How To Use Small Talk To Strengthen Client Relationships

If you struggle to keep conversations going during networking, this tip will increase your response rate. Talk about people’s passions. Why? After getting more than 17,000 followers and networking with hundreds of job searchers, I can confidently say that: People love talking about what excites them. It’s an easy way to build rapport. Here’s how I’ve helped 50+ data professionals leverage this strategy to increase response rates and build meaningful relationships: 1️⃣ Do some research. Look at their LinkedIn or portfolio. Find something impressive. 2️⃣ Start with flattery and curiosity. Example: “Hey [Name], I noticed you [accomplishment/project]. That’s incredible! What’s the part you enjoy most about it?” 3️⃣ Follow their passion. Ask questions to show genuine interest. Let the conversation flow naturally. 4️⃣ Find common ground. When they mention something you relate to, dig deeper. Build the connection. 5️⃣ Tie it back to your goal. Shift the conversation to their role or company. Example: “Oh, does your team work on X?” “How does your company approach Y?” For instance, let’s say their passion is travel. You: “That’s awesome! Where’s the most interesting place you’ve been?” Them: “I loved Thailand!” You: “That’s on my list! Did you manage to work remotely while there?” From there, the conversation naturally moves toward their job. Pro Tip: Not everyone will engage, and that’s okay. You don't have to be "perfect" to start networking. Yes, you will still get rejected, that’s part of the game. But you'll get better after multiple iterations. Focus on connecting with the right people. Try this next time you’re stuck in a conversation and let me know how it went.

You’re at a networking event. Holding a sweaty plastic cup. Wishing you were home in sweatpants. 🫠 Someone turns to you and says: “So… how was your weekend?” “Busy.” “Cool.” Cue the awkward silence. 🫣 Early in my career, I thought this was just... networking. You make small talk. Exchange business cards. Leave with a lanyard and a vague sense of regret. But small talk never helped me build trust. Or learn anything new. It just filled the air—then vanished. So I started asking better questions. Ones that *actually* sparked connection. Here are 4 questions I now use all the time (and yes, you can steal them): 📌 “What’s something you’re really proud of from the past month?” 📌 “What’s a lesson you’ve learned the hard way in your role?” 📌 “What’s something you’re excited about outside of work?” 📌 “What’s one thing that would make your week 10% better?” Small talk fills silence. But good questions build real relationships. 🙌 ♻️ If this post was helpful, repost it to your network to help others. Follow me Jenny Wood for more content to help you chase what you want, unapologetically.

Here's a challenge for your next meeting. Ban yourself from asking: -How are you? -How is the weather? -How have you been? Renowned Questionologist, Warren Berger, calls these "rote" questions. They aren't bad. They just don't accomplish anything. They don't build trust or create conversational flow. Try this instead: Spend 5 minutes before your meeting finding something the prospect or client is passionate about. For prospects --> do some research online to learn something about them. Here's an example from a meeting I was in last week. I was with someone I had never met before. Prior to the conversation, I went to his professional bio. It said he moved from Israel to the US when he was an adult. So, instead of kicking things off by asking "Man can you believe this weather??" I asked: "I can't help but ask...what made you decide to leave Israel when you did??" For clients -->research your past conversations. Ask about the vacation they went on over the summer. Ask about how it was dropping off their kids at college. If all else fails, find something in their past that you want to know more about. My favorite default question was: "You've been running this business since before we met, but I've never thought to ask you...how did you even come up with the idea for this business in the first place??" Ask better questions. Get better answers. Create life-long clients. (And, yes, I intentionally use two question marks "??" after my questions to signal a genuine interest and curiosity! Try it in your text conversations...people love it.)