You are at a networking event, making a cold call, or meeting someone new for the first time. How do you break the ice?
Simple: Ask questions that are open and unique to the individual or organization. Incorporate the answers back into the conversation. Ask yourself, If this is true, what else is true? Repeat.
Recently, with one of our clients, we updated a call script to introduce their business to new companies. After iterating on the script through a series of field trials, we changed the opening question from:
What types of X products does [Business Name] use? A? B? C? D? Other?
What is the greatest X challenge [Business Name] is facing today?
This modification has allowed our client to open more doors in their prospecting process which has provided deeper, longer lasting conversations that are making a stronger, more memorable initial connection.
I usually use the 75-word setting and go. If I can’t write 75-words about the idea, it isn’t worth pursuing.
You will be amazed at what will come out of you if you know that you cannot stop for longer than 5-seconds before all is lost. The pressure is exhilarating and pushes you into a less critical state of mind, ideally reaching flow.
Now I challenge you. Get out a notebook, turn to a random page, and type for 75-words. What comes out may not all be gold, but if you make it to the end, there is usually a nugget you can build upon. Repeat the process in a Sisyphean trance until you have exhausted your creative energies at the moment. Wait for a bit and do it again with another idea.
: Maybe it was the current moment that failed to yield results. You can try again at a different date, but in my experience, it is best to move on to another idea.
In our conversations with businesses, organizations, and individuals, the power of improvisational theatre is consistently brought up.
One of the many skills our improvisational training can provide is active listening, employing all of your senses. When you employ active listening, you create a more rich situational awareness, allowing your business to understand itself, its customers, and its future.
Contact us if you would like to learn more about our improvisational training services.