Are You Awkward Around Clients? Here’s Why Your Expertise Alone Might Be Holding You Back!

For consultants who excel in technical, engineering, or other specialized fields like cybersecurity, expertise is often a given. Yet, when it comes to navigating the world of small talk and first impressions, many consultants find themselves at a disadvantage. Awkwardness in face-to-face interactions, especially with new clients, can be a significant hurdle. The skills that make you an exceptional consultant don’t necessarily make you a natural conversationalist—and that’s okay. Here’s how you can ease into client interactions with more comfort, authenticity, and success, even if you’re someone who thrives behind a screen.

1. Prepare for Small Talk as if it Were a Technical Brief

Think of small talk as an easy, informal brief. You wouldn't go into a client meeting unprepared, and small talk doesn’t have to be any different. Take a few minutes to look up recent trends in the client’s industry or some shared experiences you might have—current events, local news, or even something light like the weather. Jot down a few talking points, as this can give you confidence in starting or maintaining a conversation without feeling like you're jumping into the deep end.

2. Leverage Your Curiosity

If mingling feels forced, shift the focus away from yourself by cultivating curiosity about the other person. People generally appreciate genuine interest, so ask open-ended questions about their role, recent projects, or experiences. Not only does this relieve the pressure of having to carry the conversation, but it also creates opportunities to connect over shared interests, even in technical or specialized areas.

3. Use “Structured” Small Talk as a Warm-Up

For the first meeting, try structured small talk techniques to keep things manageable. Start with non-invasive comments like, “It’s great to finally put a face to a name!” or “How was the trip over here?” The goal is to open up a natural flow without diving into deep or personal topics right away. After a few of these encounters, the structure becomes a habit, making conversations easier and less daunting.

4. Tap into Empathy and Active Listening

Even though you’re the expert, face-to-face meetings aren’t all about demonstrating knowledge. Show that you care about what the other person has to say. Practice active listening by nodding, maintaining eye contact, and paraphrasing key points. This skill not only shows your attentiveness but also helps you feel less pressure to fill in every silence, as it encourages a comfortable and collaborative exchange.

5. Avoid “Filler” Talk by Planning Two Topics to Shift Toward

For those awkward lulls, it helps to have two pre-selected topics you can comfortably transition into. For example, “I recently read an article about how [relevant industry trend] is affecting client strategies. Have you noticed this as well?” This transition creates an easy segue into more meaningful conversation, helping both you and your client feel engaged rather than stuck in superficial small talk.

6. Practice in Low-Stakes Settings First

Whether it’s a company event, a family gathering, or even a casual networking event, practicing your people skills in low-pressure environments can be extremely effective. These experiences can help you ease into social situations gradually, making it feel more natural when you’re in front of a client.

7. Embrace Your Expertise, but Be Relatable

Your expertise is your strength—own it, but don’t let it create distance. Try explaining things in simpler terms, even if it feels overly basic. Many clients appreciate consultants who can break down complex topics. Relating on a simpler level can make the conversation feel less rigid and more relatable.

Final Thoughts: Embrace Growth Beyond Your Screen

Face-to-face interactions can feel intimidating, especially in a world where so much can be done from behind a screen. However, while chatrooms and emails can open doors, in-person connections can take you even further. Small talk and mingling might seem irrelevant or intimidating, but they are crucial skills that can deepen client trust, open new opportunities, and ultimately make your expertise shine in more ways than one. So, take the leap and make those first few minutes count—sometimes the smallest talk leads to the biggest wins. Contact me if you want to learn more and master the art people interactions.