FROM THE PUBLISHER Business Golf

If you know my business partner and Pioneer Communications' CEO, Jim Slife, or me at all, you know we are avid golfers.  But, more than just recreational golfers…we really enjoy golf as a means to do business and as a way to entertain customers or get to know prospective clients. 

This is a difficult concept for non-golfers (especially non-golfing co-workers) to understand…but, if you are one of Iowa's 400,000 golf enthusiasts…you know what we mean.  With this in mind, I did a little research and found the following statistics on business golf: 97% of executives (business executives and CEOs with an average household income of $187,000) say that golfing with a business associate is a good way to establish a close relationship 92% say that it's a good way to make new business contacts 43% say some of their biggest deals have been done on the golf course 59% say the way a person plays golf is very similar to the way he or she conducts their business affairs

So when is the best time to bring up business while golfing? 22% said the back nine was the best time to bring up business. Don't skip the 19th hole when golfing with business associates. 81.3% of executives said that the 19th hole was very or somewhat important when doing business on the golf course. And, while business begins on the golf course, most deals are closed a few days after a round of golf ( 81% ).

Here are a few tips to make your next round of business golf a success:

Drop the Sales Mode    Though you are eager for a sale, do not make it obvious. The client or prospective customer is not stupid. Remember the business golfer who kept asking for a sale and lost a client. Reverse the situation. Put yourself in your guests' shoes by acting as if you do not need the sale.

Develop Discussion    Encourage the guest of yours to talk. Learn about their business and golf experiences by asking questions and relax. Is it an existing client? Prospective customer? How much do you really know about their industry, their world, their golf game? Let whatever happens, happen.

Know Your Golf Etiquette    It's understood in golf that you replace your divots, ball marks, and keep a good pace of play (no slow play). But how about calling a penalty on yourself—did you accidentally move the ball in the rough? Call it on yourself—it builds credibility and integrity.

No Buzz Words    Regardless of the type of work you know, refrain from using the buzz words unique to your field or talking about any particular golf outing or event you attended, especially when a guest has no clue what they mean. It may make you feel good but it certainly puts your client in an inferior position.

Be An Information Provider    When playing your home course or some links you are familiar with, provide your guest with as much information as possible. For example, provide the yardage distances to the green and any unique characteristics for each hole.

No Sandbagging    We've all heard that you never want to beat or out-play your customer; “client-golf” it's called.  Or, a better term, is sandbagging.  Regardless…if your client or business associate senses you are going easy so they can win…you've lost your credibility and done more harm than good.  Play your own game and help your customer have an enjoyable round…win or lose.