November 23, 2017
|The Business of Golf - Game Day Part II|
Allen BonkLast issue we talked about "Brainstorming on the Golf Course." It's a powerful strategy that can help you immeasurably in building a great relationship with your client. Today we're going to spend a bit more time on the "Game Day' aspect of playing Business Golf and this will round out Part I of Game Day from two issues ago.
So we're past the point of no return. We're out there on the golf course now...come what may.
In order to truly maximize the opportunity you've been given to spend 4 to 5 hours with your client, I want to give you some ideas on what you should be prepping for out there. Many people I've observed doing Business Golf over the years for some reason get lost in the "game' itself thinking I suppose that playing the game will somehow enable the relationship to follow automatically. Nothing is further from the truth.
I've said it before and I'll say it again. The "day' is ALL about THEM! CAPITAL THEM! Just in case that wasn't clear! You need to listen, you need to pay attention to details, you need to watch for their emotions or anxiety (especially if they're new to the game) and you need to look for and find ways to let them know they matter to you. One of the best ways I know to do that is to expect the unexpected.
Here's what I mean by that...
Real world scenario because this happened to me. My client and I were on the course and around the 11th hole his shoelace broke on his golf shoe. Might seem insignificant but he was basically wearing a slipper for the rest of the round. He was tentative from that point on all his shots because he didn't have a stable foundation from which to swing freely. Not pleasant for him at all and the round took on a decidedly different feel as he was never comfortable from that point forward and clearly distracted. Joe was a good player and that seemingly minor issue affected our ability to have fun and talk freely about whatever came up. It was then I realized I needed to be far more prepared out there.
Maybe some would say I'm "over prepared' now but if a rattlesnake bites my client, I'm prepared, if mustard falls out of a hotdog onto his or her shirt...I'm prepared. If there's a locust plague...well, you get the idea. The point is I'm ready for those little irritating things that can happen out there like blisters, bites, sunburn, headaches, shoelaces, cuts and yes, even emergency TP. That's a whole other story!
If your client faces any of the issues above or one of many others that can arise and you are prepared to deal with it, you've just scored HUGE points in their relationship scoring system. I cannot tell you the number of times I've been the "hero' out there and hey, everyone likes to be a hero once in awhile.
The cool part about this strategy is that none of the "hero's tool kit' items take up much space. I use a Ziploc plastic bag to store most everything I need and it works great!
There are still a few other things I need to address and we'll do that in the next issue I'm calling: "The Six Deadly Sins of Business Golf."
Till next time, hit em' straight and far...
Allen spent nearly 20 years in hard-core corporate environments with Fortune 250 companies like Motorola and GE.
One day he discovered the key to create incredible results and exceed all of his sales objectives. The key was Business Golf and through the strategies he learned he was able to build some incredible life-long relationships and Allen attributes more than $35M in business to his use of Business Golf as a tool.
Allen is now President and CEO of Quantum Business Golf International and Back Nine Board of Advisors. Use this link to find out more about what he's up to: http://tinyurl.com/MyBackNine
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