How to Be a Successful Networking Conversationalist
That same evening, I discovered another big bonus of holding someone’s business card while conversing. The coordinator introduced me to a gruff auto parts dealer. As is the custom at these meetings, I handed him my business card. He quickly eyeballed it and stuffed it into his back pocket, which, of course, would be a grave insult to an Asian.
Practicing my new skill, I continued to hold Mr. Auto Parts’s card respectfully and glance at it occasionally. Understandably, my not knowing an air filter from a clutch constricted our conversation. And if I told him I was a motivational speaker, his first thought would be the speakers in his car stereo. In other words, we were from different worlds.
Unfortunately, fate—and the coordinator—had sentenced us to struggling with a few seconds of convivial conversation, but neither of us could think of anything to say. We just stood there looking at each other.
To break the awkward moment, I used my brand-new “card trick.” Once again I looked at Mr. Auto Parts’s business card, which I was still holding in my hands. Bingo! It was pure conversation inspiration. Under his company name, I saw a photo of a circle-shaped gizmo with six little thingamajigs protruding from it. “Interesting card,” I fibbed. “What is the picture?”
His deadpan expression suddenly dissolved, and a big smile replaced it. “A distributor cap!” he exclaimed excitedly. Whew, I had inadvertently hit on a subject he was passionate about.
“Uh, and what does a distributor cap do?” I asked. Pretty lame, I know, but it got us through a couple of conversational minutes until we could gracefully split and move on to more pertinent conversation with other people.
Little Trick #11
Examine Their Business Card for Conversation Inspiration
When talk lags, look at your conversational partner’s card again—which, of course, you are still holding. It can rescue you from discussion deadlock. Even if his card doesn’t have an interesting photo like a distributor cap, you will likely find a conversational cue in the card—the logo, his title, the mission statement.
Small business owners often design their own cards. There, staring right at you, is another opening for an interesting story—or one they find interesting, at least.
If appropriate, you could comment on an unusual title on her card. During the past year, I have been able to resuscitate near-death conversations by asking what exactly an “electro-plater,” “phrenologist,” and, I kid you not, an “erection coordinator” does. My favorite card had “Top Dog” as the job title.