Ignore the Moose Head

At one point in my career, I was lucky enough to land an office with a jaw dropping view of Chicago and Lake Michigan. That view was stunning no matter what weather descended on the Windy City. Like most consultants, though, I didn't spend much time in the office.

When I did, that panoramic view was one of life's pleasures, but it was also a two-edged sword.

Whenever I met with potential suppliers of products or services, I knew the first ten minutes would be consumed by a discussion of "the view." I could almost set my watch by how much time it would take before we started the meeting. Before long, I had an unconscious script for those first few minutes.

Don't get me wrong--I don't have anything against some small talk in a business meeting. But there's too much mindless chit-chat in many first-time meetings.

Many consultants are trained to scan a prospective client's office for some non-business, common ground to kick off a conversation with and build "rapport." If the consultant notices a moose head on the wall, or a framed picture of the client falling over the finish line at a marathon, that's likely where the conversation will start. It's equivalent to the "view" conversation, and like me, the client will robotically retell the relevant story for the umpteenth time.

There's no need for all work and no play. But I think it makes sense to get to the meeting topic quickly and save the banter for later. If you've got thirty minutes, why squander a third of that time? Get to the point, and save the small talk for the end of the meeting. Most clients will appreciate that approach, and through the course of your meeting, it's likely you'll find other, more interesting topics for small talk than that tired old marathon story.

Comments

[Business Growth]

Hi Mike,

Great points.

I tend to assess the client to find the right 'mix' for each particular situation.

I find that some clients love the small talk, some love getting too the point quickly and others do a mixture.

Part of my challenge is to sum it up quickly and get my approach right for each client.

And then 'balance' that with what will work right for me as their consultant (ie. can I work with this client harmoniously?)

Casey

[Clyde A. Warden]

Jump right to any talk of business while meeting with anyone from a Chinese culture background and it will be the kiss of death. Often, Chinese meetings can go on with no talk of business until one is walking out the door and shaking hands!