I love business development and networking.
But I don't believe the best opportunities come from walking into a meeting and immediately talking business.
For me, it starts with the person sitting across from me.
First, read the room.
Pay attention to the person, the environment, and the energy of the conversation.
Does this person want to get right into business? Do they want to connect first? Should I be talking—or should I be listening?
Reading the room helps you understand how to approach the conversation before you ever get into what you do.
Then I'm thinking about something else:
How do I want this person to feel?
Do they feel comfortable talking to me? Do they feel heard? Is there trust? Is there a genuine connection?
Simon Sinek's well-known TED Talk about starting with why has always resonated with me for this reason.
Your company matters. Your service matters. Your experience and results matter.
But there's something happening underneath all of that.
People are experiencing how it feels to interact with you.
They're getting a sense of what it might be like to work with you, trust you, collaborate with you, or become part of what you're building.
That's why I don't like walking into a meeting and immediately getting down to business.
Connect first.
Read the room.
Listen.
Understand who you're sitting across from.
Then figure out where the business conversation naturally fits.
Great business development isn't only about communicating what you do. It's understanding the person in front of you and creating a genuine connection around why you do it.
Before your next meeting, know your goals and prepare what you need to prepare.
But also ask yourself:
Am I reading the room—and how do I want this person to feel when they leave?