Networking on the Golf Course

Written by Michael J. Hughes

Golf is the fastest growing sport in the world. It is also accepted that more business deals are now consummated on the golf course than in the boardroom. It is an excellent networking tool when used properly.

Know whom to invite. Make sure you know the expertise and expectations of those you're golfing with. Organize your game and your attitude around that of your golf partners. How you handle yourself can greatly impact business.

Respect the rules. Remember that as you get to see your clients in a more social environment, they also get to see you. Be on your best behavior as everything you say and do reflects your professionalism and integrity.

About business. Don't discuss business before the 5th hole or after the 15th. This gives everyone a chance to relax and get into the game before discussing business and to end with the focus on the game. A good finish can help the 19th hole confirm some business.

Have a product positioning statement. Minimize wasted communication by having a short statement that identifies your target market, the top benefit of your product/service and the result of doing business with you.

Avoid alcohol. It will not help your game and can lead to some deadly consequences. This is an opportunity for you to increase your professional image and improve your relationship. You need all of your wits about you.

Know how to play ready golf. When it's your turn to play, make sure you're ready to hit. Most golfers are willing to play with just about anyone regardless of their skill level, as long as they don't waste time on the course.

Play the best golf you're capable of. Some people believe in playing "customer golf, allowing the customer to win by missing some obvious shots. This is insulting and can have disastrous consequences. Use the handicap system to even the competition.

Play to the 20th hole. To make sure you get the maximum out of your golf networking experience, make sure you follow up with a card or call within 48 hours. Golf is a powerful contributor to relationship building, but will rarely create immediate results.

Michael J. Hughes -
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