Getting past the small talk!
You're sitting in a first time meeting with a potential client. it's going well. You're getting on. The small talk is flowing and you have a lot in common - that's good!
What's not good is that you can't seem to get past the small talk!
How do you bridge that gap from small talk to big conversation?
Time is money, so try these tricks to take you into meaningful and beneficial conversations with potential clients -
SIMPLY CHANGE THE SUBJECT
When you sense a small lull, a sigh, an ending laugh, or that moment they pick up their cup of coffee or drink to take a sip, lean back, smile and pop a business question at them.
"So ... how's your business doing?"
"Tell me, John, hows that new product working out for you?"
THANK THEM FOR MEETING WITH YOU
You both know why the meet up is happening, and he/she may be just as stuck getting out of the small talk as you are. Again, see a break and say, "Thank you for meeting up today. As much as I would love to chat about xxx, I really would love to know about xxx."
LOOK OUT FOR THOSE NON-VERBAL SIGNS
Very often, we don't pay attention to obvious signs that the other person is ready to talk business. Small talk is a way of breaking the ice and once someone has relaxed enough to broach the serious stuff, you should be looking for those body cues. Leaning back in their chair with an open body stance is a good sign they are more relaxed. Uncrossing their legs, a slight pinkish tinge on the cheeks, uncrossing their arms from across their chest and a slightly tilted head - are also signs that the other person is relaxed. Now is the time to chat business
NOTICE THE TIME
We all need to be somewhere - we all need to allow for a certain amount of time and then we must move on - so, subtly take a look at your watch or notice the time on their watch - point it out and tell them that you could chat all day like this but you want to focus on the business at hand before you need to leave.
It's not an easy process, this moving from small talk to big conversations, but it's a necessary journey. It can become a bit of a dance, but with practice, you will become a pro at it.
Business Doctors Milnerton is here to help you with all areas of business - for startups to established organisations.
Link through here https://cameronbusinessdoctors.gr8.com/ or send me a LinkedIn direct message to set up a coffee date. PS: I'll keep the small talk small!
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