Fore! Tips for Successful Business Golf

June 2006

We’re in the height of golfing season, and if you’re like most graphic arts professionals, the nearest links are a mix of business and pleasure. Unfortunately, many professionals forget the “pleasure” part as soon as they grab their oversized drivers. When you’re playing a round of golf with an important prospect, customer or even the boss, it isn’t your golf game that’s being evaluated; it’s your ability to handle the challenges it presents. Here are a few tips to help you find success both on and off the course:

It’s Just for Fun – A good golf game isn’t essential to helping you close more deals. Everyone can and should enjoy a round of business golf, whether they’ve been playing for years or have just picked up the game. When you relax and enjoy yourself – regardless of your score - your customer or prospect will do the same.

Be Honest About Your Ability – Bragging about your skills on the course is a sure way to lose business away from it. It’s even worse if your play proves that you’ve grossly overstated your skill level. There’s no need to pretend to be a better golfer than you are. Remember, the focus of the round should be on having fun and improving your relationship with your client or prospect. They want to know that you’re realistic, honest and enjoyable to be around, not that you can drive a ball 350 yards blindfolded.

Don’t Lose Your Temper – Golf can be an exasperating game. Calmly riding the highs and lows that accompany a typical round highlights your ability to handle pressure with ease. The worst thing you can do when golfing with business associates is to lose your temper. Even if you’re the only one in the group who hasn’t donated a club to the nearest water hazard, keeping your cool will prove that their projects are safe when they’re in your hands.

Don’t Give Them the Win - When playing with a key customer or prospect, it’s often seen as “common courtesy” to let them win. After all, it’s going to be a little tough to close the sale in the clubhouse if you’ve spent 18 holes soundly beating your prospect, right?

In most cases, nothing could be further from the truth. The focus should be on making sure everyone in the group enjoys themselves, not who wins or loses. In fact, your customer or prospect may be insulted if they suspect you’re deliberately playing beneath your ability to let them win.

Keep in mind that you’re not the only one under the microscope. Golf is also a great opportunity for you to size up a customer or prospect outside the office. Their ability to handle success and failure on the course can be a good measure for how easy they’ll be to satisfy. If they lose their cool at the slightest provocation or make irrational decisions at every turn, you may want to think twice about vying for their business.

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