Join me as I talk with motivational speaker and author Robin Jay, author of The Art of the Business Lunch. We'll talk about her background, the experience she brings to the table and she gives us some tips on how to make a business lunch more successful.
Nikki - Tell us a bit about your business background.
Robin Jay – I’m originally from Cleveland , Ohio , but I have lived in Las Vegas , Nevada for more than 33 years. I guess I really don’t like the cold. We’re in the middle of summer right now and even though it’s 110*, it’s still better to me than scraping ice off a windshield in January! I sold advertising for more than 18 years. During that time, I hosted more than 3,000 client lunches and I saw my sales increase by more than 2000%! I knew I was on to something and I wanted to share that information with other business professionals so they could also enjoy more success.
Nikki – You have a definite point that those kind of sales numbers show you were doing things the right way. Congratulations on that sort of increase. I’ve worked with business owners who want to get all they can from a customer while they have the chance, but I prefer to build long lasting relationships with customers and clients. What do you feel are a couple of keys to building long lasting business relationships?
Robin Jay – Ask yourself, “When was the last time I was made to feel special…REALLY special?” I’m afraid that most people would be hard-pressed to remember exactly when someone made them feel special. And it’s quite likely that no one has made your client feel special, either. I would take my clients out to lunch and make it all about them. By asking them about what’s going on in their lives, listening to their answers and sharing quality time with them, I manage to make them feel special. If they enjoy their time with me, then they are going to want to do business with me. There is an art to it. Relationships are important because people prefer to do business with people they LIKE. No one ever spent their money with someone they hated just because that person had the best price. Almost everyone has traveled farther or spent more because they preferred the way one business operated over another. It’s what Brian Tracy calls “The Friendship Factor.” In other words, people will not do business with you unless they are convinced that you have THEIR best interest at heart. You really have to believe it, too. You have to put your client’s or customer’s needs first…and in doing so, your needs will ultimately be met as well. It’s a skill that anyone can learn IF they have the right attitude and the willingness to learn it. In my book, I reveal specific ways in which the reader can differentiate themselves from their competition. So few people work to elevate themselves to a higher level - that it can actually be quite easy to sail past your competition by applying the principles that I share in my book.
Nikki – I'm reading your comment and I was just saying many of the same things to someone last night. Your advise coincides with business and customer service advise my grandfather gave me when I first entered the business world. Its so critical to show your customers and clients that you want what's best for them. Awesome point that just having the cheapest price isn't enough - I firmly believe that excellent customer service is also very important.
Some people cannot balance work and social events. Can you share a couple of tips on how to use a lunch or other social event to build a positive business relationship?
Robin Jay – Sure. A networking or social event with clients should never be confused with a party amongst friends. It’s very easy to say or do something to offend your clients and you may never recover. A mistake could cost you a lot of money and business in the long run.
~ Remember that even though a social outing is better than a day at the office, that it’s still work.
~ Be on your best behavior. If you wouldn’t say or do something if your boss was standing right there, then don’t say or do it when it’s just you and your client.
~Take advantage of your client’s relaxed state to find out what’s going on in his or her life and if there is any way you can help them.
~ Put your client’s needs first. In doing so, your needs will ultimately be met.
Nikki – I’ve been in business situations where an event got to be too social and the business relationship was hurt. What are a couple of suggestions of talk or behavior that people should avoid in a social situation where they are trying to cultivate a stronger business relationship?
Robin Jay –
Avoid anything controversial.
Don’t discuss politics (hard to escape during an election year!)
While one or maybe even two drinks probably won’t hurt you, never every get drunk in front of a client.
Don’t get too personal. Instead, try to find out how you can help your client.
Nikki – I see in your bio that you’ve served on a number of committees and with several organizations. Is there one that you would recommend to others? If so, which one and why would you recommend that?
Robin Jay – Probably one of the best organizations for business is the Chamber of Commerce. Ours in Las Vegas has the third largest membership in the country! Another great organization that we have here is the Nevada Development Authority; I’m sure everyone has a similar organization where they live. It is an organization that works to bring new business to a city. Most large metropolitan areas have such an organization. This is ideal because new businesses are recruited and likely attend these events. What better way to do business than to get first crack at someone?!
And any other charity that is close to your heart will appreciate your efforts. Habitat for Humanity does a lot and provides a great sense of community. If you don’t have a favorite, ask your client what is their favorite charity and why; then ask them about volunteering. They will be honored you chose to lend your support to “their” charity.
And always volunteer to serve on the board or at least on a committee. It’s the best way to get to know everyone AND make a difference in your community.
Nikki – On a light note – can you share some information with us about your dog Georgie?
Robin Jay – Ahhh – my favorite subject! Georgie is one spoiled dog. She is very delicate Shih Tzu; between her food allergies and chronic pancreatitis, I get to cater to her a LOT! I push her in a stroller which she really enjoys, even though the walks are really for me. It’s a great break from the computer and sitting at my desk. Every writer should stop writing for a few minutes for playtime with their dog, kids or maybe even their spouse! It’s good to get the blood flowing.
Robin Jay – Sure. A networking or social event with clients should never be confused with a party amongst friends. It’s very easy to say or do something to offend your clients and you may never recover. A mistake could cost you a lot of money and business in the long run.
~ Remember that even though a social outing is better than a day at the office, that it’s still work.
~ Be on your best behavior. If you wouldn’t say or do something if your boss was standing right there, then don’t say or do it when it’s just you and your client.
~Take advantage of your client’s relaxed state to find out what’s going on in his or her life and if there is any way you can help them.
~ Put your client’s needs first. In doing so, your needs will ultimately be met.
Nikki – I’ve been in business situations where an event got to be too social and the business relationship was hurt. What are a couple of suggestions of talk or behavior that people should avoid in a social situation where they are trying to cultivate a stronger business relationship?
Robin Jay –
Avoid anything controversial.
Don’t discuss politics (hard to escape during an election year!)
While one or maybe even two drinks probably won’t hurt you, never every get drunk in front of a client.
Don’t get too personal. Instead, try to find out how you can help your client.
Nikki – I see in your bio that you’ve served on a number of committees and with several organizations. Is there one that you would recommend to others? If so, which one and why would you recommend that?
Robin Jay – Probably one of the best organizations for business is the Chamber of Commerce. Ours in Las Vegas has the third largest membership in the country! Another great organization that we have here is the Nevada Development Authority; I’m sure everyone has a similar organization where they live. It is an organization that works to bring new business to a city. Most large metropolitan areas have such an organization. This is ideal because new businesses are recruited and likely attend these events. What better way to do business than to get first crack at someone?!
And any other charity that is close to your heart will appreciate your efforts. Habitat for Humanity does a lot and provides a great sense of community. If you don’t have a favorite, ask your client what is their favorite charity and why; then ask them about volunteering. They will be honored you chose to lend your support to “their” charity.
And always volunteer to serve on the board or at least on a committee. It’s the best way to get to know everyone AND make a difference in your community.
Nikki – On a light note – can you share some information with us about your dog Georgie?
Robin Jay – Ahhh – my favorite subject! Georgie is one spoiled dog. She is very delicate Shih Tzu; between her food allergies and chronic pancreatitis, I get to cater to her a LOT! I push her in a stroller which she really enjoys, even though the walks are really for me. It’s a great break from the computer and sitting at my desk. Every writer should stop writing for a few minutes for playtime with their dog, kids or maybe even their spouse! It’s good to get the blood flowing.
Thank you for visiting with us today and for sharing wonderful tips for us. So many things in business are affected by the way we behave and the way we treat clients and your suggestions are wonderful. It was great to have you with us and we'll look forward to hearing more from you tomorrow at http://judgebookbycover.blogspot.com/. On WEdnesday, join me at the Judge a Book by its Cover blog to learn about the cover for Robin's book.
Nikki Leigh
and Muze - my cat and my diversion on a busy work day :)
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