A Successful Client Lunch Date

Inviting a current client or a potential client to lunch can be beneficial to your business.  A lunch offers a casual environment where you can get to know your prospect better on a personal level.  In my sales experience, you must first sell yourself.   It will allow you to engage them in a different way and finally, discuss important topics. Follow Don Draper’s lead…oyster and martini lunch anyone?

If a Mad Men style lunch is a stretch for you, start by putting a little thought into the invitation, reservation, location and conversation. Below are highlights of the 4 elements of navigating a client lunch. Follow these and you’ll be on your way to a successful lunch meeting.

The reservation
Schedule the lunch around noon.  If you can swing an 11:30am or even 12:30 or 1pm lunch reservation you are more likely to miss the major lunch rush.
Scheduling at a later or earlier time if you have a better relationship with your client. 
If you’re treating someone to lunch, play it safe and make a reservation. You wouldn’t want to be waiting on a table while you could be doing other work.

The invitation 
Your initial contact should be via the phone or in person, but the lunch can be scheduled via email.  This is helpful to reference back, especially if you are planning the lunch a few weeks out.  Make sure to include the date, time and location with an address.
Extend an invitation if your client lead is interested enough to chat with you more.  Make it valuable for them, since they are taking time out of their busy day.

The location 
It’s best to meet in the middle, but it can get tricky if you don’t know the area. Make sure you're considering what the space is like. Know the food, seating and noise level so you are recommending an appropriate spot.  A little research before making your suggestion can go a long way.

The conversation
Client lunches tend to be more 1-on-1 experiences, so it’s usually best to come prepared with a few topics you can discuss.
Start with casual conversation topics before jumping right into business.  I have found it works best to keep it light during the ordering and eating, then really dive into the business side of it after your lunch dishes have been cleared.  That way if you brought any visuals to share with them you are not try to negotiate around a half eaten chicken sandwich.

Follow-up with your client the next day on your conversation and business topics.  You could also send them a hand written note card for joining you, even if you were the one treating.

Cheers!

Kristen