December 2003

Holiday Dining with Clients
By Kathryn Smith

‘Tis the season for festivity, family, friends and of course the ever-cultivated Business Opportunity. Take the time to spread some cheer amongst your clients across a brunch, lunch, or dinner table. The holiday setting provides the perfect excuse to get together, enhance your personal and business relationship, and say Thank you for your business this year. Plus, the New Year is right around the corner and putting yourself at top of mind with your clients is a positive action as they prepare to launch new projects.

Let’s Talk
Good relationships are the key to a successful business, so foster conversation that is sincere and leads into common ground and vital personal and professional information.

The personal connection is ever so important. Take note of events, important dates, and happenings in your client’s life for future reference. Being interested and remembering are the ultimate compliments.

Exchange business plans for the upcoming year. Get the inside scoop. Ask questions. Be sincere with your interest in their work and contributions to their company. Also inquire about upcoming projects that may align with your expertise, and discuss any planned enhancements to your business. Perhaps use the growth in your business to sell to a decision maker. If your dining partner is an influencer, steer the conversation towards trying to better understand the decision criteria in their company. If possible, close on any opportunities or schedule a time to discuss further.

Check on your performance. Review the past year’s project(s). Ask what they especially liked and what you could have executed differently. Check on how your business is viewed by the individual and their company. Do they have any recommendations regarding enhancing your services?

Referrals and new contacts are an imperative topic for discussion. They are the lifeblood of your business. We know that the best form of advertising is word of mouth! As well, the way to get referrals is to give them. Thus provide reliable referrals that are appropriate for your clients’ needs, and ask for names of people who may have a need for your services. In addition, request that your client send new business your way when the occasion presents itself throughout the year.

Benefit from the art of conversation. It makes a difference. After all, this is the main reason you’re together. Follow the process of listening and confirming to ensure a seamless and memorable exchange of information. Be sure to look the person in the eyes and really listen to what they are saying, without distraction. Don’t interrupt, and do probe for deeper understanding, or use confirming statements to clarify your understanding. Ask open ended questions to obtain revealing new information. Keep in mind that your body language is conveying messages, also.

Let’s Dine
Assure a pleasant, comfortable, and professional experience, with great atmosphere, great food, and great service by choosing a restaurant you know. First be sure to check on the client’s preference for a specific restaurant, type of food, and location. Then make a reservation.

Consider the best seating situation. Conversation flows better when you’re removed from the main course of traffic and the sound level is low. As well, it’s easiest to talk and listen when you are comfortably facing the person you are talking with. Frustration in hearing and misunderstandings from noise interference can undermine a successful relationship cultivation.

Order food that is easy, not awkward, to eat so that you can focus on the client and the ever-important conversation.

Pricing plays a small part in selecting the restaurant, though you might want to know what you’re going to spend before you arrive. See Resources below for help in selecting restaurants.

As always, wear the clothes in which you feel your best. This is another sales call, as is every contact with your clients.

Best Wishes for a successful and enriching dinner with your clients!

Resources
Opentable.com is a good resource for checking noise level and pricing as well as ratings for other aspects of the restaurant. It also provides a handy electronic invitation system, a delightful perk. Additional resources for restaurant reviews include:

• zagat.com
• sanfrancisco.citysearch.com
• sfgate.com

A few restaurants with a strong track record are suggested below: