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.
Being “The Queen of the Business Lunch”
Even a "Queen" needs a new logo once in a while!
I often get asked about my nickname, “The Queen of the Business Lunch.” It’s been years since I wrote the award-winning book “The Art of the Business Lunch: Building Relationships Between 12 and 2″ and even longer since I earned my nickname. I thought since I just got a new logo, I would take this opportunity to share some of my business lunch tips and business relationship expertise.
First, the nickname. It came about as a combination of many things. The nature of my business was such that I merely needed to stay in touch with many of my clients. Once I sold them, they were sold, so I didn’t need to do any more convincing. By the nature of my work, all I could do was take them out to lunch, build my relationships, keep them up-to-date on what was going on with my business and our industry, their industry, and so on. What better way to do this than over lunch?
I took great care of my clients, and since I had so many of them, I would book lunches weeks in advance. This of course meant that I, too, was booked weeks out. Friends in the business would call me to book lunch. “How about next Tuesday.” “Can’t…I’m booked already.” You can imagine how long it would take to find a “free” day!
It wasn’t unusual for me to be booked as much as three or four weeks out. And THAT is when the name calling started. My peers would tease me and say, “You don’t really work … You are just the Queen of the Business Lunch!” I took great offense at this, at first! I worked VERY hard. It’s never easy to make something LOOK easy. Of course my friend were just teasing. They knew how much business I was booking and that it didn’t happen by itself.
That is why I wrote “The Art of the Business Lunch.” I had hosted more than 3,000 client lunches (do that math – at a conservative 4x a week (considering business breakfasts, mixers, and lunches combined), times 52 weeks a year, times 18 years…) and I saw my sales increase by more than 2,000%! I knew I was on to something. I wanted to share my Business Relationship Expertise with business professionals everywhere.
Here are some quick tips:
- Always make a reservation.
- Don’t skip lunch; if you’re crunched for time, meet your clients for breakfast! You’ll save money, too.
- Prepare for casual conversation. Avoid awkward silence by knowing a little about a lot.
- Choose a restaurant with a great menu, lots of selections, and a medium price – unless it’s a special occasion.
- If you can wait, don’t bring up the subject of business until AFTER everyone has eaten. We tend to be more receptive to new ideas on a full stomach.
For more tips, click the RSS link to subscribe to my blog, or click the products menu button at www.RobinJay.com or Amazon.com to order “The Art of the Business Lunch.” Remember – how you behave while at a business lunch can MAKE or BREAK a deal! Don’t risk it – stack the deck in your favor by being prepared.
WHY is the Business Lunch SO IMPORTANT? Watch this quick video to discover the answer….
The Art of the Apology: I’m SO SORRY!!!
Use Caution When Sending a Big E-mail Blast!
Do you work with a DATABASE? I do – and in my attempt to UPDATE my newsletter list, I made a mistake that upset a LOT of people! Lauren Bloom, attorney, author, and speaker, wrote a book called “The Art of the Apology,” and I think I need her help!
As you may know, I have a wonderful, FREE, e-mail offer called “7 Steps to Networking Success” which I set up years ago at Robin Jay.com. If you sign up on my home page, you will receive the best of my networking tips that will support my status as a Business Relationship Expert! I get great feedback from it and I know it has helped a LOT of people!
Order Lauren Bloom's Book: The Art of the Apology - You never know when you might need to apologize!
Okay, Robin…cut to the chase! I imported 2500 names (from my list of about 3,000) to new database software. WHILE I was on the phone with the guy from the software company, he asked, “Is this campaign ready to go?” I said, “YES … but I need to modify the first page.” Can you believe that between the “YES …” and the “But” – he hit SEND!!!?!?
Needless to say, my “Welcome to my new newsletter” went out as “Thank you for signing up for my 7 Steps to Networking Success program!” Many people were upset – understandably – as they had NOT signed up for a new, 7-part email program!!!
Oh Lauren – I can’t take it back! Of course I sent customized notes to EVERYONE who was upset, sent them a FREE e-book, and apologized profusely. The LAST thing I EVER want to do is annoy people with unwanted e-mail! But the people on my list are ALL people who had given me their card! Either they have heard me speak, met me at an industry event, or somehow “opted in.” It’s been so long since I’ve been in touch, I can see why they might not remember me! They had been getting my newsletter (the last one went out in JANUARY!) I was just trying to switch over things to expedite my mailings. Ay-yi-yi!
It has become glaringly apparent that people are WAY TOO STRESSED! The feature I LOVED about my software is that it has a “double opt-in”system. If you receive something from me and you don’t want it, just do nothing. You won’t hear from me again UNLESS you click the link that says “OKAY!” But people did not read down far enough to see that. It also offers a huge UNSUBSCRIBE link at the bottom of every e-mail. I would think professionals would be savvy enough to know that! Instead, they took the time to send me ugly e- mails! (When all they HAD to do was NOTHING – simply nothing.) Wow – I’m so SORRY! My only crime is wanting to stay in touch and keep my contacts updated.
Apparently, many of us have have lost our sense of humor along with our tolerance. I URGE you – if you are so stressed that you are snapping at someone that you know – even vaguely – when they are TRYING to help you to become more proficient at networking – PLEASE take a break! Sip a latte, enjoy a night out, or have a massage!
I get so much e-mail I don’t want – and I hit the JUNK folder or the DELETE key. Life is really so much simpler than we make it! I apologize again! I hope you are enjoying your day. And, if you need to apologize to anyone for anything, tell Lauren I sent you. 
“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.
Mad Men Returns; Time to Entertain Clients Again!
MAD MEN: Entertaining Clients is SO COOL!
Those of us who need a big, delicious fix of Don Draper and his entourage will finally get it when season 4 of MAD MEN premieres on AMC TV July 25th. Of course “The Queen of the Business Lunch™” will be watching to see how the development of the new start-up, Sterling Cooper Draper Pryce, progresses and how they go about romancing all the clients away from their former agency, Sterling Cooper. I anticipate that as the MAD MEN get busy romancing clients, there will be many business lunches and cocktails consumed over the course of the new season.
A visit to the MAD MEN website reveals everything you need to know about what has ALREADY happened on the show; there are few spoilers, if any. But, what you WILL find are recipes for 1960’s cocktails, blogs, fashions from the ’60′s, and even furniture from the era that gave birth to modern advertising. My background in advertising makes every scene that much more delightful, but my career as “The Queen of the Business Lunch™” makes me eat up every scene that has to do with socializing with clients.
In spite of the apparent “glamour” associated with the 3-martini “Power Lunch” and smoking cigarettes, be forewarned: it is NOT cool to get drunk in front of clients! Just ask Freddy Rumsen. Peggy Olson now occupies poor Freddy’s office and drinks from his private bar. It seems society expects us to be able to enjoy a drink or two, but that we should never let our liquor get the better of us. I can’t wait to see Peggy invited to join in on a client lunch. I think her character would bring a lot to “The Art of the Business Lunch”!
Client lunches are so much more sedate these days! Drinking in the middle of the day is typically frowned upon. Drinking in your office is almost never heard of. Yet we need to take our clients out to lunch and build solid relationships with them. We need to seize every opportunity for quality face time. Watch these MAD MEN get in trouble, as I’m SURE they will, and remind yourself that socializing with clients is as important as ever, but you need to take it easy.
MAD MEN is as tasty a treat as it gets. We now know so much more than we did back in the 1960′s. Too much booze will ruin your life, smoking is hazardous to your health, spanking your secretary on the bum will get you sued for sexual harassment, and we need to wear our seat belts. Perhaps our coming of age and today’s era of knowing better – and having better ways of networking - is just what makes this show so decadent.
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.
“The Queen of the Business Lunch” – There is Only One!
"The Queen of the Business Lunch" Gets Trademarked!
Well, it is about time! “The Queen of the Business Lunch™” is FINALLY trademarked! Robin Jay is the OFFICIAL “Queen of the Business Lunch”! You may be wondering what it takes to earn such a title. I’m here to answer your questions!
I hosted more than 3,000 client lunches during my years in advertising sales – though I’m quite sure that is a conservative estimate. My guess today would lean more toward 4,000. During that time, I saw my sales increase by more than 2,000%! That told me that I was doing SOMETHING right. I was compelled to share my tips and techniques with the world … and so I wrote “The Art of the Business Lunch.”
A lot has happened since I began this journey of sharing ways to build better relationships in business. First, most people are actually AFRAID to have lunch with me! Can you imagine? As a Business Relationship Expert, I can see why. But relax! There is no need to fear. The book has been printed. I am no longer looking for extreme examples to write about (Oh – except for my BLOG – where you may just get a mention or two if you misbehave during a business lunch with me!)
The Art of the Business Lunch - A MUST-READ for Business Owners & Sales Professionals
Seriously, the book is a fine example of the BEST behavior you can exhibit. Unfortunately, many of the anecdotes came from MY own MISTAKES! Sure, I’ve said the wrong thing at a business lunch. Of COURSE I’ve spilled my drink at a client lunch. And those times when I got back into my car only to discover food in my teeth? OMG! I hate that! Why didn’t someone TELL ME? But why make all those mistakes yourself when I’ve already made them FOR YOU!!! We don’t need to reinvent the wheel.
The secret to an outstanding, successful “power lunch” is to be prepared. Visit my video channel on YouTube to view some of my tips. Here’s one of my favorite videos that explains WHY the business lunch is SO IMPORTANT!
What to Order at a Business Lunch
Eat Right: It's the Fuel You Run On!
I really don’t eat HALF of what I’d like to! I could eat molten lava chocolate cake with vanilla bean ice cream after EVERY meal…even breakfast. On those rare occasions when I’m out and the ice cream is real, I can’t believe how delicious and creamy it is. Maybe that’s because the only ice cream I keep in my house is either low-fat or sugar free; no wonder “real” ice cream tastes amazing!
When I’m speaking about how I have hosted more than 3,000 client lunches, I often hear, “How come you don’t weigh 300 pounds?!” As you can see in my interview with MSNBC-TV, I told Chris Jansen that while I was taking clients out to eat several times a week, I had FOUR gym memberships all over town and I worked out A LOT! But what I didn’t get to mention was that I also ordered smart food and I ate my biggest meals during my BUSINESS LUNCHES.
There are so many reasons for ordering a more healthy lunchtime meal – to watch your weight and eat healthy, to have food that is easy to eat (it’s a LOT easier to get small bites of a piece of fish in your mouth than it is to down ribs or an over-sized burger!), and to focus more on the meeting that the eating. But there is another reason why you might want to order salads, fish, or lean meat – especially when out with clients.
Eating smart makes you sharp. Sure, you’ll look successful….but you’ll also be able to THINK like a winner. I spoke with one of my coaching clients today. She sounded tired, worn out, beaten up, frustrated, and down. She was angry at certain things going on in her life and was having trouble remaining optimistic.
About an hour into our session, I realized she had not been eating right. She’s had a kidney transplant and is on more meds than the average person. If she doesn’t eat, the meds mess up her stomach. If there isn’t healthy food prepared, easy to prepare, or ready to eat, she’ll eat what she can. Sound familiar? Of course it does…we ALL do that!
My client has an extra challenge, though. She is blind. She can’t just jump in her car and run to the store or Whole Foods to pick up a healthy meal or snack! A few bus transfers and an hour later, she MAY find something decent to eat.
It’s funny…she came to me to help her with her speaking and writing career. She is getting her Masters in Interactive Design so she can help other people by developing user-friendly software or by designing buildings for optimal accessibility. I am not a nutritionist. But if this woman is not able to think clearly or function, then before I can help her to write or speak professionally, we have to put some of the best fuel in her tank….(her THINK TANK!)
Failing to eat healthy food is a lot like trying to run a car on corn syrup instead of gasoline. Sure, it might get down the road a bit before it conks out, but it will eventually kill the engine. Cars need fresh oil, gasoline, spark plugs (ENERGY) and healthy tires. Why can’t we view our bodies the same way? Let’s put the right fuel in so we can perform at our best! A business lunch is no exception – eat smart to stay sharp!
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!