Any gathering—social or professional—has the potential for productive networking. What we refer to as “small talk” can actually reap big sales and relationship rewards. Small talk can build trust and rapport and be the means to a valuable end.
If you think of the conversations that are typical of the quick “meet and greet” chats that occur around a business sales presentation, you can miss the opportunity to connect with someone who could be meaningful to your future – regardless of their role or title.
Challenge yourself to engage each person you interact with by finding common ground. Do you share mutual friends, similar interests, complementary careers, related backgrounds? Uncover one of those six degrees of separation and discover the pleasure of a true dialogue where each partner is genuinely interested in the topic.
When you find that common ground, your conversation will take on heightened meaning and enthusiasm which will set the stage for a deeper connection during your presentation and better odds of winning their business once you are done.
