The handshake. It’s been around practically since the birth of civilization. While it first was a method to ensure the person you were meeting had no weapons in his or her hand, the handshake is now a critical business component.

A handshake can make or break a business deal, client sale, interview, or other encounter. Although modern technology – teleconferences, e-mails, and faxes – have made meeting someone in person an option, nothing will ever replace or be as effective as face-to-face encounters.

Whether you’re at trade show, conference, meeting, or sales call, the handshake should be part of your repertoire. Why do handshakes matter so much? They convey trust, create a nice feeling, and help build relationships. Studies show that people will remember those who hands they have shaken more than those who don’t.

According to one study, done by the Incomm Center for Trade Show Research, 76 percent of trade show visitors responded to handshakes by “being more open and friendly.” The same study also showed that when you shake hands with those you meet, people are two times more likely to remember you than if you didn’t shake hands.

The first encounter is critical; a relationship is usually established within the first four seconds of contact. Many businesspeople don’t realize there’s a right and wrong way to shake hands.

So how can you make your handshake more memorable?

The first step is as you approach someone, when you are about three feet away, extend your right arm out, at a slight angle across chest, with your thumb pointing upward. The next part of an effective handshake is locking hands, thumb joint to thumb joint. Then, you need to firmly clasp the other person’s hand – without any bone crushing or macho posturing. The last part of a good handshake is to pump the other person’s hand two to three times and let go.

People in business need to recognize that it’s not just the actual action of shaking a hand. An effective handshake addresses the whole package surrounding the meeting and greeting activity.

There are four basic opportunities in business when to shake hands:

When you are introduced to someone and when you say good-bye.

When a client, customer, or any visitor from the outside enters your office.

When you run into someone you haven’t seen in a long time.

When you enter a meeting and are introduced to participants.

If you are being introduced to someone , you encounter one of the four occasions where a handshake is expected or necessary, there are six steps to follow:

Stand (men and women)
Step or lean forward,
Look at the eyes of the other person
Have a pleasant or animated face
Shake hands
Greet the other person and repeat his or her name

The value of a handshake is constantly being reinforced by the many people who tell me their opinions of people based on their handshake. Knowing the how-tos of handshaking can be key to your professional future.

Article copyright 2003 Marjorie Brody and Brody Communications Ltd. Marjorie Brody, MA, CSP, CMC, is founder and fearless leader of Brody Communications Ltd. in Jenkintown, PA, and an executive coach. She helps individuals and corporations achieve their potential by strengthening their professionalism, persuasiveness and presence. Marjorie has presented to more than 1,000 audiences, and is the author of 15 books, including Help! Was That a Career Limiting Move?, Speaking is an Audience-Centered Sport, and Professional Impressions … Etiquette for Everyone, Every Day. She has appeared on CNBC several times, Fox-TV, Oxygen Network, and been quoted in The Wall Street Journal, Washington Post, People, BusinessWeek, Fortune and many other national publications.