3 Reasons Why You should Hold Business Lunches More Often
If you only have 20 minutes of substantive discussion, you will find yourself dismissed once you make your point. Lunch is different. Eating is an expected social experience and few people schedule a lunch for less than 60 to 90 minutes.A paper presentation works best at the table and your prospect can take it home. Once you are done with a brief description, move on. Unless you offend, you will both be there for the whole meal, so use the extra time to connect socially. People do business with people they like. Now you have the time to help them like you.
You'll Control the Environment
A prospective client's office is their territory: their colleagues may interrupt you, or they may be distracted by calls or emails. Even if they agree to come to your office, you don't want any distractions there either. Besides, being in your territory may prompt them to put up their guard. You want them at ease. You want the environment to work for you. You can control the entire atmosphere at lunch.
Tell your prospect that you will arrange things and send them the info on where to meet. Pick a restaurant that is quiet so they can hear you. Ask their food preferences and find an appropriate setting--be it trendy or classic, elegant or casual--that reflects the impression you want to make. Pre-arrange with the wait-staff (pre-tip, and learn their names) to take special care of your table so the focus is on your business at hand. Now everything is on your turf and your prospect can be wowed by your style, initiative, and way with people.
You'll Be on Equal Footing
Going to a prospective client's office and sitting in front of their desk can make you feel small and insignificant. With a little planning at lunch, you can keep the power equal or maybe even in your favor. Preview the restaurant you choose and designate a table that you like with the headwaiter. Make sure that you can see the door and have your back to the wall if at all possible. You should be seated so that you are at an equal height and are the most obvious focal point from their view.
Author: admin
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