This etiquette and networking course for client entertaining will:
- Discuss the eight Ps of networking.
- Stress the importance of entertaining goals and what they can and can’t do.
- Offer resources for building robust people files.
- Suggest steps for preparing events.
- Teach skills for self-introductions and introducing others.
- Provide advice for handling tough situations.
- Give suggestions for following up after the fact.
If you are in a business where you regularly wine and dine clients and potential clients, you know how hard it can be to wow people who have “been there” and “done that.” Rarely do people who’ve experienced a lot get excited and do business with a firm simply because the show was good or the food was exceptional. In their world, first class is the norm. So how do you win business? The old-fashion way: preparation and people skills. This hands-on course covers both.
At this program’s conclusion, participants should be able to:
- Explain the eight Ps of networking.
- Articulate entertaining goals.
- Build comprehensive people files.
- Prepare themselves and others for small talk that goes beyond the weather.
- Introduce themselves and others.
- Troubleshoot awkward or difficult situations.
- Follow up after an event.
The following outline highlights some of the course’s key learning points. As part of your training program, we will modify content as needed to meet your business objectives. Upon request, we will provide you with a copy of the participant materials prior to the session(s).
Eight Ps of Networking: Understanding the Basics
This program begins with an overview of basic business networking and the challenges participants would like to address during the course. Working in teams, the group will share their current best practices.
Ducks in a Row: Knowing the Goal
Organizations waste a lot of money hosting events for which there is no clearly defined business goal. In this part of the course, we will talk about what is realistic to expect from an event, how to compile a guest list, how to plan conversation starters, and the importance of having robust people files.
The People Files: Doing Your Homework
Building on the previous exercise, in this part of the program we will practice building a profile. First, we will discuss what kind of information could be helpful to learn, and then participants will have ten minutes to research a client or prospect. Following that activity, we will compile a list of research sources for future use.
Before Each Event: Avoiding Uncertainty
Not only should you know about your guests, but you should be prepared to talk about various aspects of the event the organization is hosting. For example, if you are hosting a fashion show, know something about the designers. If it’s a sports outing, research the players beyond their statistics. Every piece of information will help you feel in control and confident. During this course module, we will compile an event snapshot similar to the guest profile we generated in the previous segment.
At the Event: Blending, Connecting, and Connecting Others
A big part of feeling comfortable and making others comfortable is getting kicked off on the right foot. While some people are naturals, anyone can learn to set the stage for success. This part of the program covers the importance of blending, making meaningful introductions, and connecting people with others. In this workshop segment, we will also discuss contacts per hour, “bumping” to encourage conversations, and other tools to improve event flow.
Getting Unstuck: Troubleshooting Tricks
A drunk guest, a rude client, a lower-than-expected turnout – all problems, but none of them new. This portion of the course looks at problems and creative solutions for handling them with poise.
After the Event: Benefiting from Your Work
More often than one might imagine, companies pay for lavish events and then fail to follow up and reap the rewards of their efforts. This part of the program focuses on steps to take after an event to grow relationships with those who attend.
By the conclusion of this interactive program, participants should understand the importance of choreographing client entertaining and the basic steps they should follow at each point in the process.