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It’s not easy getting clients for your business or for the company
you work for; neither is keeping them. The work doesn’t stop when
you have finally turned your prospective client into a successful
business partner; it is just about to start.
Building good relationships with your clients
ensures a steady business from them. There are many possible ways on
how you can keep your clients from transferring to the competition.
Conducting business lunches is one.
Most businesses spend time and money taking
clients out to lunch or dinner. The business lunch allows a deeper
interaction with clients which goes beyond simple introductions. It
is one way to personalize your business and make them comfortable
doing business with you.
Taking lunch with your client is similar to
having a date where you get to know more about the person you are
with. If you make a good impression, you have a good chance of
getting a second date, then a third one and beyond. If you are
perceived to be an unlikable future partner, it can mean a huge loss
for you.
There is the proper way to conduct business on
the table in order to achieve client satisfaction. We can learn a
lot from the book The Art of The Business Lunch by Robin Jay, a
business relationship specialist. Allow me to discuss some of the
pointers she mentioned in the book.
First, your appearance, behavior as well as the
words that you will utter will count on how the clients will
perceive you. Always dress professionally. Your overall
appearance should be one of your first considerations when going to
a lunch with a client. A run in a woman’s stockings or dirt in a
man’s necktie can make or break a business relationship.
Second, be prepared. Bring with you a casual
topical conversation. Find a common interest that will provide an
opportunity to invite the client again. No matter how
“different” you are from each other, there must be some common
ground on which to build a strong foundation.
While you are discussing that common interest or
while both of you are indulging in your favorite dessert, you can
now slide smoothly into talking about the business.
Watch your words when talking to your client.
You can’t be overly confident. Don’t put your client in an
uncomfortable situation. Try to avoid discussing delicate subjects
such as politics, race and religion. Better be safe than sorry.
Always take into consideration the needs of your
clients. Focus on the process of the interaction. Be mindful of what
the clients are really saying, meaning their underlying needs. Put
yourself in your client’s shoes. See things from his perspective.
Attend to his needs and your needs will be met as well since you
will get more clients.
Once you have learned the art of the business
lunch, you can make your client continuously do business with you,
instead of your competition.
Jayjay Viray is the Country Manager of JobsDB
Phils, Inc. Log on to www.jobsdb.com.ph for job opportunities. For
feedback, e-mail feedback@jobsdb.com.ph
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