In the informal setting that a restaurant provides, your people have an opportunity to build stronger relationships with buyers. Here are five strategies to help them:

1. Plan ahead. Know ahead of time when you’re going to transition the conversation from small talk to business. Try not to wait too long to get to the real reason for the meeting.
2. Ask the customer to recommend a restaurant. Buyers feel more comfortable in places they are familiar with. But be prepared with the names of a few good restaurants in case the customer doesn’t want to make a recommendation.
3. It’s smart to meet at the customer’s office and drive him or her to the restaurant. It reduces the possibility of delays or cancellations.
4. Look for signals that the customer wants the meeting to wrap up. Lunches usually last from 60 to 90 minutes. Dinner meetings may last longer, but look for timing cues from your customer. You don’t want to overstay your welcome — or start to make the customer feel uncomfortable.
5. Before the meeting is over, recap what was discussed. It’s a good idea to schedule your next meeting at this time.

Tell us in the Comments Box below what works for you when it comes to meeting with buyers over meals.

Tags: buyers, customer, meeting, relationships, restaurant