Doing business over meals is a ritual that has existed for centuries. Taking clients to breakfast, lunch or dinner has long been an effective way to build relationships, make
sale or seal deal. These business meals are essentially business meetings. Knowledge of your product or your service is crucial to success of meeting, but so are your manners. Too many people jeopardize an opportunity because they fail to use good dining etiquette. Here are a few basic rules to make experience pleasurable and profitable.Know your duties as host. You are in charge. It is up to you to see that things go well and that your guests are comfortable. You need to attend to every detail from extending invitation to paying bill.
Plan ahead when you issue invitation. Allow a week for a business dinner and three days for lunch. Be certain that date works for you. That might sound obvious, but if you have to cancel or postpone, you can look disorganized and disrespectful of your clients' time.
Select a restaurant that you know, preferably one where you are known. This is no time to try out latest hot spot. Being confident of quality of food and service leaves you free to focus on business.
Consider atmosphere. Does it lend itself to conversation and discussion? If you and your clients can't hear each other over roar of diners and dishes, you will have wasted your time and money.
When you make your reservation, let staff know that you will be dining with clients. If your guests suggest a restaurant new to you (perhaps you are hosting clients out-of-town), call ahead and speak with maitre'd. Make it clear that you will be having an important business meal and picking up check.
Confirm meal appointment with your clients day before if you are meeting for breakfast or that day if you are having lunch or dinner. Things do happen and mix-ups occur.
Arrive early so you can attend to last minute details. This is perfect time to give your credit card to maitre'd and avoid awkwardness that seems to accompany arrival of bill.
Take charge of seating. Your guests should have prime seats-the ones with view. As host, take least desirable spot-the one facing wall, kitchen or restrooms.
Beyond being polite, where you seat your guests is strategic. When you are entertaining one client, sit next to each at a right angle rather than across table. With two clients, put one across from you and other to your side. If you sit between them, you will look as if you are watching a match at Wimbledon as you try to follow conversation.
Allow your guests to order first. You might suggest certain dishes to be helpful. By recommending specific items, you are indicating a price range. Order as many courses as your guests, no more and no less, to facilitate flow of meal. It is awkward if one of you orders an appetizer or dessert and others do not.
