This study just blew up a major myth about first impressions

You’ve heard it a million times. Sometimes the phrasing is a bit different, but the main message always remains the same; be sure to make a great first impression, because you’re only going to get one chance. 

It’s a sentiment that’s repeated so often because it holds true. Whether we’re talking about a first date, an initial introduction at a party, or the first meeting between two business associates, first impressions go a long way toward shaping relationships in the long run. Much of this comes down to trust. If you’re perceived as trustworthy during a first encounter, chances are the other party will be open to more collaboration.

Consequently, it’s quite common to feel a good deal of nerves heading into an important first client meeting or job interview. After all, there’s no coming back from a subpar first impression, right? Not necessarily, according to a surprising new study just released by the University of New Hampshire. 

Researchers investigated the impact of first impressions on business relationships/partnerships and came to several conclusions. To no one’s surprise, their research confirms that first impressions are quite important when it comes to building a trusting relationship. However, the study also notes that a bad first impression doesn’t always spell disaster.

What’s the secret to un-doing a poor first impression? If you get another opportunity to interact with that person/party/company, do something unexpected or unplanned that shows you’re on their side. Study authors say if a bad first impression is followed up with an act or deed showing a genuine desire to help the other party, trust levels will likely be even higher than if that first impression had been perfect. 

“A good example is engaging in a negotiation with a salesperson and there is questionable trust on that first meeting,” says study co-author Rachel Campagna, assistant professor of management at UNH. “But when the two people meet again to finish the negotiation, like sign contracts, the customer learns that the salesperson did something to help them that wasn’t expected. That simple act is an opportunity to mend any negative first trust impression and may even strengthen it with actions like future referrals.”

Conversely, researchers also report that if you succeed in making a great first impression that instantly sets the tone for a trusting relationship, the other party will be more forgiving if you act in an untrustworthy manner later on. Why? People tend to revert to first impressions during tense interpersonal moments. 

“It’s not just an old adage, first impressions really do matter especially when it comes to trust,” Campagna explains. “During an initial interaction, one of the most important and immediate factors people consider about another person is trustworthiness. It can impact their willingness to accept risk and vulnerability and can help develop future perceptions and behaviors like cooperation, whether it be for work, negotiations or partnerships. Where it gets more complex is after a significant gap in time between interactions.”

In many cases, you may never get another opportunity to mend fences after a bad first impression. For scenarios in which you’re going to be working with someone for an extended time, though, such as perhaps an initial meeting with a new client that doesn’t go so well, these findings may be invaluable in terms of cultivating a better working relationship.

Everyone gets nervous from time to time before meeting someone new. If nothing else, this study should help us all take a breath in such moments. A less than perfect first impression isn’t always a disaster.

“While we found that a good first trust impression is important it was interesting to see that even if someone has a bad day and gets off on a bad foot, there are opportunities to build and strengthen the trust, which can be important to both parties,” Campagna concludes.

The full study can be found here, published in Human Relations.