12 Steps to Closing a Deal Over a Meal

Deals are done over meals. Plenty of business is discussed over lunch or dinner. Why would expense account restaurants exist otherwise? You might not have an expense account, but you might have some money that can be used for client entertainment. Even if you are spending your own money, entertaining prospects and clients is often money well spent. You want to create a "wow" moment. Here is how to do it. Entertaining in a restaurant is not limited to business. You might be dining out with some of your high-net-worth friends in the local area. You want to show that you are a social peer, not an interloper or pretender. It is easier than it sounds. Many clients would like to get a little something extra, especially if the relationship is long term. Taking them out to lunch or dinner at a nice place is a good experience that strengthens the relationship. It has referral potential too, when they tell their friends, "My advisor took me to a fancy place for lunch." Although the steps in this gallery are meant to result in getting a sale, most of the principles can also be applied to entertaining high-net-worth friends. They might have invited you to a dinner party and you need to pay back the social obligation. If you are not a great home chef, dining out is an option.