Sales Du Jour - Selling Aint Rocket Science

The Last Thing They See – Lasting Impressions

Posted by on 11/01/11 • Categorized as Attitude,Presenting,Sales Stories

Old ShoesThe importance we place on first impressions overshadows our last impression. Most people dress and check their front and maybe a side view in the mirror. Because we don’t have eyes in the back of our head, we pay little attention that side of ourselves. But it’s the last thing people see when we leave.

A few of us were discussing appearance and dress habits. Steve explained to us why one of my habits was so valuable.

In the days of pounding Manhattan streets in a suit, I had a daily ritual. Each morning I dropped off a suit at the cleaners and picked up one freshly pressed with a clean shirt. Riding the train into the city creased
my clothes, so I changed at the office. On my way in, I stopped at Penn Station for my morning shoe shine. Jimmy cleaned and shined everything from my heals to the tip of my sole.

Steve said he polished his shoes multiple times a day in the Air Force. They taught him that your heels are the last thing everyone sees.

Casual dress has become common and accepted over the last few decades in many industries. But that should not diminish the quality of your appearance, especially your shoes. People want to know you are “well-heeled.” It breeds confidence. Worn out shoes breeds the opposite.

What does your customer see when you leave their office?

Are your heels worn or soiled?

Here’s a tip. Have rubber taps placed on your heels. Not only are they less expensive to replace, they protect the original heel, which is never replaced with one of equal quality.

The last impression is a lasting impression.  

Tagged as: , ,
  • http://twitter.com/roz_bennetts Roz Bennetts

    Totally agree Gary, grooming is very important.

  • http://twitter.com/OptioneerJM Jeannette Marshall

    GREAT advice Gary – male or female.  Very early on in my career, I was told that people look at your shoes first especially in sales or business meetings.  I have noticed myself doing it as well.  A polished shoe, says a lot to communicate “a polished mind” …… second, on females is nails.  I’m definitely NOT suggesting Cruella deVille length nails in sparkly purple either!

  • http://www.salesdujour.com Gary S. Hart

    Thanks for the addition Jeannette. I love the polished mind metaphor and it’s not easy to shake hands with unsightly fingernails.

  • http://www.bizsugar.com/story/1293274 BizSugar.com

    The Last Thing They See – Lasting Impressions…

    The importance we place on first impressions overshadows our last impression. Most people dress and check their front and maybe a side view in the mirror. Because we don’t have eyes in the back of our head, we pay little attention that side of ourselve…

  • http://twitter.com/Roz_Bennetts Roz Bennetts

    Hi Jeanette, I added a comment along these lines in Gary’s Google+ post. Nails for girls are very important, and they shouldn’t be too glam. Also I always notice a man’s hands and note if he has neat and clean fingernails. Bottom line, you can’t skimp on grooming.

  • Donna

    Gary: Great article – our visual “first takes” create an association with someone. Bottom-line is “Does this person show respect for my time?” Many businesses are ditching the casual look and going back to suits. When I worked at Sears telecatalogue years ago, we were asked to be in busineses dress even though we were on the phone. It impacted the energy and professionalism in the voices of the telemarketers.

    Great blog!

    Donna

  • http://www.salesdujour.com Gary S. Hart

    Donna, you make an excellent point that our appearance
    translates into the attitude we project. It’s difficult to be energetic and
    professional when we do not feel good about ourselves. Coworkers are either
    uplifted or brought down by the work environment. If everyone looks good,
    everyone will feel and act better. Your upbeat wisdom is always appreciated!