Golfing season is in full season and the golf course is a great place to cement relationships and form new ones. But there are hazards you want to try to avoid like that bad pot bunker. Here are some hints to follow if you want to win the business but also the golf game. First the golf….
Swinging too hard – Take out a little more club and swing at 85%. It could do wonders for your score. By trying to swing at 85% most of the time, you’ll make more consistent impact on the ball and find your shots becoming more consistent.
Shooting at the flag – Most times, the flag is not the smartest play. For amateurs, the center of the green is a higher percentage shot. Because from there, at least you’re putting instead of chipping from an uncertain lie.
Not playing away from trouble – If you’ve never considered playing away from trouble, you could take 10 strokes off your score today. Why? Because penalty strokes are costly! Often, it’s easy to play away from trouble. Just take out a short club, or hit a safety shot. Sure, it might be an assured way to get a bogey instead of a lucky birdie/par; but it’s also an assured way to get a bogey instead of a triple/quadruple bogey. If you can follow these three easy rules you’ll shoot a half way decent score even if your friends call you “Tin Cup”.
Next the business prospects or customer…
First, never throw away the game – You’ll lose trust faster than a sliced ball into a water hazard. Its alright if your better than the client your playing with. But, you’ll lose all respect if all of a sudden on the last two holes you drop 8 strokes to let the client win. Don’t all of a sudden start with the shanks.
Never talk business during the first and last 6 holes. The best place to talk shop is during the middle holes or at the end of the 9th or 18th hole, preferably at the 19th hole. Unless the client brings up business don’t start breaking out your closing pitch. You are there to cement the relationship or build on it. Let the customer enjoy him or herself, they probably had to make some major adjusts out of their schedule to fit this time in so don’t sour it by pitching your product every hole.
Let the customer buy a round. If the customer offers to buy a round graciously accept. People like to give when given the opportunity, so let them. It also shows you how you’re doing in the relationship building process, if they don’t offer you probably have more work to do.
DON’T OFFER GOLF TIPS! If the customer is having a bad round don’t make it worse for them by telling them what they are doing wrong and giving them a lesson on the course. If by chance they ask for your opinion then feel free to relate what you might see is going wrong. They might have just hit one into the water and he or she tells you that they want to go drown themselves in that same water hazard; whatever you do don’t say “do you think you can keep your head down that long?”
Lastly, have fun and let your hair down. Not too much, you still want to maintain a professional rapport with the customer. But, this is a great way to let them see your human side. That human side will make it more likely that they will buy then have to be sold.