Avoid Business Lunch Blunders
By Edward E. Klink, horsesmouth Senior Editor
May 13, 2002 7:00 am ET
This frank look at etiquette will have you cooking up business
instead of winding up with egg on your face.
This is your moment. You finally landed a lunch meeting with that
business owner you've been doggedly pursuing. After pinpointing some
challenges he's facing, you're able to show specifically how you can
help. Your best suit's out of the closet. A fresh haircut, a genuine
smile—all set.
The lunch goes well, the food and service are great. And . . .
you don't get the account.
What went wrong? According to etiquette expert Jacqueline
Whitmore most people don't appreciate the power of an etiquette
gaffe. She cringes when she sees otherwise professional people make
etiquette blunders. We're not talking specks of spinach in the
teeth, but the failure to make sure the lunch is handled deftly from
start to finish.
"Proper etiquette is not about being better than anyone else,"
Whitmore says. "It is about taking responsibility for proper
conduct."
A lunch meeting is an opportunity to create a memorable experience
and increase the likelihood that your guest will wind up in your
book. Whether you are a rookie or top producer, you can follow
Whitmore's strategies and host a business lunch that will impress
even your most sensitive prospects.
Where should we go? "Start by choosing a restaurant you are
familiar with," Whitmore recommends. It doesn't have to be the most
expensive place in town, but it should represent your
professionalism and sense of style.
Knowing the staff helps. "Your guest will be impressed when
you are greeted by name and escorted to the best table in the
house," she says.
If you find yourself with a business lunch opportunity in an
unfamiliar area it is helpful to find some ideas that you can
suggest to a client (Use Zagat or City Search to suggest some
choices). If the prospect suggests a favorite place you can
certainly roll with it, but don't underestimate the home field
advantage.
Where should we sit? "Request a location away from restrooms,
the kitchen or an entryway," Whitmore suggests. Give the guest the
best seat, one that affords a view out a window for example. If no
view exists, let the guest sit so she has the best interior view.
Even better is if you've had the opportunity to scout out the
restaurant in advance and can request a specific table.
Who's buying? You are! Keep that rule in mind.
"There is a lot of confusion as to who pays the bill," Whitmore
says. "The business arena is gender-neutral. If you are a female
advisor who has invited a male prospect to lunch you always pay the
bill. The host should take care of every detail."
This means the coat check and valet parking tips are on you as well.
Arrive early, and take care of these pleasantries in advance.
Introduce yourself to the maitre-d' and provide your credit card
prior to seating so that the handling of the check will be seamless.
It's just another way to show the client that you've got it all
together. And you do, right?
Ready to order, now what? Yum. That special of the day sure
looks good. You'd love to try those lemon garlic oysters. But pass
on that odiferous dish, and that messy rack of barbecued ribs. It
takes willpower, but remember you are not there to fill up. Save
that for a Saturday night out with friends.
"Instead, opt for a more manageable dish that requires a fork and
knife, Whitmore says. "It is difficult to focus if you are really
hungry, so take the edge off by eating something before the lunch
meeting." This will allow you to casually eat, and focus on the
business at hand. "You want to strive to be invisible when you eat,"
Whitmore says.
She also points out that when ordering, always defer and let your
guest order first. "You can help guide them through the awkward
stage of not knowing what to order by saying, 'the swordfish looks
good.' This will signal to your guest that you don't mind a certain
price range," Whitmore says. "Also, never let a client eat alone. If
she orders dessert, you should order something, at least a cup of
fruit or a cappucino."
Should I drink? Let your guest know that it is OK for her to
drink whatever she likes by asking, "Would you like a beverage?
Soda, wine, water?" Don't be hung up on the alcohol issue, Whitmore
says. "You can still be yourself and have proper etiquette. It's OK
to have a drink even if your client abstains. But if that is the
case, after one glass switch to seltzer and lemon."
What should we talk about? Whitmore shakes her head whenever
she sees overeager advisors pouncing on prospects. Avoid the common
blunder of immediately getting down to business. The prospect knows
why you are having lunch together. "Focus on the relationship, ask
questions that will let you learn about one another, swap stories,
and listen before moving to business."
How long is too long? You've paid for the meal and have been
a wonderful conversationalist, so there is nothing wrong with trying
to take your relationship to the next level. "Try using what you've
learned from listening to segue into setting up a follow-up meeting.
Say something like, 'I have some ideas on how I can help you with
that concern you mentioned, Mr. Prospect, would you like to meet me
at my office sometime next week?' " But don't feel you have to rush
the lunch.
"Gauge how the conversation is going," Whitmore suggests. If the
discussion is going well, and your guest is showing no signs of
wanting to make a break for it, feel free to continue. "Don't worry
about the restaurant, order another cup of coffee and keep on
listening."
How do I follow up? Always write a thank-you note. "Even though you
paid for the meal, send a handwritten note," Whitmore says. "Just a
few lines telling the prospect you enjoyed talking with him and look
forward to seeing him again." Then call him and make it happen.
Back to the News and Articles Page!
Back to the News
and Articles Page!
|
