Brad Hurlock

Web Design & Marketing Sales for Addison Technologies.

Close More Deals at Golf Scrambles

Brad Hurlock

Web Design & Marketing Sales for Addison Technologies.
8/10/2018

Connect & Drive

 
I suppose fun with peers is a fine way to go, but if you want to close more deals on the golf course, take off your friend hat. Don’t invite your golfing buddy. Don’t focus on getting a low score; focus on building business relationships. Select your teammates based on your business objectives and not drinking ability.
 

Bring 1 Prospect, 1 Client, 1 Partner

 
You want an intentional foursome. So make a list of prospects who might be moving towards a decision. Make a list of clients, maybe your top revenue generating 20%. Make a list of partners or vendors who provide you with new introductions. Sort by preference based on personalities and business opportunities. Invite 1 at a time from each list until you have 1 of each.
 

You're the Captain

 
This is YOUR team, so own it. Verify everyone’s attendance. Be the score keeper. Know the course. You are trying to non-verbally let everyone know that you have everything under control. One more thing; don’t try to sell.
 

Don’t Talk About You

 
This is about relationships. It is not an opportunity for a 4 hour sales pitch. Allow your partner and client to bring up your services and reputation. Ask more about them than you share about yourself. Be sincere. Never initiate, always engage. At the end of the round, you want them to want to do business with you. So if you have anger management issues, see a therapist before applying these tips.
 

Winning

 
Better than 1st place is when every member of your group walks away with more confidence and trust in you and your company’s expertise. Better than 1st place is a new client or even just a warmer prospect. Better than a win is when any member of your group walks away with a new opportunity. Most will remember how it came to pass. Most will return the favor. Better than 1st place is getting better at leveraging golf to advance your business.
 

After The Last Hole

 
The next day, follow up with an e-mail- but don’t push your business. Thank them for a good time, even if you took the lead. Remember - it’s about developing the relationship, not making a sale. It’ll pay off in the long run. No amount of money can pay for trust and confidence at the end of the day. As you wrap up, consider what you’ve accomplished. Your client has a new prospect. Your referral partner has a new prospect. You have a better prospect. At some point, one of those prospects will be clients. At the end of the day, you all left better off than you arrived, and you’ve all made lasting connections that will help you down the road.
 

Always Be Learning

 
Observe and learn. Think about what you can do better next time. As I began this article by saying, think about all of this from a business perspective - not a personal one. Your critique shouldn’t be about how you played, it should be about how you developed relationships. Time to Connect & Drive more business with better relationships.