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Many years ago, while working for an insurance company as their Finance Director, I worked with a Country Manager who was rarely in the office at lunch time. Not only that, but his lunch was also always an hour compared to the company policy of 30 minutes.
As Finance Director, I knew the numbers better than anyone else and saw the revenue figures rising. It appeared that the more the Country Manager was out of the office for lunch, the higher the numbers! The proportional correlation confounded me until I learned the technique.
At one of our weekly management meetings, the main agenda item related to the company’s failure to meet the monthly sales targets for health & accident insurance. This particular insurance product is a numbers game since the premiums are low and volumes need to be high. Moreover, since this product was not re-insured, it was pure revenue for the company.
We were asked to look at our networks to find leads. While I was never involved in the marketing side, I thought of one of the ladies in my Ladies Who Lunch network (yes, ladies too network!). Her husband was the head of a major multinational where there was a chance.
With the Country Manager’s approval, I arranged a lunch meeting and quietly observed the conversation between boss and friend’s husband. Pleasantries were exchanged from the time we ordered soup till the main course was served.
By the time dessert was ordered, there were talks of my company making a proposal for business.
The happy ending of this story is that we got a major client, sales for the product made up for 2 months targets and I was encouraged to go out and have lunch at company expense with people other than the auditors!
From a networking point of view, for the contact to be effective, it is important to learn more about the person that we are interacting with.
Simply attending networking events and handing out cards left, right and center is not of much use. You need to make a connection which provides a platform for a follow up call or meeting.
The ability to make a personal connection with a client or colleague is an important way to ensure customer and employee retention, as well as increased sales opportunities.
Networking with colleagues especially those in different departments of your organization can provide crucial contacts if the success of your project requires intra-company interaction. One doesn’t even have to step out to fancy restaurant – just meet up at the company canteen and have lunch together while discussing your project.
6 Tips to Network over lunch like a True Professional
However, meeting up with a colleague for lunch or taking someone out to lunch will not be effective unless you have a plan for the final outcome. Even then, some finesse is required.
Based on what I learned from my boss, the 6 tips I offer are
- Be an attentive listener and learn more about the other person.
- Try to identify common interests and converse on the same to build rapport with the other person.
- Don’t hijack the conversation. Show interest in the person & ask questions to learn more.
- Be sincere and avoid invading their privacy.
- Once rapport is established then proceed to discuss business or projects
- Make sure there is a win-win situation. If the benefits are more in your favor, consider net-weaving to offer something back. Your credibility goes up and you have a contact for life.
Do you have any tips to enhance the power of your network outside the office?
Please do share in the comments box below!
PS. One of the readers had referred to an awesome book by Keith Ferrazzi Never Eat Alone. This is a must read book which has been updated to take networking in the digital era into account. Have a look at this global bestseller by clicking on the image.
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Written by: Vatsala Shukla
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Great advice about networking over lunch, Vatsala. While social media is great for making connections, having lunch is far more productive. It’s a face-to-face conversation where you can learn about what the person actually needs. It’s a waste of time trying to connect them with or sell them something they do not need. Better yet, you can find out what they do need and create a product or service they would buy.
Absolutely, Joyce! In person conversations, even over a cup of coffee allow us to understand the other person’s needs and for them to understand our services. One of the other benefits is being able to see the body language of the other person and picking up signals that then allows us to modify our message so that it is understood by the other person while staying authentic and in integrity.
I must read never eat alone- Des has it- great tips and I now have an intention with networking- as the time we spend is so valuable to make one connection that it meaningful and follow up with. Your post reminded me to be more focused thank you xxx
It’s a good book worth owning and reading, Suzie. The latest edition also covers social media. Happy reading and networking!
Such great tips and reminders. So many people go to network event to just hand out and pick up business cards which ends up being a total waste of precious time & energy.
Your tip about being attentive & listening is one of the most important because you can really pick up on signs on whether or not there are any synergies between their needs and your offerings or vice versa. If not, just move on…
Synergy and right fit are important if both sides are to build a rewarding relationship and achieve results, Betty. I’m with you on this.
I am learning more and more that sometimes we just have to be ourselves and enjoy our lives and the business success will follow. If our noses are too stuck to the grindstone, we’ll miss out on so many opportunities! For me, eating lunch (!), breaking bread together, learning more about others, and sharing my needs and offers are all natural, enjoyable things to do. It is great to get business advice that supports our natural abilities and proclivities! Great post, Vatsala!
Thank you Reba! When we are our authentic selves, we create space for genuine relationships.
Great tips Vatsala! I totally hate those networking events that are just pushy and salesy. I will never invest until I have made a genuine connection. I did also come across a lot of conversation hijackers (as you said 😉 ) In this day and age we all are longing for a deeper connection in all areas of our lives including networking! Thank you for this gentle reminder.
My pleasure, Jonita. I prefer to have a smaller circle of connections but one that I know, like and trust and can work with than an army of strangers. 🙂
Awesome idea! Food and relaxatuon can indeed sweeten the pot.
Absolutely, Natasha!
I love your emphasis on the personal connection, Vatsala. That’s everything, isn’t it, whether in business or friendship. Love this!
It certainly is, Susan. That’s why Nokia’s ad and byline was and continues to be popular – connecting people!
As someone who only works from home, I can’t really relate to in-person meetings, but active “listening” online (reading, comprehending, responding) is still obviously necessary for effective virtual networking.
Absolutely Karen. You might want to check out the book I’ve mentioned in the PS section of the post Never Eat Alone by Keith Ferrazzi. The updated version has tons of tips for the digital era too.
Be a great listener goes such a long way! It’s the absolute must-have skill so you can be of service to someone when you are networking effectively.
So sad not too many people understand this common sense principle! And then it becomes all about “me me me”. In such situations, I just smile and nod, knowing they are really losing their cause to make a good contact and possibly a great friend.
I do something similar Delia with the Me Me person but not before a last ditch attempt to steer the conversation in a direction where I learn something useful about them. I may not want to know all the gory details about their root canal treatment unless I can guide them to a good dentist. 🙂