The first few minutes of any meeting set the tone. Most people fill them with weather commentary, traffic complaints, or weekend plans. It works, but it does not work well.
There is a better approach.
Professional smalltalk: the underrated skill
Instead of defaulting to private topics, do your homework. Spend five minutes on LinkedIn before the meeting. Look at your prospect's profile, their company page, and their recent activity.
The other person loves to talk about topics she is interested in. And her professional life is full of those topics.
What to talk about
A new role or company. "I saw you joined the company six months ago. How has the transition been?" This is personal enough to feel warm, but professional enough to be relevant.
Company developments. A recent acquisition, a new product launch, an expansion. It shows you pay attention and care about their business.
Recent professional posts. If they shared an article or wrote a post, reference it. "I read your piece on supply chain challenges. That resonated with me." Instant connection.
Mutual contacts. "I noticed we both know Sarah from ABC Corp." Shared connections create immediate trust.
Shared past experiences. Same industry event, same previous employer, same market. Common ground builds rapport naturally.
Why this beats private smalltalk
Professional smalltalk demonstrates preparation. It signals that you took the time to learn about this person before the meeting. That effort earns respect and sets a serious tone for what follows.
Private smalltalk, on the other hand, keeps things safe but shallow. It rarely leads anywhere meaningful and can even feel awkward when the other person is not in the mood for personal conversation.
The exception
If you already have a strong personal relationship, private topics are fine. But for first meetings and early-stage relationships, professional smalltalk is your best tool.
The verdict
Research your prospect. Open with something professional and relevant. Show that you prepared. The meeting will start on a higher level and stay there.
This is article #15, the final entry in the "Either/Or?" series.
Want to train your team on building stronger client relationships from the first interaction? Contact Zenith.