We all have been warned not to judge a book by its cover. However, the first impression you make can set the tone for an interview, a meeting with potential client, or even a personal relationship. We are often so eager to prove how smart and capable we are that we forget to do the most important thing – establishing trust. Nothing else you say will have merit if your new contact has determined you to be unlikable or untrustworthy. Even in a strictly business scenario, skills and expertise can become secondary. As Amy Cuddy writes in her book Presence, “From an evolutionary perspective it is more crucial to our survival to know whether a person deserves our trust.” Of course you will need substance to maintain the relationship once you have established it. However, you need to first get in the door if you are going to prove yourself.