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The art of the deal isn't always born in the boardroom. For over a hundred years business relationships have been established and nurtured on the golf course. Learn how to take advantage of one of the most powerful, time-tested business tools in the world --- entertaining a customer/client. If you intend to use golf for business, be sure you know how to practice the etiquette of the game, as well as the all-important unwritten rules before venturing out on the links. Knowledge is power. The following article is from a recent issue of --------------------------------------------- Selling Power Magazine--------------------------------------------- http://www.sellingpower.com/---------------------------------------------

SELLING -- WORKSHOPS -- TIPS -- PSYCHOLOGY -- SKILLS

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THE HOST WITH THE MOST

The days of the three-martini lunch and $100 tab are over, but that doesn't mean that fun and games are completely gone. As a matter of fact, playing golf with customers is a big-time business maker. So big, in fact, companies are catering to business people who want to learn business golf etiquette — companies like Patricia Stephenson & Associates Inc. Stephenson, a national speaker and corporate trainer, presents to and trains professionals on basic business etiquette and business entertaining. "Entertaining outside the office is a powerful business tool," she says. "Take the golf course...where else can you possibly spend four or five hours alone with a customer? Most golfers are passionate about the game. If you can treat them to a round of golf at an exclusive country club, you can bet the ranch they will return your calls." If you're golfing, Stephenson cautions, "Play your own game. Don't deliberately blow shots to let clients win, because that could backfire. If you're a really good player, don't totally humiliate them on the golf course, either. It's okay to hold back. It is imperative that you know the etiquette of the golf game before you step on the course. If you don't, you will not make a good impression." Golf aside, Stephenson also has some basic tips on how to entertain customers. "First, make clients feel comfortable, and make it easy for them to accept the invitation," she says. "For example, what is their favorite restaurant? What type of foods do they like? What is their favorite sport? The more comfortable you can make your clients feel, the better they will feel about you, your company and your product." "If you are golfing or playing tennis, racquetball or any sport, make sure you've paid for your guest ahead of time; make sure everything is arranged for that person. If you're meeting at a restaurant, get there early before your client. Pick a table that will allow you to discuss business. Give the maitre d' a tip, and he or she will roll out the red carpet for your client. Give the maitre d' or your server your credit card ahead of time, tell him or her to add 20 percent, and let the server know that you will sign it on the way out. This way, the check never comes to the table." The bottom line: "Business entertaining really is relationship building," says Stephenson. "The whole idea is to be relaxed, have fun, build bonds and have your customers view you in a favorable light." Patricia Stephenson is a national speaker and corporate trainer. She has presented business etiquette seminars and keynote speeches around the country for the past 18 years. Some of her most popular programs are "Business Golf", "Business Entertaining" and "Highly Effective Networking Skills." Call her at 561/687-8455 or email patricia©etiquettepro.com. -- Article by Renee Houston Zemanski

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"The 19th Hole" Building strong business relationships through golf in a relaxed environment
								For additional information, 561-687-8455 email: patricia@etiquettepro.com	ABC News Interview
								Patricia Stephenson & Associates, Inc. Jefferson Tower, Suite 501 2425 Presidential Way West Palm Beach, Florida 33401

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