Improve your win rate, take a client out to lunch.

The good ole days of long, boozy lunches are well and truly over, sadly. But the reality is a quick sandwich or even a walking meeting can deliver great results.

Call a client on Monday and invite them for a quick catch up later in the week – that way it’s impromptu and they are less likely to cancel.

Use this time to help them brainstorm a problem they are struggling with, talk about something that is on the horizon they haven’t had headspace to consider, or discuss the economy/weather/whatnot.

The challenge is not to expect work off the back of it – play the long game, invest in your clients and your big targets. An investment of 40 minutes once every month or two will help keep the value you deliver top of mind.

With a complete lack of ‘spare’ time and constant demands to deliver, these types of meetings can be re-energising and are greatly appreciated from those on the other side of the table. Your perspective, expertise and advice can really change their day, and they will remember that when the time comes.

So, if – It costs 6–7 times more to acquire a new customer than retain an existing one, Bain & Company – then a sandwich is a pretty good investment, right?

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This article was originally published via Linked In : Improve your win rate, take a client out to lunch.

 

 

Negotiator Profile Quiz

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Negotiator Strengths Self-Assessment

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It’s time to identify where your negotiator strengths lie, and to discover where you should focus your energy to improve your business negotiation capabilities.

This self-assessment is about the negotiator you are today, not the one you want to be, so as you work your way through each statement, sit in it, take your time to reflect on your typical response and give it a true assessment rating. It may be challenging but be honest.

Assessment Scale

Read through each question then think about how much the behaviour or situation sounds like you.

Consider if this sounds: least like you; a bit like you; or like you most of the time – in most situations around and at the deals table.

Take your time, but don’t over think it.

Below each question select how you score it on this scale:

THIS SOUNDS LIKE ME:

1 = Least2 = A Bit3 = Mostly