confidence
• Value
• Superior packaging of your inner qualities
• Conveyance of nonverbal signals that reflect worth
• Zeal
• Poise
• Opulence
• Self-esteem

Wardrobe Cost, Realistic Expectations: You do not need to spend a lot to make the best impression. Set your realistic expectations by knowing:

• What and how to buy and or select from your existing wardrobe
• Where to put the money or the emphasis
• Where it is okay to skimp

Choose Smart/Value and Quality: The better the quality of your selected item, the longer it will last and the better it will make you look. Familiarize yourself with the details that express quality by:

• Trying on high end clothes at Department stores
• Assessing the fit, fabric, quality, style

Apply your findings by choosing more affordable clothes that best resemble the details of the higher end clothing.

Wardrobe Finance 101 — ROI (Return On Investment):

• It takes money to make money
• Assess where you are in your career path
• You need to dress for the contract you want
• You need to look the part in order to get the part
• Evaluate the value of the investment
• Example: If I make an outlay of $____, I expect to receive the value of ____?
  ROI: If I get hired for this project, I will make $____ MINUS my outlays for clothes $____ EQUALS $____ ROI.

ASSEMBLING THE FIRST CONTACT ATTIRE

The little suit that could!
Whether you are new to the field or have years of experience under your belt, you want to wear a suit that has classic lines and is monochromatic.

The "FIRST CONTACT" Outfit – Female
The Ingredients*

• Suit – Pay particular attention to: 1) color (neutral – versatile, black – sophisticated, navy, gray, beige – competence); 2) fabric (wool – lightweight, lined with a bit of Lycra); 3) fit (have it tailored to your specifications); 4) quality and finish
• Shirts – Pay attention to fabric, collar, buttons, length, cuffs, fit
• Shoes – Notice comfort, quality, shape, maintenance
• Hosiery
• Socks
• Bag – Notice texture, style, utility, construction, quality, size
• Portfolio or briefcase
• Jewelry
• Glasses

The "FIRST CONTACT" Outfit – Male
The Ingredients*

• Suit – Pay particular attention to color, fabric, fit, quality, and finish
• Shirts – Pay attention to fabric, collar, buttons, length, cuffs, fit
• Shoes – Notice comfort, quality, shape, maintenance
• Socks
• Portfolio or briefcase
• Jewelry
• Glasses

COUNTDOWN FOR THE MEETING ... BE PREPARED TO BE HIRED!

Make a List: During the week before your meeting compose a list of:

• Every item you will wear (suit, shoes, accessories, etc.)
• Tasks that need to be done (get haircut, polish shoes, etc.)
• What you need to bring with you (extra proposals, agenda, notepad, etc.)
• Questions you might be asked and your best answers.

Be Confident: Confidence sends the message that you can:

• Manage Authority
• Handle Responsibility
• Handle Pressure

Prescribed techniques that reflect confidence:

• Sit up tall
• Stand tall
• Be articulate
• Maintain eye contact when shaking hands

Be Prepared and Knowledgable: Being prepared allows more confidence to be reflected from your non-verbal communication. Read up on anything that will give you an edge in your presentation.

• Read up on the company you are meeting with
• List your accomplishments

Focus on the Delivery of Your Outer Presentation: Be enthusiastic, vibrant, and energetic. Managers are looking for fresh outlook and energy.

Grooming:

• Avoid wearing strong scents.
• Your clothes should be clean, pressed
• Your shoes should be polished
• Hair should be neat and clean
• Avoid making trendy statements (one earring for men, multiple earrings for women, long hair on men should be trimmed and neat—no ponytails, no eccentric makeup for women, etc.)
• Men should be clean-shaven. Facial hair—mustache or beard—should be trimmed and neat
• Nails shaped and clean; for women avoid intense colors in nail polish ... aim for an understated and refined appearance.

The Dress Rehearsal: Try your outfit on a week before the interview. Make sure everything looks and feels right.

Woman's dress rehearsal:

• Is your tailoring perfect?
• Do your stockings match your outfit?
• Can you sit comfortably in your skirt
• Does it ride up when you sit?

Man's dress rehearsal:

• Does the jacket fit right?
• Do the trousers fit right?
• Is anything wrinkled?
• Do you feel comfortable in the suit when you sit?
• Are your shoes in good condition?
• Don't forget the soles of the shoes—are they in good condition?

Special Circumstances—A Breakfast, Lunch, or Other Type of Meeting: This may appear like a less formal meeting but in all actuality it is not. More attention should be afforded to this type of setting because social skills, table manners, aptitude for banter can be surveyed as well.

Remember that this is still a meeting and you should wear the same clothes that you would have in the more traditional setting of the office environment.

In closing, you have put so much effort into receiving an education, acquiring valuable work experience, polishing your resume, presenting your skills as your accomplishments, targeting your client, establishing value for your services, and building your credentials. You have networked with all the strategic people and associations in your field and finally have set the date for "FIRST CONTACT." A first impression with your potential client if less than stellar can demolish all of that. This is your first and hopefully not the only meeting with the potential client. By understanding the dynamics of dress and appearance, you too can communicate more positively with others, create a favorable perception of yourself, and navigate its effects into a powerful self-marketing strategy. Remember:

• Your product—abilities and professionalism—need to be represented first from the outside.
• Unfortunately, people cannot wear a resume or a biography.
• Your competitors are giving their appearance a high level of attentiveness. You cannot afford to do otherwise

Good luck to you all! Project your Best and be Hired!

Written by Evangelia D. Souris © 2002
*For more information on the ingredients, please contact Evangelia D. Souris at .

Evangelia D. Souris Vision Statement: "Inspiring and motivating individuals to embody the power of image through self-discovery, beauty of authentic expression, self-declaration, recognition of self worth and love of life"

She helps by InpiringMotivatingAuthenticityGalvanizingElegance©
Based in Boston, Evangelia can be contacted at (617) 436-4848 or .

Evangelia D. Souris is President and founder of OPTIMUM, International Center for Image Management. Evangelia is an International Certified Image Consultant, a keynote speaker and seminar/workshop leader, trainer and consultant, writer, artist and poet. She has authored twelve seminars on the application of image strategies in developing optimal personal and professional and organizational presence by focusing on:

• The impact of a palpable presentation (appearance)
• Nonverbal communication (posture, poise, gestures, body language, clothing, color)
• Verbal communication (listening, speaking, enunciation)
• Business, social, international, and Children's Etiquette and protocol (befitting behavior, civility, sensitivity to organizational culture)

Appearance Management: Image, Wardrobe, and Style (image-profiling, wardrobe analysis, body line and design, color analysis)
Appearance Management for Cancer Patients
Behavior and Communication: Etiquette and protocol/business and social; image perception management; all aspects of visual, verbal and nonverbal communication (presentations, podium skills, meeting management and facilitation); public appearances (specializing in Political figures), special event.
Career management/professional, executive image development, transitional management, and personal branding.
Self-Image Enrichment and Development

Driven by her belief in the benevolence of the American Cancer Society's Look Good ... Feel Better Programs and the importance of Rosie's Place, she volunteers her services in appearance management and personal and professional enrichment.

© 2002 OnTrack Coaching & Consulting, Inc. All rights reserved.