Meeting icebreakers. Those words alone are enough to make anyone cringe. But these little moments of creating a connection can go a long way toward establishing lasting relationships.
I am the first one to admit that these little games trigger anxiety, but I do understand their importance. In the world of sales and marketing, meetings are a cornerstone for turning prospects into clients, building trust and forming partnerships. That first interaction can often be a doozy.
Fortunately, there are ways to set the tone or “break the ice” that don’t include trust falls. Stick with me for a few cringe-free icebreakers you’ll want to use repeatedly.
Before the call: Start with research
Don’t go into your calls cold. Take time before each meeting to learn about the client or prospect on a business and personal level.
This means doing a little research to:
- Understand their business. Get to know their industry and organization. How is the current marketing impacting them? What are their potential pain points?
- Learn about them. Check out social media. What are they posting on LinkedIn? What are their potential interests?
The goal is twofold. One, you want to find a commonality between you and your prospect. Two, you want to show them your knowledge of their industry and position. Now, you can go into your meeting with more confidence and a better understanding of who your contact is as a person.
A little prep work makes starting the conversation so much easier.
Go beyond asking about the weather
My go-to for almost any call is to take a few minutes to chat about the weather. It’s a safe and comfortable topic. This tactic may work for a weekly touch base or casual meeting but for heavy-hitting sales and conversions, it’s not gonna cut it. Now, I am not saying you need to start your meeting with a “two truths and a lie” game (or something just as skin-crawling), but you need to show participants that you are really interested in them.
Below are a few icebreakers that will help you ease into your sales conversation and build a rapport.
Start with a commonality
You’ve done your research, and you know a little bit more about the person you are meeting. Pick one thing that both of you have in common; maybe you’re from the same city or like the same sports team, etc. Start the conversation off with a question or comment that will spur a little comfortable conversation for both of you. From there, you can naturally move the meeting into a business focus.
Show them you know their business
You’ve taken the time to learn all about your prospect’s organization and industry, so why not showcase that knowledge in a subtle and non-pretentious way? Maybe it’s a comment on what is trending or a recent event in the marketplace. Pose your comment in a way that invites discussion and gives you more insight into how you can solve their current problem.
Ask them about their business problem
All the research in the world isn’t going to tell you what your prospect or client’s real problem is, so why not ask? Being forthright shows you are genuinely interested in them and invested in improving their work situation. Knowing up front what their needs are, helps you to tailor your conversation and showcase just what you and your company can do for them.
A few icebreaker tips for success
Before you dive into your next call ready to break the ice, use these tips to ensure everything goes smoothly:
Read the “room”
If all you’re getting is radio silence or short answers, then it’s time to move on. Be sensitive to your client or prospect’s time and feelings. They may just want to get down to the meat of the conversation, or just not be in a good mood that day.
Short is better
Your icebreaker is meant to get things going, so make it quick and use it to ease into your actual conversation.
It’s not about you
This is not the time to stand on your soap box or go into long, detailed stories about yourself. If you know you are a talker (and tend to overshare), then have a 1 minute timer ready and use it. Talking too much can irritate or make others uncomfortable.
With these tips and new icebreaker ideas, your next call should run smoothly.
Need some backup on your next call? Maybe we can help. Our group of strategists and writers excel at reading a room and starting meaningful conversations (and we do some pretty awesome marketing, too!). Reach out today to discuss. Cheers!