If you think you can succeed without face-to-face meetings, think again. If you think text messaging can land you the "Big Deal," think again. There is no substitute for one-on-one meetings. Ask anyone. And watch MAD MEN to see how it's done. Hold the martinis, though; after all, it IS 2010!
On January 17th, 2010, the Golden Globe for best TV drama was awarded to AMC's "MAD MEN" for the third straight year. The drama is incredibly popular because of the personalities and relationships it showcases, as well as the business it conducts. And we have to acknowledge the flawless details that go into making it an incredible period piece; the office, home, and restaurant settings are accurate as well as the costumes. In fact, the women in the show have admitted they even wear the authentic undergarments from that era.
MAD MEN is set in the early 1960's. One must acknowledge that business ran at a much different pace then. In a time before wireless communication, phone calls were tethered, so calls were extremely brief. No one lingered on the phone; they simply made plans to meet in person.
Today, we are able to accomplish so much more in a given day. Unfortunately, according to Robin Jay, author of the award-winning book, "The Art of the Business Lunch: Building Relationships Between 12 and 2," many people are missing out on the very best way to build productive relationships, which, the author says, involves face-to-face meetings. "We need to use our communication devices as a means to an end, not the end itself. There is nothing that can cement a business relationship like sharing a meal, a round of golf, or even a cup of coffee. We need to get a feel for the people we want to do business with…we want to look them in the eye and understand where they are coming from."
Jay should know. She personally hosted more than 3,000 client lunches and saw her sales increase by more than 2,000%. Coincidentally, like the "Mad Men," Jay was an advertising account executive. "The advertising industry has come a long way from those 'Mad Men' days," Jay remarks. Women are a tremendous part of the industry, although in many ways, there is still a 'Good Ol' Boy's' network running the show. I love to see the character of Peggy Olson, as it exemplifies women's entre into the world of advertising; the men simply did not know how to appeal to women and women were becoming big consumers. Bringing in women copywriters proved to be essential. I love watching Peggy pitch campaigns."
"The pace of business has picked up so much, though, that many executives no longer have time to get away for lunch in the middle of their day. But the need for quality 'face time' is still there.
"Because of this, I recommend a Power Breakfast of sorts – even if it's a 30-minute meeting over coffee before your day begins. It's not just executives with billable hours who are having trouble getting out for a long business lunch. In spite of the fact that working mothers are climbing the corporate ladder, they still have parental responsibilities and need to leave the office by 5:00PM to pick up their children. Taking an hour out of their day for lunch could jeopardize their critical schedules. Breakfast meetings are the perfect answer for them as well as CEOs and VPs."
"Another advantage to the Power Breakfast," shares Jay, "is the lower cost. Compared to a 'Power Lunch,' which can cost more than $100 in some markets, breakfast is significantly more reasonable. A coffee meeting might set you back as much as $10 or $15 if your client orders a muffin and a vente latte, but that is still a far cry from what a steak and lobster bisque will cost! Plus, ordering alcohol and paying for it will never be a factor at a breakfast meeting."
Jay is a motivational speaker who shares tips for getting the most out of quality face time with clients, from getting the first meeting to settling the check discreetly. Her engaging presentations offer solid take-aways that help today's busy executives to get the most out of their business relationships. For more information, contact Robin Jay at 702-460-1420 or e-mail her at
Robin@RobinJay.com.