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Small talk makes a big difference to business networking

by Richard White on October 4, 2012 · 0 comments

One of my pet hates at networking meetings is to meet someone for the first time and they jump straight into ‘So, what do you do?’

It’s very common but just because other people do it does not mean it’s effective. It tends to lead to conversations without connection and networking is all about connection.

Small talk is to networking what oil is to an engine. It makes everything run so much more smoothly. With a bit of old fashioned small talk, people tend to open up more and connect with you. Of course you will inevitably get to the ‘What do you do?’ but it gets much better results if you have broken the ice and gotten the conversation warmed up first.

A simple way of getting the small talk going at a networking event is to make a positive comment followed by a question: For example:

‘This is a lovely venue, have you been here before? or

‘It’s very busy in here. Is this your first time at this event?’ or

‘This is very impressive. Are you a member?’

Be the one who gets the conversation going. Once the other person has launched into ‘What do you do?’ it’s quite hard to get back to the small talk. Better you take the lead, introduce yourself, and then get some small talk going.

The great thing is that when you get good at small talk then the world becomes one giant networking meeting. People who follow my blog will know that I chat to people anywhere – even at my local health spa in the sauna!

You never know who you might be sitting next to on an aeroplane or standing behind in a queue. Us British tend to queue a lot and each time is a potential networking opportunity if you start with a bit of small talk. It’s tempting sometimes to join a long queue just for the networking opportunity!

Richard White
Richard White is a sales coach and trainer. He specialises in helping IT consultants win more sales through effective networking. Richard is the author of ‘The Accidental Salesman Networking Survival Guide’ and is a highly sought after speaker on the subjects of networking and soft selling.

ABCs of Referral Marketing – E is for engage

by Sandra Hart on June 29, 2012 · 2 comments

How do you engage people at an event? How to people remember you rather than your competitor or other people at an event.

There are a few easy ways to engage people in conversation and to be memorable and they all involve a little thought and preparation.

The easiest way to start to engage people is to ask open ended questions, prepare four or five questions which you can use depending on the situation that you can engage people in conversation. Most people are reciprocal and therefore will ask you back the same question that you asked them. So let’s say you asked them “how did you get into that business?” when they are finished telling you their story about how they got involved in their business they will often ask “what about you”? or a similar question. Now this is where your preparation comes in! Any question you ever ask at a networking event or in a networking situation, make sure you have a good answer to the same question. [click to continue…]