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Quick Ideas 49 to 51

professional speaker. His closet features outfits for every oc-
casion, from meeting with a CEO to blending in with a group of
technical people. You can bet he will look most like them. How
does Nido do it? He studies what other people do. What do
they wear? What shoes do they wear? He will even call ahead
and talk to a client to get some feedback on appropriate ap-
parel. There’s nothing funnier than to see someone show up in
a suit and tie when everyone else is in blue jeans, or to see
someone show up in blue jeans when everyone else is in a suit
and tie. Learn from Nido, and learn to look like your customer
so they will want to do business with you.

Epilogue
Your appearance can work for or against you. The cha-
meleon teaches us to blend in for success!

51

Beware of First Appearences

We all know that you never get a second chance to make a
first impression. But there’s another part to that rule that says
You never get a second chance to judge people if you judge
them wrong in the first place. If you judge a customer’s abil-
ity to buy, or their willingness to become a long-term customer,
based on their appearance, their dress code, or their body lan-
guage, it’s easy to make a huge mistake. You can’t tell what’s
on the inside by what’s on the outside, and you can’t tell their
net worth, their ability to spend money, or their ability to borrow
money based on their appearance. The best way is to assume
that every person could be a prospect who could buy, and then

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