For some financial advisors, making small talk at networking events is comparable to having a root canal: nerve-wracking, painful or even numbing.
But making small talk can be not only painless but enjoyable, says Carey McBeth, a business professionalism and etiquette specialist based in Vancouver.
“People love to do business with those they know and trust,” McBeth says. “Small talk and networking are about establishing relationships and building that trust.”
In today’s competitive market, being an effective conversationalist can be an important part of expressing your value proposition to prospective clients.
So, how can you master the art of small talk? McBeth offers several suggestions — with no anesthetic required:
> Do your homework
Being a smooth small-talker is all about preparation. Too many people try to wing it and simply talk, ad nauseam.
A little preparation allows you to share details about yourself or your business in a way that others will find interesting. You might also brush up on current affairs in case any news items should arise in the conversation.
> Make the first move
Don’t be afraid to step up to others and introduce yourself to get the ball rolling. Look out for people who show signs that they are receptive to conversation. Look for groups of three or more and individuals whose body language indicates they are approachable. People with crossed arms, who aren’t smiling or are avoiding direct eye contact probably aren’t your best bets.
“Be the first to introduce yourself,” McBeth says. “It gives you a bit of an upper hand [and shows] that you are confident. Nobody wants to do business with a wallflower.”
And when you’re not engaged in dialogue, make yourself look approachable. Keep your arms uncrossed, welcome eye contact and smile.
> The conversation
If you’re stuck for a topic, try asking the other person what he or she thought about the keynote speaker. Or you might ask about past experiences at similar industry events.
Telling interesting anecdotes about yourself and your business can help in striking up a conversation. But remember that the key to a good exchange is listening.
“People spend a small fortune to see counsellors or psychologists,” McBeth says, “because those people will listen to them.”
Listen for key words, facts, feelings and common experience that will help you establish trust. If you are known as a person who listens, others will want to speak with you.
> The close
There is also an art to closing a conversation — conclusively, positively and without awkwardness. This step is essential in establishing the next point of contact with colleagues or potential clients.
At the close of the conversation, restate what you found interesting in the conversation. This is a good time exchange business cards or get permission to contact the acquaintance in the future.
“If you walk away from a conversation without knowing what the next step is,” McBeth says, “you might as well have not spoken to the person.”
*