Do you have problems striking up a conversation with strangers at work or during a meeting ? A smile and some well-considered phrases can work miracles.
It is not always easy to talk to a stranger or to somebody with a strong personality… but luckily the easiest actions are also the most efficient: a smile, a friendly greeting, the right word, a funny or sincere reaction are often the perfect approach.
In this case, content is not the most important. What you need is something that provokes a reaction, even before starting a negotiation or interaction. Here below we present five sure-fire methods.
- Immediately Spark their curiosity
“I can reduce your taxes.” This simple catchphrase was used by an asset manager to get the attention of a potential customer. Of course you do not need to be this creative. A simple short sentence is enough to introduce yourself. Use this sentence as a visiting card. Imagine meeting the general manager in the elevator. Simply tell him: “I am involved in Project Z”, “I work together with John Smith”, “I am the one who…”. These sentences will help him place you. And at the same time you will have drawn attention to yourself.
The wrong approach: talk at length about your career or on-going projects. Avoid giving too many details because a future employer, colleague or supplier might get bored quickly.
- Allow the other party to talk about themselves
“What brings you here?”, “what made you specialize in this specific domain?” You can create a climate of confidence by allowing the other party to talk about their motivations, preferences, projects… At the same time you are showing admiration for their work. Your partner will open up and start talking. Use open-ended questions that cannot be answered with a simple “yes” or “no”. Make use of the mnemonic: “HWW-HWWW” (how, who, what (or which) – how many, where, when, why).
The wrong approach: talking about sensitive subjects like money, immigrants or medical problems. Also avoid politics, religion or other controversial topics.
- Say how you feel or what is bothering you
Do not hide your feelings but express your emotions. Often others will be extra attentive if you show your feelings. Imagine you are sitting next to a famous keynote speaker. You could tell him the following: “I am honoured that I am sitting next to you. I am lost for words”. Or if you meet an important Captain of Industry, you could mention: “I am thrilled to meet you; I don’t know what to say.” Certain situations might make you feel embarrassed, shy or surprised. This is perfectly fine since it will establish an authentic and honest relationship. On top of that, you won’t need to hide your discomfort. What a relief!
The wrong approach: avoid exaggerating. Do not say “I am paralysed”, “I cannot move anymore” or “I have stage fright”. You do not want others to think you are losing your mind.
- Use the context to your advantage
Top sales persons know how to approach a prospect. They are always looking for some common ground, and you should do the same. A trophy on their desk, interesting books in their book case… “Ah, I see you like sailing. Are you following the America’s Cup or the Vendee Globe?” This will start your relationship on a positive note. When visiting a customer in a tower block, I always start by talking about the view. “Spectacular, you can see the Eiffel Tower from a totally different angle”. My host will join the conversation and the mood is set. Your task will be to explain why you like to sail, or why the view is stunning, etc. Do not hesitate to jump to conclusions based on some distinguishing features – for example a particular colour, a striking construction… -, this will give your partner the opportunity to confirm or contradict.
The wrong approach: do not mix up Georges Braque and Pablo Picasso when you are discussing a painting on the wall. Only use names, dates or facts when you are absolutely sure.
- Use humour to talk about a specific incident
Not so long ago we had a customer who gave one single creased business card to a trade fair organiser and his colleague. He apologized and stammered – “I am sorry, but I only have one card for the both of you”. The organiser told him not to worry and started to rip the card in front of the shocked customer. He then laughed and added: “Don’t worry, we have whiskey AND a copy machine in the office.” The customer appreciated the joke and the ice was broken. Humour is an efficient way to remove tension. Prepare yourself by looking for funny one-liners in comic books or study sketches by Ricky Gervais or Monty Python, etc.
The wrong approach: be careful with jokes about nationalities and races, and avoid saucy innuendo. Those can really kill a conversation.
Source : http://lentreprise.lexpress.fr/
