13 Reasons to Use Golf as a Business Development Tool

The following information is a little motivation and some rational. PS- Your skill level has no bearing on using golf as a business development tool so there are no excuses not to cut out of the office and spend the afternoon on the links.

It Is Fun!

Simple, it is awesome to leave the office at 11. Head out to the golf course on a beautiful day, have a little lunch, play golf with business associates, and IMPROVE YOUR BOTTOM LINE.

II know a woman that took less money but works a half a day on Friday so that she could play golf. In a year, she brought such a significant amount of business to the house that she more than made up for her loss wages.

Corporate Game of Choice

Not much explanation needed here. A lot of executives enjoy the game and enjoy the relationship opportunities that it brings.

It Is All About The Relationship

Playing golf with a client is FUN and it is Glamorous but more importantly, you are building a better relationship. For prospects and client to buy, they must like you. They must see a difference in you. They must trust you. They must feel you have credibility. They must be comfortable with you. And they must believe that you have their best interest at heart not yours. Not easy, but the golf course offers a great place for the client to buy versus you selling. It offers you an opportunity to position yourself as a trusted business partner versus a cold calling sales geek.

There are so many companies out there that think you need to just pound the phones to fill your funnel but if you took half the time you spent on that and spent it with your existing clients on the golf course you would find more opportunities with those clients and you would benefit from referrals. Birds of a like feather flock together. Your clients have enough referrals to more than make up for your lack of cold calling.

But it goes deeper. You will learn more about your client. You will share more personal information. You will learn more about the company that you are selling to. You will learn more about what they think of your company. You will understand what makes your buyer tick. Also, your credibility will improve. You will be a trusted ally not a pain on the phone. AND MOST IMPORTANTLY, YOU WILL BE ABLE TO HELP YOUR CLIENT SUCCEED MORE.

PS- You heard it a billion times but here it goes. The client buys you first.

You Won't Have To Use The "The Competitor has a lower price" Excuse

What is one of the biggest excuses when a sales person does not get the business? PRICE…… I am sure you will agree that when you have a true relationship with a customer there is rarely a price issue. And the other issue is that with a true relationship the client is going to give you the full story. You're going to know the objections up front. Playing golf will assist you in building a true relationship.

4 Hours Of Time And No Interruptions

How many times have you been in the office of a customer or a prospect and the phone rings or there is numerous other interruptions and they can not focus on what you have to say? Too many times to count.

Also, how can you not build a better relationship in 4 Hours??????????

Ideas Can Be Discussed

Some sales coaches mention that when indulging in an extracurricular activity the conversation should be light. Yes and no. You have plenty of time to do both so why not bring some ideas on how to improve the client's or prospect's revenues or how to increase productivity. Or how to improve employee moral. If the ideas are well thought out and bring value, you will be the hero. And the real good news, the client will probably dive deeper into their personal life with you.

You Can Differentiate

People love to have fun and golf is fun, especially if your client or prospect is into the game. How many sales people go the extra mile? How many sales people would take a half of day of "selling time" away from the phone? Or how many companies "don't have the budget?" If you invite a client or prospect and make sure they have fun you will be miles ahead.

Also, with a little imagination, there is many other ways to use golf as a business development tool. (Please see How to Outsmart Your Competition With Golf) Your clients will love you for it.

It Is a Great Way To Support Charity / You Get To Play As a Team

You can either invite clients to an event that your company supports. Or support the charity that your client is personally passionate about. If any vendor, out of the blue, invited me to raise money for breast cancer, there is no question that they would elevate. (I would even pay for it)

Regardless, you are supporting a great cause.

FYI- It is also a great way to play with a client as a team mate. Nothing better than calling someone that is signing contracts "PARTNER" all day.

DOUBLE FYI- Even if it is not an organized event, play as a team. I hate to reiterate but there is nothing better than calling….. OK, you get the point.

You Will See Their True Personality

You have heard the old cliché, "always let the client win." I hate to be the bearer of bad news but if your client has to win on the golf course, he is going to have to win in your business partnership. Chances are he isn't going to be very loyal when someone else has a better deal.

Playing golf affords you the opportunity to see how your client acts in all different situations. Does he cheat? Does he get frustrated? Does he have to win at all costs? Or is he fun to be around? And does he bring value to the relationship? These questions will be answered on the golf course.

A Great Way To Say Thank You

Saying thank you has become a lost art and there is nothing better than a round of golf. But only the few, the proud, the smart ones get it.

Your Clients And Prospects Will Return Your Inquiries

Think about this ROI equation. How much time have you wasted throughout the years on chasing clients and prospects? OK, if you had a dollar for every time a phone call did not get returned. If your clients and prospects have fun with you on the golf course, they are going to return your phone calls and e-mails. And you are going to have more time for your passions. (Hopefully improving your game)

If You Don't, Your Competition Will

If your client plays golf, he or she wants to be out there and you should be the one enjoying a great day on the links and building a better relationship. The business climate is ultra competitive and unless you are selling electricity, you need to use every opportunity at your finger tips to succeed. Because if you don't, your competition will.

You Can Ask Big

You always have to ask for the sale. We have all heard it but it is true. Well, if you play golf you can ASK BIG just like Arnold Palmer did.

The story goes that Arnie was playing with a King of an oil rich nation. The King had a great few days of golf so when it had ended; The King asked Arnie what he could give him to say Thank You. And Arnie replied, nothing. The company was great and the golf was great and that is all Arnie had hoped for. The King was relentless and kept asking Arnie what he would like and finally Arnie mentioned in passing a golf club. Arnie figured The King would send him a gold plated golf club and that would be the end.

Arnie headed home and did not hear or receive anything from The King for a very long time. Basically Arnie forgot about the golf club until one day a certified letter was delivered informing Arnie that he was the sole owner of a GOLF CLUB. (The one that you play golf at not with)

I don't know if this story is true but as business development professionals, it puts a different light on asking for the sale.

Bottom Line

I hope this information gave you motivation, a little knowledge, and made you laugh.

If you have clients and prospects that play golf, I can help you. I will be more than happy to assist you in putting together a custom plan on how you can maximize your golf expenditures. Regardless of your budget, you can outsmart your competition and build a better relationship with golf. Give me a call today to see how fun and easy it can be.
David Collins
407-273-0210