Not all business deals are concluded in a boardroom there are tremendous opportunities outside of the office to sell your company and most importantly yourself. In a less high pressured, more relaxed environment, a client can have fun, enjoy dinner, cocktails, a play, a movie or the races. They learn more about you and you about them. The key to client entertaining is to always remember the bottom line, you are not out to simply have fun, it should be seen as a part of your company’s sales and marketing strategy. The outing is an investment and should show some ROI (return on investment)..
Budget
It’s important to know how much you can spend on the event, there does not always have to be a direct link between what you spend on entertaining and what you earn from it, sometimes the return is in building goodwill, loyalty and solidifying or strengthening the business relationship.
You’re still at work
Don’t forget why you’re there, You may be out of the office and even out of work clothes, your client is free to let loose, but you are still at work. You represent your company and so getting drunk, boisterous, out of control, or anything that places you or the company in a negative light is out of the question.
Venue
The same goes for choosing where to go or what to do, some things are a no no, keep it classy and in line with your company’s image. If it’s a church, then horse racing wouldn’t be the best choice for obvious reasons.
Do some research
With so many available options, how do you choose what to do? It’s simple, do some research, yes, you could ask, but it’s a nice touch if you do the work and listen to conversations to find out what interests your client has and might like to pursue. The effort looks good on your part and your client will be impressed.
Be prepared
Do all the necessary legwork to ensure your client has a good time. Make reservations where necessary. Take supplies if needed, refreshment, gears, equipment, think ahead and plan ahead for all the possible scenarios. Give proper detailed directions or make arrangements for pick up. If you seem in charge and in control, then your company is seen in the same light.
Is business on the menu
Should you talk shop? It depends on the venue and the type of business. If the point of the outing was to close a deal, then somewhere noisy is not the ideal location. Whenever possible, it’s better to let them enjoy the moment, the meal or the main attraction and then go on to business, if you must.
Don’t let them forget
A keepsake or a small gift, something tangible is a great way to keep the memory of the event and the great experience alive and fresh in your client’s memory. Something for his desk perhaps, it depends on the event and the type of business you’re in. Be creative and imaginative, because this is the gift that will keep on giving.
Say Thank You
After the event, create another opportunity to meet to say thank you and confirm the great time had by all. It’s also the perfect time to deliver the memento of the day.