Small talk is a big deal. It can help you get conversations going, build trust and establish connections. Whether you’re chatting with a fellow promo industry pro at events like the Product Responsibility Summit or meeting with prospects, small talk is a powerful tool in your communication toolkit.

Despite the many benefits, some people dislike small talk. John Millen, a storytelling and communication coach, says they may find it trivial or consider themselves too ordinary to strike up an interesting conversation. When you take the right approach to small talk, you might end up making a great new connection on the spot.

In this issue of PromoPro Daily, we share Millen’s top tips to effectively make small talk.

  1. Do your research. When you know you’re going to be attending a conference or event, check out who will be speaking and attending. Millen says you can browse their company websites, social media accounts and LinkedIn profiles to learn more about their achievements, interests or hobbies. This information will give you a foundation to begin some small talk.

  2. Ask a question. People love to talk about themselves, so Millen recommends asking open-ended questions that invite the other person to share their thoughts and experiences. Instead of asking yes-or-no questions, ask more inspired questions like, “What do you find most rewarding about your current role?”

  3. Practice active listening. Pay attention to the other person’s responses, Millen says, and show that you’re engaged in the conversation. When you maintain eye contact, ask thoughtful follow-up questions and nod your head, you can make your small talk more meaningful.

  4. Look for common ground. If you’re engaging with promo pros, maybe you can talk about your experiences at The PPAI Expo. If you’re meeting a prospect, maybe you learn that you both have kids the same age or you both enjoy playing pickleball. When you find a commonality, Millen recommends asking more questions and sharing your own experiences. This will start to strengthen a bond between the two of you.

  5. Always stay professional. This means avoiding hot-button topics like politics or personal issues that might offend the other person. As your relationship develops, Millen says, you can become more casual.

  6. Remember to follow up. Engaging in a little small talk can open the door to big opportunities – if you follow up. You don’t have to whip out your phone and exchange numbers on the spot if it feels weird to do so. Instead, Millen suggests taking out your phone and offering to connect on LinkedIn. Look the other person up while you’re talking and send the invite.

People expect to engage in small talk, so practice perfecting your small-talk skills. Ask open-ended questions, listen well and look for commonalities. Just be sure to always keep the small talk professional, avoiding topics that are too personal.

Compiled by Audrey Sellers

Source: John Millen is a storytelling and communication coach, conference speaker and course creator. He’s the CEO of Reputation Group, a leadership communication company.