We often spend time thinking up new ice-breakers to settle the nerves and create rapport at the beginning of important meetings with senior decision-makers. Yet, far too often these can sound clichéd or insincere.

There is even a school of thought that recommends avoiding too much banter or small talk at the beginning of a meeting and concentrating on the job in hand; after all, that’s what the busy executive has allocated precious time to do.

Positive memories

It makes more sense to leave the buyer with positive memories of your visit once you have the formal part of the meeting out of the way. So, by all means pick up on that desk photo of the decision-maker shaking hands with a sporting legend when you’re packing up to go.

Try something along the lines of: ‘Have you really met Tiger Woods? What’s he actually like?’

You may find that the decision-maker engages there and then and you will have secured a way of making yourself stick in the buyer’s memory.

Then try: ‘I‘m a big fan of Tiger Woods. I’d love to hear more about him next time we meet.’ This plants an important emotional seed that there will actually be a follow-up meeting. Either way, it will help create a lasting impression.

Source : CIM

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