Are you aware
that there is a right and wrong way to take a customer out to lunch? Now, I am
sure you’re well aware of the basics: First, ask well in advance. Second, plan
around the customer’s schedule. Third, leave enough time to discuss business.
However, there’s more to making sure your business lunch is a success than
merely covering these three points. For some sales professionals, the list is fairly obvious. However, for others it's a true revelation.
Don't Waste Your Customer's Time
Ultimately, success is about understanding proper etiquette. It’s the simple things that make all the difference. Even to this day, I am amazed at how often I see senior sales professionals, business owners, and high level executives, make the same mistake over and over again during a business lunch.
So, what could possibly go wrong? In order to answer this question, think about how some people seem to order too much food. Think about how uncomfortable it is when a customer only has a certain amount of time to discuss business, and can’t because everyone is still eating.
Think about how frustrating it is when that customer has a busy schedule and can’t leave because you haven’t paid yet. Finally, think about how that customer has responsibilities back at the office, ones that you and your team have failed to appreciate because you drove too far away from their place of work.
The following video outlines some essential rules to follow when discussing business over a lunch. The tips are straightforward and in many cases obvious. However, it’s still a good exercise to review some of these essential rules.
You have to manage the time you have for customer lunches. You have to work around your customer’s schedule. You should never order more than your customer, and if you do so by mistake, you should finish your meal early if your customer is finished.
Some business professionals just aren’t interested in talking about deals while eating. They prefer to have some small talk, eat and then get down to the discussion at hand. Finally, leave your mobile devices in the car. Nothing is more important than the customer in front of you. Don’t forget that.
To read about handling customer objections and concerns, please see: B2B Sales Negotiation: Five Customer Concerns & How to Handle Them
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