Slip in a compliment
Skipping the small talk tells people that you have an agenda—one that centers on what they can do for you, instead of making a genuine connection. --Richard Abraham
"You need to begin to build rapport before you can rush in to sell anything," says Abraham. Skipping the small talk tells people that you have an agenda—one that centers on what they can do for you, instead of making a genuine connection. And that’s not the impression you want to give to potential clients and contacts. "People love to feel important. But steer clear of 'You have beautiful eyes' and similarly personal comments. Instead, shoot for something complimentary but impersonal." For example, say that her job sounds fascinating or that he's seems very knowledgeable. In a pinch, even the clichéd, "Nice tie" will do.
-Richard Abraham, a speaker known as "Mr. Schmooze," in Don't Skip the Small Talk
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Posted by smadiou on May 15, 2008 at 01:50 PM EDT #