Page 246 - ConvinceThemFlip

convince them in 90 seconds or less
a conversation and you don’t get a verbal or nonverbal
invitation to join in, take the plunge, but make sure you
introduce yourself soon afterward with a smile and eye
contact.
Let’s Do Lunch
All over the world, more business is carried out in res-
taurants, bistros, and cafés than in offices, factories, or
the backs of trucks. Breaking bread together on neutral
ground is a terrific way to evaluate people, strengthen
relationships, and, sure, sometimes discuss business.
Of course, that’s the upside. It’s also a brilliant venue to
showcase your lack of manners, your questionable con-
versation skills, and your ability to stay focused and be
gracious at the same time.
Business lunches are all about establishing rapport.
Begin hunting for common ground even before you meet.
A few days before your lunch, start skimming a newspa-
per and the Internet for news that relates to the other
person’s business. If there’s no news about her business,
pay attention to the stories of the day; they are instant
common ground (but stay away from politics).
If you take clients out on a regular basis, it’s worth
developing a relationship with a few choice restaurants,
say an upscale bistro, a posh pub, and a high-end café—or
whatever feels right for you and your wallet. Make sure the
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