How to Host a Productive Business Lunch: Things to Do Before Meeting Your Client – Week 1

Although I was never a huge fan of lunch meetings (seems so much time can be wasted), many attorneys still find these business meetings productive. Over the next three weeks, we will provide you with strategies to build your book of business this summer with productive lunch meetings.

Try this when you are preparing for your productive lunch meeting:

Before the Lunch

Select Your Outfit - As you only have seven seconds to make a first impression, you want to ensure it is the best one every time. In those seven seconds, people assess your age, income, marital status and income. For a lunch appointment, choose solid, dark colors and slim sleeves.  You will be seated so make sure your top has clean lines with no fuss -- pay special attention to your sleeve length to avoid any embarrassing incidents with your sleeves in food or drink. The only clothing and jewelry details your client can see is from your waist up so pay special attention to your scarf, tie and jewelry to ensure you don't look cluttered.

Select Jewelry Conservatively - If you are eating lunch, you want to ensure your jewelry doesn't distract your clients. Have an elegant watch, no more than one ring per hand and bracelets should not make noise or touch the table when you eat.

Develop Restaurant Relationships - Develop strong relationships with several venues to assist a successful business lunch. Choose a cafe, a mid-priced lunch venue and an expensive lunch option. Get to know the staff, servers, host and menu. This will ensure every time you host a client or colleague at these venues they will provide you with exceptional service.

Know the Menu - Be familiar with at least three options from each menu at your chosen locations so you can impress your guests with several recommendations when first seated.

Invite and Pay – If you invite a guest to join you for lunch, you pay. It is simple. Let them know you would like them to join you as your guest for lunch; these simple words avoid confusion of who is paying for the meal.

Don’t ‘Pick Someone’s Brain’ – This is one of the ugliest statements ever created. It isn’t the impression (or visual) you want. If you are inviting someone to lunch to seek their advice, get their feedback or to brainstorm with them, let them know that is your agenda.

Reserve and Request - When you make your reservation, advise the venue you are hosting an important client and want their best table for quiet, productive conversation. Place a request for their best table where possible.

Book and Advise - When making the reservation also advise the venue that you want to provide a credit card when you arrive to ensure no check is bought to the table. Ask them to be discreet while serving you, as it is important that the client is focused on the conversation not the disruption.

Arrive Early and Pay - When inviting a guest to lunch arrive early and advise the host not to bring your check to the table. Advise your server to place all charges plus a 20 percent tip on the credit card and advise you will collect the receipt when you leave. This simple, elegant act avoids any awkward conversations at your table.

Note: My clients call this “pulling a Neen,” as I do it frequently and they now do it with their own clients and important meetings.

Don't Be Seated - If you are waiting for your guest, don't wait at the table (unless they are running extremely late) wait in the bar area or reception for them so you can be seated together.

Enjoy the View - If there is a view from the restaurant, always allow your guest to have the best vantage point to enjoy the view.

So, who are you going to call and invite to lunch today? Check in next week for more tips on what to during your lunch meeting.

Neen James
www.neenjames.com

Comments

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[Julie Meyer]

Face to face meetings are key to building relationships. If lunches are too time consuming, schedule breakfast or afterwork connections. Other major tip! -- invite others so the circle of introduction grows and grows. Best resource on productive lunches, etc., is Keith Ferrazzi's Never Eat Alone. Alternative title that lawyers need to be aware of -- eat less frequently in your office than outside of it -- the clients are outside of it.