The Power of the First Connection/Impression: Why the Meet and Greet Matters

There's more than a handshake

In my international best seller, It Begins With Me: A Sales Blueprint, I teach a principle that sounds simple on the surface but carries incredible weight: the initial meet and greet. That first handshake, nod, or introduction isn’t a throwaway moment, it’s the start of the entire relationship.

Think of it this way: before you ever get to the facts, the product, or the pitch, people are already forming opinions about you. They’re asking themselves:

• Do I trust this person?

• Do I feel comfortable here?

• Is this someone I want to continue speaking with?

And those answers usually start forming in seconds. That’s why I say the meet and greet is not about small talk—it’s about creating the conditions for trust.

When you show up with intention, presence, and energy, you set the tone for everything that follows. If you overlook that moment, you may spend the rest of the conversation trying to recover ground you never needed to lose.

A Lesson From the Showroom

Early in my sales career, I remember greeting a customer who walked into the showroom looking rushed and skeptical. I had a choice—I could either hit them with features and pricing right away, or I could slow down and just connect.

So I smiled, introduced myself, and said, “I know your time is valuable—what’s most important for you today?” That one sentence shifted the whole energy. They relaxed, opened up, and eventually became not only a loyal customer but someone who referred friends and family for years.

The sale didn’t start with the product—it started with how I made them feel in the first 30 seconds.

10 Ways to Create a Lasting First Impression

These are tools I’ve used throughout my career and teach to sales professionals, leaders, and anyone who wants to create more meaningful connections.

1. Lead With a Genuine Smile

   A smile disarms, welcomes, and builds instant rapport. People can sense if it’s forced—so keep it authentic.

   
   

2. Offer a Firm but Respectful Handshake (or Cultural Equivalent)

   A handshake in the U.S. might communicate confidence, while in other countries, a bow, nod, or hand over the heart is more appropriate. Respect their way of greeting it tells them you see them, not just the transaction.

   
   

3. Be Fully Present

   Presence is powerful. Put your phone away. Quiet your mind. Give the person across from you your full attention. Presence is rare in today’s world, and that makes it a competitive advantage.

   
   

4. Use Their Name Early

   Names are personal, and when you use them naturally, it tells the other person, I see you and I value you.

   
   

5. Dress With Intention

   People often say, “Don’t judge a book by its cover,” but the truth is we all do. What you wear communicates respect—for yourself, for the meeting, and for the person you’re speaking with.

   
   

6. Mirror Without Mimicking

   Subtly match their energy, tone, and posture. It creates an unspoken rhythm that tells them, “We’re aligned.

   
   

7. Lead With Curiosity

   Instead of launching into what you want, start with them. Ask questions that show you’re genuinely interested in their story, challenges, or goals. Curiosity builds connection.

   
   

8. Respect Personal Space

   Don’t rush into someone’s comfort zone. Notice how they position themselves and honor it. Respect creates safety.

   
   

9. Show Gratitude for Their Time

   Time is the one thing none of us can get back. A simple acknowledgment like, “I appreciate you making time for this,” goes a long way.

   
   

10. Leave Them With Energy

    Long after the words fade, people remember how you made them feel. Leave them with optimism, encouragement, or possibility. Be the person who adds energy, not the one who drains it.

    
    

Addressing Cultural Differences in First Impressions

Respecting Cultural Differences

In one of my first business trips abroad, I made the mistake of offering a firm American handshake to a partner who expected a softer, more reserved greeting. They were polite, but I could feel the disconnect.

Later, I learned their culture valued subtlety and humility in introductions. That experience taught me something important: don’t assume your way is the right way everywhere.

Whether it’s eye contact, punctuality, or how you address someone, take the time to learn, observe, and adapt. A little cultural awareness shows respect—and respect is the universal language of trust.

This is where many professionals fall short. They walk into every room assuming the same approach works everywhere. It doesn’t.

In some cultures, direct eye contact signals respect and confidence; in others, it may feel aggressive. A firm handshake might impress one person, but overwhelm another who expects a softer gesture. Even punctuality is cultural—being five minutes early is a must in some places, while arriving “on the dot” may feel rigid in others.

The key is humility. Don’t assume. Observe. Follow the lead of the person you’re with. When in doubt, ask with sincerity. Most people appreciate the effort to understand and respect their customs.

When you demonstrate cultural awareness, you communicate that the relationship is more important than your own comfort zone. That alone creates trust.

How Body Language Directs the Conversation

Words matter, but your body speaks first. Whether you intend it to or not, your posture, gestures, and expressions are constantly communicating.

• Open posture says, “I’m approachable.”

• Leaning forward slightly says, “I’m engaged.”

• Nods and small affirmations encourage the other person to continue.

• Crossed arms, slouching, or avoiding eye contact can silently shut down a conversation before it starts.

  
  

Think of your body language as the steering wheel of the conversation. You can guide it toward openness, trust, and collaboration—or you can unconsciously steer it into resistance and disconnection.

The magic happens when your words and body language align. When you say, “I’m glad to be here,” while leaning in with an open expression, people believe it. When you say it with your arms crossed and eyes darting around, they don’t.

Final Thought

The initial meet and greet is not just about being polite—it’s about creating momentum. It’s where trust is planted. It’s where respect is exchanged. It’s where opportunities are born.

As I write in It Begins With Me: A Sales Blueprint, success starts with the way we show up. If you win the first few seconds, you earn the chance to win the minutes, hours, and even years that follow.

So ask yourself: the next time you walk into a room, shake a hand, or introduce yourself, are you just “meeting someone”… or are you starting a relationship that could change everything?

How Do view first impressions? What is your go to for first impressions? Have you encountered cultural barriers? How did you work through the communication challenges?