Using hosting etiquette to close the deal

Hello, this is Laura Lee Rose – author of TimePeace: Making peace with time – and I am a business and efficiency coach that specializes in time management, project management and work-life balance strategies. Steve Wynkoop and I talk a lot about designing and managing our professional careers on a weekly interview on SSWUG TV. Recently I was approached by reporting wanting to know the following:

You’re hosting your boss or a client at a business lunch – what can you does to really make a good impression and seal the deal?

Hosting Etiquette is same in most cases. Beyond the regular things you might do, review the following and see what you think:

Find out their favorite foods and make reservations to a restaurant that provides high-quality cuisine of that type. – Vegan, probably a steak place isn’t the best choice.
If it’s a group environment, make sure the restaurant have enough options to satisfy a diverse group of dietary and religious needs.
Arrive early – to be at the restaurant before the first guest.
When you first arrive, tell maitre d’ that you are to receive the check at the end of the meal. Do this before you are seated.
Make it clear to your guests that they can order pre-dinner drinks, even if you are not ordering a drink for yourself.
If a guest(s) is more than 10 minutes late, seat the rest of the group and ask the maitre d’ to seat the late-comers when they arrive.
When meals arrive at different times, suggest that those that have received their food to start eating. Lead by example and follow your instructions to make them feel more comfortable in doing it.
If an error is made by the staff or kitchen, tell the guest that you will handle it (so that the guest doesn’t have to have that difficult conversation and illustrate that you are a problem solver). Then speak to the server politely and explain the situation without blame.
Don’t discuss the price of the meal when paying. Don’t make a big deal about paying the bill.
Allow the guest to lead the conversation and topics. Don’t interrupt their story to tell your tales. Don’t use the conversation to show off. Use the conversation to understand their perspective and understand how they can best benefit from your association with them.
When commenting on their opinions, say “Yes – and I have also noticed ….” to introduce an opposing viewpoint without introducing conflicts and contradictions.
Even when you invite guests to order whatever they want, some guests will hesitate to order. Most guests try to order something priced in the same range as the other guests. And if you make them go first, they don’t have a range to use. Make some recommendations to put them at ease with the pricing.
Don’t openly complain about the service, restaurant, location, etc. They will wonder that if you don’t like this place, why you are bringing them there. Avoid negatives in speech and actions.
Don’t point out problems, create solutions at all times.
Mirror body language and speech patterns to convey that you are synchronized. Paraphrase what they are saying to make sure you understand what they are trying to convey, before you respond. Seek to understand first, then to be understood (from Steven Covey’s 7 Habits of Highly Effective People).

In my IT Professional Development Toolkit, I go into the: who, what, where, when and how to accomplish all of the above. I also have a transferable skill worksheet. For more information about the toolkit, please contact

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