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Humor. Usually shunned by business people. Why? They want to appear “serious” and professional. Unfortunately they have forgotten they also need toappear human and as someone the client will want to have a relationship with.Humor is the key.
When I recently entered a BBQ venue, one sign among many read, “Beware of PickPockets and Loose Women. / New Orleans Police” What a hoot. I had to grin. So didmy other lunch guests -- some women. Humor is universal. And a critical part of business.You can look the part, have the right suit, pen, briefcase, laptop, hairstyle and the whitestteeth ever seen on a human. But if you can’t laugh, if you can’t quickly develop rapport,any deal which may be pending could easily still born at the meeting. Ouch.People need to trust you. Seeing you have a sense of humor can help them relax andfeel comfortable with you. But it takes practice and you feeling comfortable in your ownskin.How do you expect anyone to sign a deal with you if they don’t know you, don’t trust youand haven’t even shared a laugh with you. Humor is a tool. You have to know what todo.1. I like the philosophy of everyone laughing (or at least smiling) before the meetingbegins and things get more serious. That means you have to prepared to say or dosomething to help everyone get into the “zone.” I may begin with a comment that isobviously “off the record,” such as, “Well Jim, I think I have some ideas on how I canbenefit your business, but before we get started ...” That way it is understood the meetingreally hasn’t started yet. I may use that pre-game time to inject some humor or make ahumorous reference. There are many tactics.2. Offering subtle humor. If I can tie in something subtle with current topics, I’ll do it. I’lltake the chance. The reference may be simply pointing at something and making lightsuch as, “I see you don’t have an iphone; I used my iPhone’s GPS map and nearly got“iLost” on the way here.” Most people will at least grin.3. Tell a joke. Some people just don’t have the personality or timing to tell a joke, but if you think you can pull it off, try it. But you have to be very sure of the joke’s humor andyour ability to tell it. Here’s one I enjoy telling on the topic of kids (if appropriate) before ameeting, “There was an 8 year old girl who asked her Dad one day where people come
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