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.