We all know how difficult it is to land that first lunch or dinner appointment with a new prospect. We spend endless hours staring at our computer screen coming up with that perfect email invitation or even better, pondering going old school via the phone? So when we get the all important "yes" it's paramount that we follow a few simple rules to ensure that we don't mess up the start of a new relationship.
I have three basic rules that I try to honor at breakfast, lunch or dinner. They are simple and easy to remember.
- Leave the power seat open.
- No phones or Blackberrys.
- Let your guest order first.
If you are looking to make your new friend feel special, as all friends should, then it's important to know where the power seat is at every table. This seat is always the one that provides the best view of the room and is usually in the center when there are three people sitting down together. So remember, let your new friend have the best seat. It's a smart move.
There is nothing more annoying than listening to somebody else's phone conversation. A close second is watching somebody read their emails every ten minutes or even one time. There is no scientific link to Blackberry addiction, so as Nancy Reagan said, "Just Say No!". Trust me, your guest will appreciate your undivided attention.
Now we have reached the point of ordering our meal. Hopefully, the conversation has developed naturally and our guest is beginning to feel comfortable. It's easy to be blinded by the excitement of a sales call going well and sometimes that enthusiasm can be counterproductive. So, what can we do to make sure we don't interrupt the flow? Just let your guest order first or at the very least, place your order only after careful consideration. Remember, people have tight schedules and need to get back to the office in a timely fashion. While ordering salads and appetizers may be nice, assuming that your guest can wait for their entree is a sure way to upset somebody that has time on their mind (this is especially true during the lunch hour). So be a great listener and let your guest do the ordering. Just go with the flow.
While these simple steps can't guarantee that your lunch or dinner will lead to a sale, they are definitely easy ways to lay the foundation for a positive relationship. Good luck and happy selling.
written by Peter Hecht
VP of Sales and Business Development |
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Click for a full biography
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| Mr. Hecht is a leader in forging and cultivating strategic customer relationships in the legal services field. As Director of National Account Salesr for Esquire Deposition Services/Litigation Solutions, he created and implemented a multi-level sales approach that was successfully adopted by the entire organization. Mr. Hecht also negotiated and closed numerous national agreements for Esquire. Previously, he was Global Account Manager for AT&T, where he secured about $20 million in new contracts over a period of five years and was inducted into the company’s President’s Circle. Mr. Hecht earned his BA in psychology and sociology from Rutgers University. |
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