Golf isn’t just a wonderful way to make friends and get fit! Building business relationships and closing sales on the golf course is now common practice. So here’s a few tips to do it a little better!
(1) Choose the right Venue
No matter how good they are at golf, choose a course that is easy on the knees and allows their morale to stay high. A course which is too tight, too hilly or too long is a business killer. It will create frustration and diminish your chances of doing business. So pick a course you know they will all enjoy, and consider;
* can we break or stop after 9 holes for refreshments?
* are there beautiful views to help them relax and enjoy the moment?
(2) Create a positive association between you / your business and the club
Consider sponsoring one of the holes or getting the club to put a “Welcome to xxx” at the Golf Club reception
(3) Always pay for their round
It tells them that you value their company and their business. Consider a Corporate Sponsorship Package that makes this more affordable.
(4) Follow Their Lead
* Encourage your guest to choose how the match should be played; Stableford, with or without handicap, Texas Scramble – whatever makes them happy. Remember, be accommodating rather than overly competitive.
* Choose a quiet day on the course and let your guest guide the pace of play. Don’t let them feel panicked or rushed. If you are holding up other golfers then let them play through.
* If they are generous with a ‘gimmie’ or make a mistake – go with the flow – this is not a PGA Tour!
(5) There is a time and a place to talk business
Always let your guest be the one to bring up business – they know why they are there! Remember, you invited them for a round of golf, not to suffer a captive sales pitch.
Be engaging and ask them questions. Encourage them to talk about themselves and their business – you are making a bond… ‘tell me about that competition you won… about your kids, are they golfers? etc’ This kind of small talk helps people to relax and enjoy the game and your company.
(6) Respect the course
Always be very careful to repair your divots and ball marks. Being responsible tells them something about your nature. You will be equally respectful within your business relationship.
(7) Don’t cheat! or get angry!
Generating business is all about building trust and the quickest way to ruin your image is to get caught cheating. If you are having a bad day – don’t let it effect your playing partner. Smile – don’t cheat!
(8) Follow the Dress Code
Make sure that you respect the golf course dress code. You wouldn’t show up to a business meeting looking scruffy – so keep that in mind when showing up to the course.
(9) Create a positive Memory of Yourself
Always have a business card in your wallet and/or golf bag. A “leave behind” to remind that person of you is a great way for them to remember you. Even better, purchase some golf tees, or golf balls with your company’s name on them, give a few to your guests before or after the round.
(10) Enjoy yourself
The above tips will help you look professional. What your guest also wants is to have enjoyed the course and your company. They accepted the round of Golf, because it was supposed to be enjoyable. So loosen up, enjoy the day and help your partner to do the same.
Like golf – doing business on the course takes practice.. we hope these tips will help!!
