| As far as talking business on the course, I'd discourage it, unless the
customer initiates it (and then keep it extremely focused). Forget
"taking a dive," or anything like that. I'd suggest he treat the
customer like he was Bob's host at a really nice club, and Bob wanted
to be invited back. Bob would be aware of how his host was playing,
acknowledge his host's good shots, be encouraging and Bob would not
whine or bitch about his own bad shots. He should also keep any bets
very modest - perhaps the customer doesn't even want to bet.
Bob might even want to discuss business at a later date, setting up an
appointment after the round - he'll have to play this by ear. My
opinion is that people do business with those folks they like and
trust, all other things being relatively equal, and you get a pretty
good "read" on someone on the golf course.
__Jack
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| While this may be late, I have had done this frequently. Jack hit it
on the head, when he suggested that it is the relationship you build
with the customer that helps in doing business. I recently sold a
DECadmire license on the course. It started with a discussion in the
car on the way to the course - an hour's drive. About the second hole
we had a wait and the customer asked a couple of questions. At 13 I
saw an opportunity and mentioned the product again. Having
refreshments afterward, the customer brought up application
development, which started a conversation that culminated in his
request for me to demo the product the next week. The point is be
natural.
What ever you do, do not take a dive. Do not bet unless the customer
wants to bet and try to keep the wager as small as reasonable. If the
customer is Michael Jordan, refuse the $1,000 per hole. Try to build
the relationship - you want to play with that customer many more times
and he will spend much more with you.
Big Mac
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