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Small Talk

The Ultimate Guide to Small Talk, Courtesy of InvestGlassSmall TalkThe Ultimate Guide to Small Talk, Courtesy of InvestGlass

Written by InvestGlass on .

Having the ability to engage in comfortable, flowing conversations is a vital skill in sales and customer relationships, not just socially. This guide, brought to you by InvestGlass, breaks down the art of small talk, giving you the tools you need to engage with your customers successfully.

Why Is Small Talk Important?

Think of small talk as the appetizer before a full-course meal – it preps the participants for the main conversation. Small talk sets the tone, builds rapport, and lays the groundwork for the deeper, more substantive discussion to follow. It’s often during these preliminary exchanges that relationships begin to form.

The Elements of Effective Small Talk

  1. Open-Ended Questions: Use open-ended questions that invite more than a simple yes/no answer. This approach encourages the other person to share more about themselves.
  2. Active Listening: Attentively listening to the responses encourages your conversation partner to continue sharing. You can demonstrate this by maintaining eye contact and giving them your undivided attention.
  3. Relevance: Keep your conversation topics relevant. This doesn’t mean you can’t discuss non-work related things, but rather, ensure that the topic is pertinent to the moment.

How to Improve Your Small Talk Skills

Practice makes perfect, and the same applies to small talk. Here are a few strategies that can help you hone this critical skill:

  1. Start Small: You don’t need to plunge into deep conversation right away. Instead, begin with light, casual topics that can break the ice.
  2. Use InvestGlass Resources: Take advantage of InvestGlass’s vast library of communication and sales resources to sharpen your conversation skills.
  3. Feedback is Vital: Request feedback from colleagues and mentors. Their perspective can give you invaluable insights into areas of improvement.

Small Talk Tips for Salespeople

Effective small talk can be a powerful tool for salespeople. Here’s how you can leverage it:

  1. Client Research: Prior to a meeting, research the client to identify potential areas for small talk.
  2. Prepare Topics in Advance: It’s okay to prepare a few topics beforehand. This can prevent awkward silences and keep the conversation flowing.
  3. Follow Up: After a meeting, follow up with an email referencing a topic from your small talk. This not only shows your attentiveness but also strengthens the relationship.

Body language, active listening, go to comfort food, and feel uncomfortable


Navigating the world of small talk can often feel uncomfortable, especially for those who hate small talk. However, it’s essential to make a mental shift and recognize the immense value of making small talk, even when it doesn’t feel natural. It’s not just about your job title or the weather; it’s about finding common ground and fostering meaningful connections.

Understanding body language can be a powerful tool in your small talk arsenal. Recognize cues in your conversation partner – if they seem disinterested, it might be time to switch topics. On the flip side, their body language might show they’re eager to discuss other topics that you haven’t yet touched on. This awareness allows you to make the other person feel comfortable, which is crucial for successful small talk.

To help you with conversation starters, keep a mental list of good small talk topics. Things to talk about could range from their favorite TV show, the last movie they watched, their first job, or even their favorite restaurant. Such small talk questions will give you a deeper level of understanding about the person you’re speaking with. For example, you could ask about their favorite comfort food and whether they enjoy cooking.

It’s important not to avoid talking about more personal matters if the opportunity arises. This can build rapport and deepen your connections. If you listen attentively, you’ll find that most people enjoy talking about their interests, life experiences, and the world around them.

For instance, if someone tells you about their new job, follow up with thoughtful questions about their tasks and challenges. Showing genuine interest by paying attention to their responses can turn a standard exchange into a great conversation. Furthermore, remember to throw in some fun elements.

InvestGlass understands that mastering small talk is a valuable tool for sales success. It can help build stronger relationships, pave the way for meaningful conversations, and ultimately, drive business growth. By using these tips, you can improve your small talk skills and become more confident in any conversation.