Think about it. What did you do that last time you were at an event and someone started talking “Brass Tack” ASAP. “Who does your printing? Are you happy? I can do better! Give me a chance. Throw me some business? Well, why not?”
It is through “small talk” that people gain an understanding of: Who you are … What interests you … How you spend your time. And you learn the same about them.
As an analogy, “small talk” is like the warm up you do before you really get into the work out. It is the foundation of the KNOWING in “Know, Like & Trust. It is also this small foundation, upon which people gain a sense as to whether they LIKE you. In fact, social science and brain studies have shown that in the few minutes where chitchat is happening, people even start to formulate a sense as to whether or not they TRUST you, too.