You can get many clients and customers who at first, come to you just because of your marketing plans. Yet, if you want to hold on to them longer, you will need to see them in meetings. With the development of technology today, online meeting is about to replace many other forms of meeting for its convenience. However, you should not abuse online meeting and use it all the time, which will decrease the bonding level of your client relationships. Instead, try some types of direct meeting such as lunchtime meeting. Why? Following are 4 reasons for it.
Neutral environment
Either your office or client’s offices are not the fair for both of you as people often feel more confident when in their familiar territories. Many meetings are for contract preparation and any of your advantages might become threats to the other. Thus, if the meeting happens in your office, the client might hesitate to agree with any of your proposals. In contrast, arranging an appointment in a cafe or restaurant for lunch will make clients more comfortable as it shows that you do not want to take advantage of them.
Easier to concentrate
Unless you have a private room, your office tends to have many sources of distraction with endless notifications of phone calls, text messages, emails or the sound from machines and employees. Whereas, a lunch meeting will have none of those distractions except for some chit chat which is not related to your project from the other tables. You will have a better chance to call for client’s full attention to reach any agreements quicker.
Get things under control
The fact that you should not use territory advantage does not mean that you should not create any advantage at all. Whether you are the one who chooses the location or not, try to get there early to control the environment. Even the smallest details can bring back underlying results. For example, instead of choosing a random table, you should order the one next to a wall. It will create an illusion of confidence and invisible force that puts pressure on clients. As a result, your proposals might be more persuasive.
Time and relationship
Normal meetings such as online or formal in-office meetings often have a limited amount of time for you to display all your ideas. Whereas, inviting clients to meet at a lunch will give you around 1 hour or more to both have a meal and discuss all your points. Moreover, it will make clients feel that they are saving time by dealing work at lunchtime then they might be more willing to sit longer and hear you all.
Besides, people tend to share more personal details through meals. If you finish business contents early, you will have time to find out more about client’s other aspects and improve the bonding level of those relationships.
A piece of advice
Pay the bill. If you wait until the end of the meal to let clients split the total amount on the bill with you, the meeting will turn into a 100% business meeting and your effort to get closer might be in vain. Instead, try to give the waiter your credit card and pay for the meal before you complete eating. It will make clients feel that you are generous and that you treat that meeting as an intimate one rather for-profit one. The next appointment and proposal will be easier to set.
