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How to Host a Productive Business Lunch ? Things to Do After Your Client Lunch ? Week 3

By Brian Harris

In the past two blog entries, we have discussed what to do before and during your lunch meetings to make them more productive, today let?s focus on productive strategies after your lunch.

After the Lunch

Send a Thank-You Note - If you received exceptional service at your lunch venue and enjoyed a great experience, send a thank-you note to the venue. They will remember you and provide exceptional service again next time.

Send a Client Note ? Allocate 15 minutes to write a hand-written note (or if you can?t do that, an e-mail) reminding your client you enjoyed connecting and look forward to working with them in the future.

Update Your Files ? Keep records of the time and date you hosted the client lunch on their file. Make a note to follow up in 30 days after the luncheon to update them on any agreed action items or to check in with them.

Buy Gift Cards - If you eat at a venue regularly, buy gift cards that you can keep for future lunches and also to give away to clients. Occasionally, when I take someone to lunch and they have really enjoyed it, I send a follow-up note saying: "I really enjoyed meeting with you at insert venue name. As you also seemed to enjoy it, I have enclosed a gift card for you. Enjoy!" This always delights my clients.

Create a Productive Follow-Up Plan ? Once you have had lunch, sent follow-up notes and completed action items for that connection, determine your next steps. Do you need to make a note for future conversations? Can you connect them with additional resources in the firm? Do you have a networking event you can invite them to? What is your next step with this connection? Make sure you don?t just have lunch then not take additional action. Be productive and have a follow-up plan.

Applying these effective follow up strategies will ensure every lunch appointment is productive and has a set plan to help you build your book of business and achieve your goals. Now who are you inviting to lunch for next week?

Neen James
www.neenjames.com

Full post as published by The Legal Intelligencer Blog on September 08, 2009 (boomark / email).