First impressions are formed in the blink of an eye—quite literally. Research by Princeton psychologists Janine Willis and Alexander Todorov (2006) found that it takes just a tenth of a second for people to form an impression during their first interaction. For attorneys, this means the initial client consultation is not only about delivering facts but also about creating a lasting emotional and psychological connection, and in this critical first meeting, understanding how first impressions work can be the difference between winning or losing a client and their case.
The Power of Nonverbal Communication
A substantial portion of our first impressions stems from nonverbal cues. As social psychologist Amy Cuddy points out, body language shapes how others see us—and how we see ourselves. In her famous study on “power posing,” Cuddy demonstrates that adopting strong, open body language can increase confidence and influence others’ perceptions of competence and trustworthiness (Cuddy et al., 2015).
For attorneys, these nonverbal cues begin with posture, facial expressions, and gestures. According to Ambady and Rosenthal’s “thin slice” research, people can accurately assess key traits like competence and trustworthiness based on just 30 seconds of observing nonverbal behavior (Ambady & Rosenthal, 1992). Thus, attorneys should be deliberate in their body language during consultations—maintaining an upright posture, using open gestures (such as keeping arms and legs uncrossed), and making consistent eye contact to convey attentiveness and confidence. Smiling when appropriate, nodding to acknowledge the client’s concerns, and leaning in slightly can help build rapport without overwhelming the client.
Optimizing the Environment
The setting in which a consultation takes place also plays a psychological role. In environmental psychology, “place identity” refers to the emotional connection people form with certain spaces, leading them towards an overall more favorable opinion of the whole experience (Jiang, 2020). A professional, organized, and comfortable office environment subtly signals competence, stability, and preparedness. Studies on organizational behavior also suggest that tidy and aesthetically pleasing workspaces contribute to feelings of well-being and productivity (Knight & Haslam, 2010).
Consider small but impactful details: having the consultation room well-lit (as natural light is associated with positive emotions), offering comfortable seating, and minimizing distractions such as clutter or background noise. Greeting the client warmly and offering them a drink or materials to take notes not only makes them feel valued but also signals thoughtfulness and preparedness—qualities that clients often seek in an attorney.
Building Rapport Quickly
Rapport is critical in any professional relationship, especially in law where trust and communication are key. Research in clinical psychology shows that active listening is one of the most effective ways to build rapport quickly (Weger et al., 2014). This involves fully engaging with the client by listening attentively and reflecting their words back to them—similar to techniques used by therapists. For example, an attorney might say, “So, if I understand correctly, you’re feeling uncertain about the next steps. Is that right?” This technique reassures the client that they’ve been heard and understood, fostering trust early on.
Another powerful tool is empathy. Psychologist Carl Rogers identified empathy as one of the core conditions for effective relationships. For trial lawyers, this might involve saying something like, “I can see how challenging this situation must be for you” to validate the client’s feelings and build an emotional connection. Empathy signals that you are not just interested in the legal matter but also in the client as a person.
Finally, subtle mirroring—such as adopting similar speech rhythms or body language—can create a sense of synchrony between attorney and client. While research from the field of social psychology confirms that mirroring fosters a subconscious sense of connection, it’s important to keep this technique natural and unobtrusive (Lakin et al., 2003).
The Psychological Basis of First Impressions
First impressions are governed by psychological principles such as the primacy effect and the halo effect. The primacy effect suggests that people tend to weigh initial information more heavily than later information when forming judgments. This means that what happens in the first few minutes of a consultation can heavily color the client’s overall perception of the attorney.
The halo effect further amplifies this by allowing positive first impressions to influence a person’s entire perception of someone’s abilities. If a lawyer comes across as competent, confident, and empathetic in the first meeting, the client is more likely to assume these positive traits carry over to other areas of their professional life, such as courtroom performance or negotiation skills.
Real-World Example
Take the case of famed attorney Gerry Spence, who is known for his warm and charismatic courtroom demeanor. Spence often talks about how his first meetings with clients were not about delivering technical legal advice, but about listening deeply and connecting emotionally (Spence, 1995). This human-centered approach builds immediate trust, which later translated to courtroom victories, as his clients felt supported and believed in his capacity to represent them fully.
Closing Thoughts
The initial client consultation is more than just an introduction—it’s an opportunity to establish trust, credibility, and rapport, all within the framework of first impressions. By paying attention to nonverbal communication, creating an inviting environment, and employing rapport-building techniques grounded in psychological research, trial attorneys can optimize these first meetings to secure clients and set the stage for a successful attorney-client relationship. Psychology reminds us that these early moments are pivotal, shaping perceptions that may last for the entirety of the attorney-client relationship.
References
Ambady, N., & Rosenthal, R. (1992). Thin slices of expressive behavior as predictors of interpersonal consequences: A meta-analysis. Psychological Bulletin, 111(2), 256–274. https://doi.org/10.1037/0033-2909.111.2.256
Cuddy, A. J. C., Wilmuth, C. A., Yap, A. J., & Carney, D. R. (2015). Preparatory power posing affects nonverbal presence and job interview performance. Journal of Applied Psychology, 100(4), 1286–1295. https://doi.org/10.1037/a0038543
Spence, G. (1995). How to Argue and Win Every Time: At Home, at Work, in Court, Everywhere, Every Day. St. Martin’s Press.
Jiang, Y. (2020). A Cognitive Appraisal Process of Customer Delight: The Moderating Effect of Place Identity. Journal of Travel Research, 59(6), 1029-1043. https://doi.org/10.1177/0047287519872827
Knight, C., & Haslam, S. A. (2010). The relative merits of lean, enriched, and empowered offices: an experimental examination of the impact of workspace management strategies on well-being and productivity. Journal of Experimental Psychology. Applied, 16(2), 158–172. https://doi.org/10.1037/a0019292
Lakin, J. L., Jefferis, V. E., Cheng, C. M., & Chartrand, T. L. (2003). The chameleon effect as social glue: Evidence for the evolutionary significance of nonconscious mimicry. Journal of Nonverbal Behavior, 27(3), 145–162. https://doi.org/10.1023/A:1025389814290
Weger, H., Castle Bell, G., Minei, E. M., & Robinson, M. C. (2014). The Relative Effectiveness of Active Listening in Initial Interactions. International Journal of Listening, 28(1), 13–31. https://doi.org/10.1080/10904018.2013.813234
Willis, J., & Todorov, A. (2006). First impressions: making up your mind after a 100-ms exposure to a face. Psychological Science, 17(7), 592–598. https://doi.org/10.1111/j.1467-9280.2006.01750.x
