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We’re often
asked for advice on how to network effectively with top
executives, board chairs, and other extremely powerful
business leaders. One key is to watch for “conversational
icebergs.”
When
schmoozing, many people, including top business leaders, will
hint at something they are passionate about. It may be a
casual mention of a fishing trip. It might be a suggestion of
a favorite book. It might be a little comment on a type of
motorcycle. Those little mentions are “conversational
icebergs”.
Probing about the iceberg,
listening, and showing genuine interest is the key to starting
the relationship.
How do you
recognize a Conversational Iceberg?
The key is
to listen carefully for something that sounds like it might be
of special interest.
If you ask
what the person did on vacation and she mentions that she rode
motorcycles, the mention of the motorcycles is the “iceberg.”
Now ask “How long have you been riding
motorcycles?”
If the
person is wearing a necktie with pictures of fly fishing
lures, the necktie is a “conversational iceberg.” You might
get the conversation going with “I like your tie. Are you
interested in fly fishing?”
Or perhaps
you ask a person how they got started in the business and they
say “I actually started as a meter reader.” If the
person is now chairman of the board, that means they’ve had
quite a journey. You might follow up by asking “How did
you go from being a meter reader to being chairman of the
board?”
Conversational icebergs aren’t hard to spot. And if you find
one and show a little interest, you’ll have the start of a
great relationship.
At
Speechworks we help our clients learn how to communicate in a
way that connects and persuades. If you’re interested in
becoming a great communicator give us a call at 404-266-0888
or check out our website at
www.speechworks.net |
