Seal the Deal at Your Next Business Meal
By Beverly Samuel, MS, AICI FLC, SAC Dip.

 

As much as fifty percent of business is conducted over the business lunch or dinner.  That is a lot of opportunities to make deals or blow them!  When it comes to business dining, there are a few important topics beyond rudimentary table and restaurant etiquette that can stand in the way of deal-making.

 

Prepare

Prepare your business objectives before you arrive, and have your talking points ready.  You want the conversation to go smoothly, so do not attempt to memorize a script.  Remember to actually ask for the deal, if that is your objective.

 

Call Ahead, Arrive Early

Call ahead to reserve a good table, and arrive early to greet your guests at the door.  As the host, it is your responsibility to pay for the meal.  If the meal is somewhat casual, a guest might insist on paying.  It creates awkwardness at the table when the guest and host are fighting over the bill.  You can avoid an unpleasant situation and have a smooth transition from mealtime to departure by offering your credit card when you first arrive.

 

Seating Arrangements

The client is the most important person at the dinner, and, if you intend to actually discuss a business deal, do not allow them the most scenic view in the restaurant or the opportunity to observe other patrons.  These can prove to be distractions for the client with which you may not be able to compete.  With that said, if you are dining with a group, be sure to seat the decision maker at your right hand so that you can easily conduct business.

 

Introductions

When introducing business guests to each other, say the name of the person to whom you want to show deference first.  If you are dining with ‘civilian’ business people, everyone is a Mr. or a Ms. (not a Mrs., unless you know she wants to be referred to in that manner).  Titles and honorifics can get a little tricky, so do your homework and become familiar with the various forms of address to avoid embarrassment.

 

Ordering

Remember that business is not discussed until the ordering is done.  In some cultures, business is not discussed until the meal is over.  If you are dining with someone from a culture that is unfamiliar to you, do some pre-work to understand what is expected of you at a business dinner.

 

As the host, you can make suggestions to your guest if they are not sure what to order.  Let your guest order first, then you order something in the same price range.  If you are more interested in the deal than the meal, order anyway.  Don’t leave your guest with the awkwardness of eating alone.  If your guest orders a salad, order one, too, even if you only take one or two bites.

 

Avoid entrées that are difficult to eat in public, like barbecue ribs or spaghetti.  Go for the penne pasta instead.  Also, make sure that everyone stays on the same course; you don’t want to be still on your salad while your guest is ready for the entrée.

 

When it comes to ordering wine, the best wine is a matter of taste, not cost.  If you are clueless about wines and want to look like a class act, show the menu to the wine steward, and indicate that you want something “from this area.”  “Your guests won’t know if you mean the region or the price,” suggests Maria Everding at the Etiquette Institute.  Be sure to not overindulge in wine – drinking one glass over an hour’s time will keep you out of trouble.

There is so much to learn about business dining, but these suggestions can get you started on savvy dining and deal-making.  There can be a lot at stake, so use everything you learned as a consultant or professional - all of your sales, negotiating, body language, image, etiquette and dining skills and experience should come into play.

As always, practice makes perfect.  Learn from every dining experience so that you can be closer to perfecting the next one.

 When in Doubt, Hire a Professional
Consider hiring an image and etiquette consultant to work with you to define your business dining objectives and to help you put together the attire to influence the perceptions of your clients and prospects.

You are now equipped with the knowledge and information to create a business dining experience that can clearly reflect your high level of professionalism. Read this article before your next business dinner or lunch and you will be equipped with the business dining skills that will bring many rewards.

Beverly Samuel, MS, AICI FLC, SAC Dip., is a Certified Image and Etiquette Consultant and Peak Performance Coach who designs and delivers customized programs on etiquette, presenting a professional image, and non-verbal communication to meet the needs of consultants, professionals and politicians. Her signature programs include Body Language and Business Practices, The Power of Color in Business and Leadership, and It's Time to Put the "Business" Back into Business Casual. She is also a facilitator of the Get Clients Now!^TM, a 28-Day Marketing Action Program that teaches consultants, coaches, service professionals and small business owners how to get more clients, get better clients and make more money with less effort.

Beverly is a member of the National Speakers Association, co-author of Executive Image Power, to be released in May 2009, and Editor-in-Chief for the Association of Image Consultants International (AICI) industry magazine, Image Update, which is distributed to 42 countries. She has edited and written articles for the Special Departments, the Holistic Department and the Etiquette Department sections of the magazine.

Connect with Beverly at www.PhoenixImageInstitute.com.