How to Woo Business Associates on a Business Trip

Several ways to close a business deal exist. Most require a degree of nurturing. Moreover, you hear “no” many times before you hear “yes”.

The following are seven tips on how to woo business associates on a business trip.

1. Research their Achievements

Flattery will get your foot in the door. If you use it, be authentic. Research their achievements and tie them into your wooing.

All business partnerships don’t make sense, namely the lopsided ones. Maybe the associates will see that the partnership is beneficial if you propose it. After all, they have proprietary information that isn’t widely known.

By showing that you know their accomplishments, you start a conversation that could develop over time.

2. Know Their Business

Next, ensure that you understand your business associate’s business. Know their:

• Niche
• Future plans
• Business needs
• Company size
• Important executives
• Potential for growth

The more knowledge you have on your side, the more you can sell your proposal.

Gathering due diligence requires time, effort, and commitment. In some cases, you have to become crafty. A lot of information is available online. Then there are important tidbits that you can only obtain by speaking with industry insiders.

3. Invite them to Lunch

You can take your business associates to a five-star restaurant for lunch while wooing them. You can also book meeting space and have the lunch catered.

Some industries and executives receive a lot of wooing. Therefore, they have high expectations. When you’re on a business trip, it’s up to you to set the tone for your meeting.

Former President of the United States Donald Trump made it well-known that important business deals take place on the golf course. In addition, research showed that business professionals who play golf earn more income.

Another option is to book lunch and a round of golf at a local country club for your meeting.

4. Gain Leverage

In business, several ways to gain leverage exist. It’s always best to take an ethical route. It sets the tone for future endeavors. Plus, it establishes trust.

Leverage means that you have something that the associates do not have and want. Proprietary tools, software, and hardware are great for gaining leverage.

A business partnership with you gives them access to exclusive products, services, or processes. That’s an attractive selling point.

This is also the point when you use your research and knowledge to sell your proposal.

5. Ensure It’s the Right Time

Companies have a responsibility to their shareholders. Then to their employees. If business associates find themselves in murky waters, it’s a good time to woo them.

The company won’t admit it out loud. If they find a viable partnership that provides an infusion of capital, resources, or proprietary technology, they’re more likely to say yes.

Timing helps. But it’s not everything. It’s possible to find partnership opportunities in up and down economic situations.

6. Present with Confidence

When wooing a business associate during a trip, you’re on their turf unless you find neutral ground. Nonetheless, ensure that you present your offer with confidence.

Successful business professionals obtain a high degree of charisma. It’s a must. Even if the wooing isn’t going in your favor, you must maintain your cool.

7. Position Yourself as a Solution

Many individuals and organizations employ the “what’s in it for me?” logic. Therefore, when you attempt to woo associations, you must position yourself as a solution.

Some partnerships are obvious for one-party. But the other side wants to find out how the business relationship benefits them too. Mergers and acquisitions remain common. The deals are not as pronounced as they were in the 1980s and 1990s, but they still happen.

In 2009, Google was a prominent technology company that scooped up small tech companies that found themselves on their last legs. Thus Google became a large company through smart acquisitions.

Conclusion

Business trips serve several purposes. Among them is wooing associates. When you travel to the associates’ turf, you have already completed step one of business courting. Follow it up by proving that your proposal benefits both parties. Moreover, show that it’s a long-term contract. You can also propose a one-time project that nets a worthwhile return. Use your business acumen and charisma to sell it.