11/ 21/ 2006
by Lena Basha
With only a few minutes to make a first impression, connecting with anyone--from potential clients to the person sitting next to you on the plane--can be daunting. "When I started out, I wore a bow tie to conferences so people would notice me," says Keith Ferrazzi, owner of Ferrazzi Greenlight, a Los Angeles-based communication consulting firm. "It helped them remember me, but it didn't help me genuinely reach out to them." Make a real connection--quickly--with the following tips:
Be sincere: Give anyone you find yourself in a conversation with your full attention and sincerely engage them. You never know what will happen. "You can't fake sincerity," Ferrazzi says. "It'll smell on your suit a mile away."
Name drop: Find a mutual connection between you and the other person. That includes "befriending gatekeepers and close advisers of your target audience," Ferrazzi says.
Avoid the weather: Ferrazzi recommends staying away from unimportant topics like the weather. Instead, he says, "ask what they're passionate about or what has excited them in the past week. That's when you'll start hearing about the kids at home or the new business they've just launched."
Be generous:Ferrazzi also suggests offering more value in small but meaningful ways. Tell potential clients about an upcoming event that might interest them or offer to introduce them to someone you know.
Lend both ears: Oftentimes, people are so distracted by making a sale or thinking about lunch that they fail to take advantage of one of the easiest ways to get people's attention. "Show that you're really listening and seeking to understand what's on their minds, and they'll believe you care and pay you more attention than you can imagine."
