MEETING THE PROSPECT
The night before the meeting, I recommend that you sit down to dinner with the owner and whomever else he might wish to bring along at a venue of his choosing. The owner’s choice of restaurant gives another indication of his personal style, while also making him the host in an environment comfortable to him. Accompanying my clients to these first meetings, I have dined everywhere from fine steakhouses to fast-food restaurants. One owner invited us to a strip club. Needless to say, a CEO who wants to take two people he has just met to a strip club the night before a business meeting sends a strong message about his value system. We didn’t schedule a follow-up meeting.
During dinner, allow the conversation to range widely. ...
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