More Answers to Big Business Lunch Questions
A LOT Can Go Wrong at a Business Lunch: Being Prepared Will Help
As I wrote in my last post, I spoke recently for HP in Southern California. I was brought in to speak because my clients appreciate the importance of doing a business lunch the right way. Whether you’ve been on more than 3,000 client lunches (like I have) or you’re just starting out, it is important that you feel comfortable and confident. This can come from knowing what to avoid or how to handle certain situations.
During the meal, I asked the printer resellers and distributors to try to “Stump the Speaker / Shock the Speaker.” I wanted to offer my BEST advice for their WORST situations. I haven’t been stumped yet because most challenges or problems that come up at business lunches are more common than people think, but I definitely heard some great stories and thought-provoking questions.
I asked our guests 1) what was the worst thing that EVER happened to them at a business lunch, 2) how they might have better handled the situation, and 3) to share anything they might have trouble with – in general – along the way.
I found it interesting that most people offered their OWN suggestions as to how they might have better handled a particular situation. I think most of us tend to “hash & rehash” those awful moments in our minds. Seems we’d ALL like “a ticket to ‘shoulda, woulda, coulda.’” My mantra is “be prepared,” but things can happen fast when at a business lunch. If you’re with a big client, you might be nervous. And then, there are just a LOT of things that can go wrong. We’re people – not robots – and we have emotions, as well as million thoughts a day. Hindsight is always 20/20. 
Good judgment – unfortunately – comes from bad experience.
Here are some of the best stories from last week:
Shannon said that a client dumped coffee in his lap. HOT coffee. YIKES! As to what he would do differently? He would not have ordered coffee for the table! THAT was easy! And, I can add this little tip:
IF YOU KNOW that your client likes something you don’t care for – such as alcohol, dessert, or sushi, bring someone from your office as a “buffer.” That way, your client won’t have to drink alone (and YOU of course will be Designated Driver!), YOU won’t have to try to find cooked entrees at a sushi bar, or you won’t have to see your morning workout get annulled by a giant slice of cake you forced down just because your client wanted dessert! Bringing a coworker (or boss) can be a very wise move, especially when you know your client is going to want something you don’t care for.
One executive ended up in a restaurant that was too noisy. We’ve ALL been to restaurants that are USUALLY just fine for a business lunch, but on the day WE are there, there is a baby shower going on at the next table or some other type of large, noisy party. We can’t prepare for EVERY distraction, but try asking your maitre d’ for a quiet table when you make your reservation. (Of COURSE you are going to make a reservation!)
NEVER Pay for a Business Lunch with CASH!
One of my guests asked, “What if your client wants to pay for lunch?” I went into great detail in my book on how to avoid that situation by slipping your credit card to your server the moment you are seated. Not only does that help to avoid the fight over the check, but it also identifies YOU as the host of that party. This is an especially helpful tip for women when taking men to lunch. In many restaurants, servers still tend to give the check to the man. Ladies – take note! And you definitely want to pay for lunch with a credit card. Paying with cash can create a sort of “Let’s all chip in” or “Can I get the tip” atmosphere.
Alcohol … excessive alcohol, that is, … is the #1 cause of distress at business lunches! People have too much to drink or they are simply drinking a little on an empty stomach. Either way, they get drunk and it’s not long before their behavior gets sloppy. Chris said he brought a sales executive with him to a client lunch. The executive had too much to drink – and Chris ended up having the VP of his company call the client to apologize. I believe there is no quicker way to LOSE YOUR JOB than by getting drunk in front of clients. TAKE IT EASY!
It’s not a sin to eat a little something before you go. And – if you are attending a mixer at 5PM and lunch was at noon, you WILL BE drinking on an empty stomach. Park yourself by the food table when you first arrive. Remedy the situation. THEN, you’ll be free to mix and mingle with a drink in your hand without ending up on the floor! Besides, it’s impossible to eat, drink, AND hand out business cards! I keep a bag of nuts in my car, just in case I get hungry in the middle of the day or for any other time I’m not able to grab a quick bite.
How can you stop someone from drinking too much? This is a bit touchy, but it’s a great chance to collaborate with your server. Excuse yourself to the restroom, find your server, and tell them to CUT OFF the supply of alcohol to your client! Let them be the bad guy. They can also cut someone’s drink enough to render it fairly harmless. If you suspect your client may be on their way to getting drunk, order appetizers and get your server involved. Have them weaken the drinks so you’ll have the chance to get your client to eat. And NEXT TIME, invite that client out to breakfast. It will be a lot easier for them to stop drinking if they never get started.
Lastly, if you slip and fall, injuring only your pride, just stand up, brush yourself off, and carry on! I always ask if ANYONE in the room has NEVER spilled a drink. I’ve yet to see a hand go up. We are human, floors are slippery. Don’t wear shoes you can’t walk in – THAT should help slightly. Then, watch your step. I’m not saying you’ll never fall again, but being prepared WILL help!
I want to send out special thanks to everyone that I got to meet in OC. I’m here for you if any other questions come to mind. And if YOU have a situation for which you would like to have my opinion or my advice, just ask!
It’s Hard to Stump ‘The Queen of the Business Lunch’!
I got to speak to an outstanding group of professionals this week – printer resellers and distributors for HP. Since the program was for several hours and included lunch, I conceived an exercise to keep everyone engaged during the actual meal.
I passed out forms asking what was the WORST thing that had ever happened to them during a business lunch, how they might have been able to handle the situation better, and to add any other challenges they may have at networking or business events.
Since I’ve been speaking on “The Art of the Business Lunch” and building relationships for nearly 10 years now, and have YET to be stumped, I thought this would really be fun. The afternoon flew by, however, and I did not have the opportunity to go over the comments I received. Hence, I wanted to share the responses here … in a blog or two.
Here goes …
Never Draw Attention to Something Bad!
One of my favorite stories came from a rep walked into a restaurant with a client. About 15 minutes later, he pointed out a distracting couple that was making out at their table. Turned out to be his client’s husband and his mistress. When asked what he might have done differently, his only comment was that he should have asked this lady out after her divorce. Apparently, she’d “cleaned her husband’s clock” in the divorce. She got such a grand settlement, she quit her job and hasn’t worked since. I GUESS you could call that a happy ending?!
Another executive actually left his wallet at home. As for handling the situation better? He said he should have rescheduled his meeting for another day. I think that would have been a terrific solution – IF he wasn’t able to borrow $100 from a friend or swing by his house before lunch. BTW, I told him a story from my book about a sales rep who consistently “left his wallet at home” as a means of getting his clients to pick up the check. The buyers, who talk amongst each other, got wise and never fell for this again.
It's Easy to Get Away From a "Jerk" When at Networking Events
One of the professionals said he had a hard time acting interested in other peoples’ stories while at networking events. We’ve ALL been stuck in boring conversations and being prepared for casual conversation can certainly help us to steer a conversation in another direction. That being said, sometimes it is just best to excuse yourself. I’ve recommended to MANY people that they just say, “It’s been great seeing you here, but I need to work the room and mingle. Have a great evening.” Then, walk away and don’t look back!
I will share more stories in my next blog. In the meantime, let me assure you that walking into a room full of strangers is a stressful situation for MOST of us! Being prepared for casual conversation – by reading industry magazines and Web sites, being up to date on current events and pop culture, and knowing a little about a lot – will always help. Like a good scout, BE PREPARED! Asking questions of others – from “What did you do this past weekend?” to “Where is your favorite place to go on vacation?” can break the ice faster and more easily than you could ever imagine.
One final tip for this post: If you know your client likes to drink or eat something you don’t – from alcohol to coffee to raw oysters to dessert – bring a coworker with you. Usually, people just don’t want to indulge ALONE. As long as they have at least ONE “partner in crime,” your business lunch should flow incredibly smoothly.
Thanks again to all the attendees at the HP luncheon in Orange County. Your comments and input should keep me busy for quite a while! Thank you for taking the time to answer “Stump the Speaker; Shock the Speaker”!
I’ll Be Speaking @ PCMA Meeting This Week!
Professional Convention Management Association Chapter Meeting, 10/7
Thursday morning, October 7th, I’ll be speaking at the Southwestern/Pacific chapter meeting of PCMA: Professional Convention Management Association. I’d like to send special thanks to Gina Mann at the Las Vegas Convention Vistors Authority for recommending me as this month’s speaker. The breakfast will be held at the South Point Hotel & Casino at 8AM.
I’ll be presenting “B FACE 2 FACE 4 SUCCESS” - a 60-minute keynote presentation on building EFFECTIVE & PRODUCTIVE business relationships that will include suggestions that you will be able to implement IMMEDIATELY to increase your sales and improve your bottom line. This presentation is built upon the lessons I discovered while building relationships during my sales career, which I shared in my first book, “The Art of the Business Lunch: Building Relationships Between 12 and 2.” My experience during nearly 20 years of sales and my ability to build such incredible relationships is why my clients started calling me “The Queen of the Business Lunch”.
A strong ability to build relationships can assure your success – whatever field you are in. WHY? Because PEOPLE PREFER TO DO BUSINESS WITH PEOPLE THEY LIKE! Your parents were wrong: success in life actually IS a popularity contest! After all – who wants to hang out with or do business with people they DON’T LIKE?! When you look at it this way, it makes sense: to succeed, you need to develop your PEOPLE SKILLS.
People have choices – and when it comes to business, they are even more likely to take advantage of their options … especially in THIS competitive environment. No business decision is ever JUST about price!
When I deliver this presentation, I ask my audiences for a show of hands to
The feedback I get when presenting supports my doctrine: PEOPLE PREFER TO DO BUSINESS WITH PEOPLE THEY LIKE!
indicate how many people REGULARLY go OUT OF THEIR WAY to patronize a particular business because they PREFER how they are treated at the more inconvenient location than at a similar business closer to their homes. I ALWAYS get 100% response! That supports my point: your people skills can improve your business or destroy it. It’s not that hard to build solid, productive business relationships. I’ll be sharing tips and techniques so that you, too, can become a Business Relationship Expert! Hope to see you there.
FORBES Insights: Executives Prefer Face-to-Face Meetings
Executives PREFER Face-to-Face Meetings
FORBES Insights‘ latest report shows that executives prefer face-to-face meetings. Wow – As “The Queen of the Business Lunch,” I could not have put that better myself. The reasons why they preferred IN PERSON, face-to-face meetings? There is no comparison:
- To build STRONGER, more MEANINGFUL business relationships (85%)
- Ability to read body language and facial expressions (77%)
- More social interaction, ability to bond with co-workers/clients (75%)
- Allow for more complex strategic thinking (49%)
- Better environment for tough, timely decision-making (44%)
Complaints about technology-enabled meetings were that they often resulted in disruption and delays. The ONLY reasons anyone said they preferred technology-assisted meetings were bottom-line, such as saving time, money, or location flexibility.The choice is yours: STRONGER, MORE PRODUCTIVE business meetings or technical difficulties?
As a Business Relationship Expert, I discovered a long time ago that those relationships that were built over a business lunch, an outstanding networking event, or even a round of golf lasted forever. We bonded. Apparently, I’m not the only successful executive who knows that, although I may be the only one who wrote a book about building business relationships over lunch (“The Art of the Business Lunch: Building Relationships Between 12 and 2″).
A compromise can be reached, too, by holding smaller meetings with an assist from technology. But to build long-lasting, solid business relationships, seize some face time!
BTW, the Ritz-Carlton weighed in on the report to reach out to business travelers by offering “Meetings Within Reach,” a value-added opportunity for organizers of on-site seminars, executive retreats, and other corporate events. Their message is “It’s not extravagant IF it produces results.” I’d like to give special thanks to Bruce Himelstein, Ritz-Carlton’s senior vice president of sales & marketing. He acknowledged that technology can never replace the “traditional methods of dealing with people in person…” I rest my case … there is NO Substitute for QUALITY “Face time.”
Notice: I am currently seeking annual contracts with companies who would like to send me out to speak to their clients on the importance of quality face time and how to build productive business relationships. E-mail me to explore the possibilities.
“The Queen of the Business Lunch™” on Face Time
I guess everyone wants to know how I became “The Queen of the Business Lunch™” (a nickname my clients gave me). I’ll get to that in a minute. My book, “The Art of the Business Lunch: Building Relationships Between 12 and 2” has become a tremendously helpful guide for entrepreneurs and business professionals. And now, I want to help even more people through speaking engagements as well as endorsement deals.
I’ve been focused lately on helping businesses to build deeper, more caring relationships. Allowing others to really get to know you – even some of your vulnerabilities – is invaluable. My newest keynote presentation is titled, “B Face 2 Face 4 Success.” It’s spelled out like a text message because the very technology that was supposed to help us seems to have consumed us, instead!”
It’s apparent that creating new ways to generate quality face time is on everyone’s mind – from iPhone’s “FaceTime” software to American Airlines’ new business-class swivel seats for in-air face-to-face meetings as well as their offering air-to-ground calls on the new iPhone, to CISCO’s recent campaign: “Welcome to the human network.” Corporate America is going all-out to put us FACE to FACE with each other.
I can help companies drive the message home – whether that message is “Breakfast is the new lunch!” or “Take time to make face time,” or even “Connecting on a budget.” As a Business Relationship Expert, I show how to create the quality face time that can help individuals to achieve greater success and companies to connect more deeply with their customers and clients….even on a simple coffee date. Also, many people need help with how they are supposed to behave when they are – finally – face-to-face!
My colorful stories help people create more productive “face time” when out with their clients – from getting that first, all-important face-to-face meeting to building lasting relationships. The more people you know, the more people you can get to know. Everyone in your circle knows other people who may need your services or products. Successful professionals understand this and take mere networking or business meetings to a much higher, personal level.
Information about Business Lunch is IN DEMAND! Here I am featured in SERAI - a trend-setting Japanese magazine
I recently trademarked “The Queen of the Business Lunch™” since I’ve become so well-known by that nickname. If you are just getting to know me, you will appreciate that during my advertising sales career, I personally hosted more than 3,000 client lunches and saw my sales increase by more than 2,000%. I wrote my first book on the business lunch and building relationships to help other business professionals become more proficient at building productive business relationships, particularly by sharing a meal with their clients. I’m excited to share that the book was so popular that it is now available in twelve languages.
Now, I’ve taken the foundation of the principles in the book and expounded on them to apply to today’s tech-obsessed world, when a great business lunch isn’t always an option. There are many alternatives to a business lunch, especially for those who are on a seriously limited budget. I enjoy helping others to create quality face time regardless of their circumstances. Distance and limited money are no reason to stay behind your desk all day. Sometimes, we just need to get a bit more creative.
In “The Power of the Platform: Speakers on Life,” the newest anthology in “The Power of the Platform” series published by the Las Vegas Convention Speakers Bureau, I shared a story in about my friend, marketing consultant Phil Robertson. In discussing the importance of opening your home to clients, Phil shared, “Now that I think about it, I realize I’ve never lost a client who has been to my home for dinner!” Of course I was not surprised at all; candor and vulnerability can help your business associates to see you as a human being. Exposing your true self can help you to create even better business relationships that will, ultimately, pay even greater rewards – personally and professionally.
If you’d like information on bringing me in to speak to your organization or to inquire about endorsement opportunities, please e-mail me at Robin@RobinJay.com or call 702-460-1420.
Successful Entrepreneur Panel & Book Signing: Sat. 6/26
Join me, Sat. June 26th, to discover how YOU, too, can become a successful entrepreneur!
JOIN ME – “The Queen of the Business Lunch™” when I am one of the featured panelists at the Entrepreneur Panel and Book Signing Community Event in West Summerlin, this Saturday, June 26, 2010 * Time 3:00 pm – 6:00 pm.
Three out of four people would like to be an entrepreneur!
Teen Entrepreneurs of Las Vegas invites you to an open discussion with successful entrepreneurs who will share the stories of their success,answer your questions, and sign their books. Find out how I became a Speakers Bureau President, Motivational Speaker, Award-winning Author, and Publisher!
Join me for this afternoon of celebrating the Entrepreneurial Spirit
“Find your passion amd live your dream”
WHAT BUSINESS WOULD YOU START IF YOU HAD THE CHANCE?
I will be joined by Brenda Ward, Marit Macchia, Regina Ruf, Leslie Gomez, Angelique Daniels, and Will Pettaway.
This fabulous event is sponsored by: Teen Entrepreneurs of Las Vegas and Body Spa West
LEARN HOW WE DID IT … LEARN HOW YOU CAN DO IT, TOO!
at Body Spa West @ 8751 West Charleston Las Vegas, NV 89117.
For More Info: call 702- 885-3011 or visit: TEOLV.ORG
How Do You Ask a Client to Lunch?
A Gift Bag - Always a Great Attention-getter!
You are ready to invite a really BIG client out to lunch. You have the perfect “power lunch” spot picked out. You have your corporate expense account ready to roll. You just can’t figure out the best way to invite a client to lunch. You are not alone!
Seems many executives choke a bit when it comes to inviting a client out to lunch … and the bigger the client, the more anxiety about lunch. It’s really easy to invite a client to a business lunch – and you are only limited by your own creativity. I’m saving the VERY best method till the end – but don’t skip ahead. If you do, you’ll miss some great ways to get creative!
Imagine an executive’s secretary walks into his or her office around 11AM,
You call THIS lunch?!
and sets a shiny gift bag on the exec’s desk. “This came for you just now.” Inside the shiny bag, the executive finds a brown paper bag. In the bag is a square, sandwich-sized container with a VERY dull sandwich inside – perhaps two slices of plain white bread with a single piece of American cheese between them or a classic PBJ, and an apple.
Written on the outside of the lunch bag in black marker, a note reads: “You call THIS lunch? Meet me at The Palm next week for a steak! ~ Robin Jay.” Your business card is stapled to the top of the bag. Really … who could resist an invitation like THAT?!
A stunt like this is over-the-top – but wouldn’t YOU love it if someone went to that much trouble to invite YOU to lunch? I know I would!
If you want a more subdued method for asking a client to lunch, a written invitation can work, though be careful you don’t come across as desperate! Sometimes, in today’s fast-paced business world, catering to old-fashioned methods might make you seem out-of-date; send a quick text message invitation – “When can I take you out to lunch?” – and you might seem insincere or uncaring. It can be challenging, indeed!
You can always just pick up the phone ~
There is always the phone call. Be direct … and be friendly. Now that I’m an entrepreneur, one of my pet peeves is people calling who 1. Don’t identify themselves IMMEDIATELY, and 2. Don’t get to the purpose of their call directly. If I don’t know you, why would I want to go to lunch with you?
Remember W.I.I.F.M.!!! What Is In It For ME?! I don’t get to socialize with my dear friends as much as I would like – so for me to make the time to have a lunch with a stranger, there had better be a good reason.
“Breakfast is the New Lunch”! …or shall I say, “Coffee is Quicker”!
A coffee date can be "Outta This World!"
If you want to BUILD a relationship with someone by asking them to break bread with you, you might have an easier time getting them to say “yes” by making it easy FOR THEM. Coffee is fast. Meet them near their office.
BEST OF ALL: The VERY BEST way to invite a client to a business lunch is to find someone who PERSONALLY KNOWS YOUR PROSPECT. Ask THEM if they wouldn’t mind setting up a lunch date. Tell them lunch is on you. This “Middle Man” of sorts knows both of you. They will probably be delighted to help you arrange a meeting. And – of course – they will get to enjoy a wonderful free lunch!
WHEN ALL ELSE FAILS: Network, network, network! EVERY time you attend a networking event, you will meet at least 10 people who each know at least 10 people … and so on. Ask around. Find someone who knows the people you want to get to know.
Remember: An INTRODUCTION is the VERY best way to meet someone new. If you can arrange an introduction, asking clients to lunch will be the easiest thing you’ve ever done.
Client Lunch? Happy Hour? Try My Favz!
The best drinks in Las Vegas are here...
I haven’t written a dining review in a while and I’m well overdue – since it seems I’ve been out socializing…drinking and eating a LOT lately…for business AND with friends! When I’m out and about and just loving a place, I want to share it with my readers. I have a few places in Las Vegas that I absolutely adore. They are consistent, the service is outstanding, and they are perfect for what I want at the time.
Whether I’m meeting a client for happy hour, taking clients or friends to a business lunch, or just building relationships, having a list of the best restaurants in Las Vegas handy makes scheduling networking and socializing events much easier.
I had dinner recenly with Mitchell Davis, owner of ExpertClick.com and the Yearbook of Experts. I use Expert Click to send press releases. Mitchell was visiting Las Vegas for the Consumer Electronics Show and was staying at the Rio. He suggested we have dinner at Gaylord’s Indian Restaurant. When I saw a list of specialty drinks that featured a cardamom martini, a black raspberry martini, and an elder fizz, I couldn’t resist. I love Indian food and especially the exotic flavor of cardamom.
I ordered a cardamom martini, which was masterfully blended by Jozef. Jozef is an artist; he keeps fresh ginger and cucumber, cardamom pods which he grinds up on the spot, fresh nutmeg…and many more special ingredients lined up at the back of the bar.
Gaylord's @ The Rio Hotel & Casino in Las Vegas
For weeks, I thought about that delicious martini. I craved another one and talked about it so much that within a few weeks, my friends and I were at the small (REALLY small – just six seats!) bar, ready to see if it was as amazing as I remembered.
Phil Robertson, president of Common Sense Consulting, and Mike McGettigan from Langan had grown tired of hearing me boast about this heavenly cocktail. They soon concurred, however; this martini is heaven on a stem. Jozef went all out and – knowing he had some aficionados – created several amazing drinks for us.
With his incredible array of fresh ingredients, Jozef was ready to make whatever we wanted. He put some “secret” ingredients into our first martini; watching him work was better than watching a television cooking show! He took extra care and worked hard, and finally presented us with the much anticipated blends.
We drank them slowly, savoring their fresh, unique flavors and some lively conversation. I can’t recommend this little treasure enough – but make sure you go when Jozef is working. The food at Gaylord’s is the best Indian food in Las Vegas, but why not go when you can have a cardamom martini, too?!
Another consistent, delicious getaway is Grape Vegas at Town Square. It’s a fun, cozy spot with a great happy hour. Their wine list is impressive. General Manager Jennifer Gaydeski and Manager Kevin Mahony each stopped by to make sure everything was wonderful…and it was.
One of the aspects I really like about Grape is that it’s a kid-free zone, which is as it should be. Even though the space can get noisy – especially during a Friday night happy hour – it’s nice to know that it’s adults only. Kids, BTW, are allowed on the patio. The restaurant displays the somewhat exotic artwork of Las Vegas artist A.D. Cook on the walls, and it is not necessarily anything you’d want to explain to a child. It’s subtle and beautiful, but naked breasts abound.
I recommend you sample their menu of treats while you enjoy your happy hour. One of my favorites is a flatbread with fig, prosciutto, and brie – outstanding! And Grape also has some great hummus and sliders – always yummy. I think, however, charging 50 cents for sauce for the sliders seems silly; I’d like to see the management change that. I’d rather pay 50 cents more and have the sauce come with – agree? It’s like paying $50 for a prix fixe dinner, roquefort dressing, 50 cents extra!
Bottom line? I wish we had more fab places like these two gems in my neighborhood of Henderson. So far, my favorite place in Henderson is my own kitchen! Enjoying your own home, cooking, and atmosphere makes finding a great venue out that much harder. But, wherever you go, don’t forget the most important ingredient: Great FRIENDS and stimulating conversation!