Look at clothing, car, rings, imprinted items, business card, or anything that gives you a clue as to the type of person the prospect is. Ask open-ended questions just below the surface. Try to find out what the person did last weekend, or what he or she is doing this weekend. Ask about a movie or television show. Avoid politics, his or her personal problems, and for goodness sake don't lament your personal problems.
People love to talk about themselves.
Ask the right question and it's tough to shut them up. The object is for you to find a subject, idea or situation that you both know or care about. You're on a mission. But I assure you the mission is most likely to be accomplished if you have made a friend before you make the presentation. Earliest info on new businesses, homeowners Sales Prospecting Center Real info, real opportunities.