How to Break the Ice with Potential Clients

You're gearing up for a sales meeting that could double your business's revenues. You're nervous, but excited, but perplexed, and scared. You think you'll mess up the entire thing if you start out sucking. What the heck do you do?

Remember, people like those who mirror themselves. Psychologically, we feel a highly positive association with those similar to us.

Call it the narcissistic-effect.

• "You went to my school. I like you."
• "You're from my hometown. I like you."
• "You like Conan O'Brien. I like you."

So how do we break the ice with potential clients?

Simple, yet oh-so-sweet: Seek a common interest between the two of you. If you both do volunteering, kite-flying, ball-ing, shot-calling, then open up and mention your mutual interests. They'll open up to you in a snap. And, the best part: you'll sense a rockin' conversation flowing.

Says the study...

Researchers Tanya Chartrand and John Bargh found people connected better through similarities:

In half the cases, the research assistant mirrored the posture and behaviors of the other participant; in the other half, the research assistant did not mirror the participant's behavior. The researchers found that the participants who had been mirrored liked the research assistant more and felt that the interaction was smoother than did participants whose behavior had not been mirrored.

Nervous about your first client meeting?

Seek similarities.

If you enjoyed How to Break the Ice with Potential Clients, get a complimentary subscription to our freshest articles through email or through your feed reader.