How Do You Know if You Care About Your Client?

When I was a young engineer, all the deals that close started off with some form of small talk. And whereas other ones that didn't, there was a higher chance it wouldn't close. So at that time, this was years we got to consciously, you know what? When I call people, I'm not just a small talk like, hey, how you doing? But okay, onto business, but really talk to somebody. That matters because once the person feels as though you genuinely care about who they are as a person, it increases your level of trust.