Three Things – 22/04/25

First impressions

We’ve all been there. You’ve finally got some time in the diary with a prospect or existing customer. Coffee in hand, Teams camera on, you’re all smiles… and then comes that awkward first minute.

Do you dive straight in with “So… what keeps you up at night?”
Or do you default to your very best Peter Kay impression and hope the floor opens up?

Fear not. This week’s Three Things is all about turning small talk into something that actually builds relationships – without sounding like a chatbot or your Auntie June at a wedding. Let’s go.

#1. Ditch the “Busy?”

The goal of small talk isn’t to kill time – it’s to create connection. A strong opener shows you’re interested, human, and not just here to sell something.

Here are five better ways to open a BD conversation:

“What’s been the highlight of your week so far?”
(Gets them talking about something positive. Easy win.)
“What’s the one thing you wish you could outsource this week?”
(Fun, disarming, and very revealing. Often exposes pressure points you can help with.)
“I saw on LinkedIn you were at [event] – how was it?”
(Shows you’ve done your homework and gives them a stage.)
“Are you mostly in the office these days or hybrid chaos like the rest of us?”
(Always gets a laugh. Often uncovers team or culture chat.)
“I always forget to ask – how did you end up doing what you do?”
(Absolute gold if you want to understand what makes them tick.)

These work because they’re conversational, slightly unexpected, and get the other person talking early – which is exactly what you want.

#2. Scan for ‘personal nuggets’

When it comes to professional services, people still buy from people. Establishing a personal connection is a great way to build early trust with a potential customer. You don’t need to hire a PI to build rapport – just use what’s already out there:

✅ LinkedIn clues

Education? Shared uni? Same law school?
Career path – ex-Big Four? Tech startup escapee?
Posts about pets, running, bake-offs, obscure rugby teams? Use it.

✅ Zoom background bingo

Kids’ artwork? Ask if they’ve got little ones.
Football shirt? Ask who they support (but tread carefully).
Bookshelf? Scan for titles or genres – even better if it’s business books and Harry Potter.

✅ Shared experiences

“I think we were both at [industry event] last year – did you go to the evening session on XYZ?”
“I remember seeing your name on the panel list for [conference] – what did you make of it?”

The key here is to use what you notice to show interest – not to show off your detective skills.

#3. From chat to business without the cringe

You’ve found your rhythm, the conversation is flowing nicely, and now you want to steer into work stuff without jarring the tone. Here’s a tried and tested way to keep things moving along:

Small talk → Related insight → Soft pivot

Example:
“You mentioned your team’s been heads-down on integration – we’re seeing a lot of clients in that post-M&A pinch point. Are you having similar challenges on your side?”

Or:
“Since you said it’s been a mad start to the quarter, I wondered – are you seeing shifts in what’s hitting your desk, or is it business as usual?”

This isn’t a script. It’s a rhythm. And once you nail it, small talk becomes the launchpad for brilliant BD.

Final word?

Don’t overthink it.
The most powerful thing you can do in the first 90 seconds is be genuinely curious. Smile, ask something half-decent, listen properly, and resist the urge to sell straight away.

Small talk. Big impact. Nailed it.