LUNCH MATTERS – Tips for Hosting the Business Lunch by Donald Wayne McLeod
First and Foremost -
You need to understand the importance of your lunch or dinner meeting and how valuable it is for you to make a great impression. You are an extension of your company. You are constantly being perceived by everyone you meet. What you say and how you say it speaks volumes about you and your company. Every time you open your mouth you are giving a speech, act like it! When speaking to one person or a roomfull of people be Enthusiastic.
I watch people crash and burn on a daily basis when it comes to forming interpersonal relationships and they never even realize it. This is exactly why I wrote this eBook. You do not need to crash and burn. Let me help you. Remember most people listen in black and white. You are only getting 20% of what someone is trying to tell you and vice versa. Understand you do not understand what others are trying to tell you no matter how basic the premise. You need to ask questions to fully understand someone. Don’t be afraid to ask questions, they prove you are listening and that you want to fully understand what is being said.
While hosting the business lunch or dinner, you are there to show your guests how professional you are and how professional you will treat anyone they refer to you. As far as what outfit to wear it is better to overdress than under dress. You can always remove a tie or sports coat much easier than putting one on. Ladies please show some common sense when it comes to dress. You want your interested party interested in one thing and that is your business.
Your conduct during the meal will determine your professional success. If you handle all the small details correctly and make every effort to see that your clients have a pleasant time, they will assume that you will handle their business affairs the same way. Believe me you are constantly being perceived. The good thing is you can positively influence how others perceive you and your company.
Be Prepared -
Know your audience. What do you know about them already? Learn as much as you can before you meet with them. Be truly interested in them it will benefit you. Do not make the mistake of meeting at a restaurant that you have not personally experienced. You are trying to stack the deck and you do not need any hidden surprises. You need to be certain that the food, service and setting will all be conducive to your meeting. Do your homework. Do not walk into a restaurant for the first time only to find it is crazy loud, their food bland and their service terrible. Who do you think that reflect on?
From the moment you invite your guest be in control. When inviting your guest do not say, “Would you like to join me for lunch” or “Let’s do lunch.” You need to say, “I would like to invite you to be my guest for lunch / dinner to discuss”… and be specific in regards to why you want to meet. This clearly defines who will be in charge and paying the tab. Make sure your guest is clear about the purpose of the meeting so they can prepare for the meeting as well. Remember to confirm your appointment with your guest the day before hand. We all have busy lives; do not assume your guest will remember. All the preparation in the world is meaningless if your guest fails to show up.
While confirming your meeting, reiterate the fact that you are looking forward to seeing them. Arrive at least 20 minutes early for reasons we will discuss and PLEASE drive a car that is clean inside and out. You may end up parked next to your guest. You do not need an embarrassing situation on your hands. What would happen if for some reason you needed to give your guest a ride? Look sharp, your car is a direct reflection of you. If your car is filthy, full of garbage or in disarray what does that say about you? Think about that the next time you get into your car.
Turn Your Server into Your Advocate –
You have arrived early so you can ask the hostess to assign you their best server. Get, remember and use your server’s name often. This is worth repeating. Get, remember and use your server’s name often. Make sure they know your name by telling them several times. Let them know this is an important meeting for you and that you picked this restaurant because of the wonderful service they are known for. Tell them you understand how essential a great server is for a successful meeting then thank them in advance for their help. Watch them take ownership of your meeting and facilitate you anyway they can. A healthy relationship with your server will pay big dividends throughout the meal and can assure you that your guest will not drink more than you deem appropriate.
To alleviate any awkward presentation of the bill give your server your credit card before your guest’s arrival. Inform them that after the meal you will be walking your guest to the door you will then return to settle up with them. Remind your server to serve you last; they should know this already but never leave it to chance. Remember your server can be a tremendous advocate. Don’t underestimate the importance of exceptional service; it can make or break your meeting. Your guest will be noticing how well you communicate with the server, so again stack the deck.
Use eye contact while speaking to or thanking your server throughout the meal. Most people don’t acknowledge their server even when thanking them. I took a private survey and servers have told me that less than 15% of people they are serving ever look them in the eye. Remember a thank you without eye contact means nothing and that is exactly what your thank you means without eye contact; nothing. Remember it is a two-way street, if you treat your server with respect they will be encouraged to perform at their highest level. Please keep in mind if your server comes up while your guest is speaking to you, don’t take your eyes off your guest until he or she is finished speaking. Remember while your guest is speaking, he or she is the most important person in the world.
Nothing should distract you from listening to them. The server or any other person that may walk up on you will wait until you acknowledge them with your eye contact before they start talking. If you do take your eyes of your guest while they are talking to you they will feel a mental slap across the face and guess who just delivered it? This particular listening skill takes practice but will definitely differentiate you from the crowd. If on the other hand, you are speaking when your server walks up to you, feel free to say excuse me to whomever you were talking to and address the server.
Seating Strategy -
Another reason for arriving early is to work out the seating arrangements before your guest(s) arrive. Make sure the guests have the best seats… those with a view of the water or skyline, for example. You don’t want your guests facing the wall, kitchen or restrooms. Make a mental note of where you will seat each guest. If the table isn’t suitable, don’t be bashful about asking for a better one. You have arrived early to control the things you can. Round tables work best for parties of five or more. This arrangement allows everyone to see everyone at all times.
When to Turn Off Your Cell Phone -
You should leave your cell phone on in case your guest needs to contact you regarding being late, etc. Once they do arrive remember to turn your cell phone off and consciously bring your energy level up three notches. IT’S SHOW TIME!!!