Business Telegraph

The Entrepreneurs

How a day at the races can help you win clients


In today’s modern digital age, some may think that the days of wining and dining your clients are long past. In reality, the contribution that face to face contact can make to your business’ success is more prominent now than ever. As the digital age encroaches more on our client relationships, people are looking for the comfort of dealing with a person that they can put a name, a face and a handshake to. Here’s how a day at the races, or any other day out with your potential customers, can help you to bring sales over the line and win your clients over.

Being face to face helps to build trust

In today’s modern era, we still have a generation of business-minded people who value trust in their suppliers and manufacturers more than ever. Solid business relationships are still partnerships, and trust is one of the most important factors that can be garnered with your potential clients. No matter what industry you are in, it is a well-regarded fact that trust is built much faster in person than it can ever be via email or phone calls. This is one of the main reasons why spending time with your potential customers can be beneficial to you. By allowing them to get to know the people behind the business deal, they are more likely to put their faith in you as a partner.

A fun environment creates positive subconscious emotions

How your potential customers feel about you is something that can potentially cause the success or the failure of a business relationship. Creating these positive emotions in association with you is not a process that can be learned from a textbook, it is something that takes time and earnest commitment on your part. One way that you can begin to adjust the subconscious emotions that your client has towards dealing with you, is to create an enjoyable environment for you to spend time together.

Using a day at the races as an example, maybe you pass on some excellent Caulfield Guineas odds to your clients to allow them to experience the thrill of the races both emotionally and financially if they are the betting type. A day at the races is the perfect environment to socialise with your potential business partners. It is formal enough to maintain your professional relationships while being casual enough for your potential customers to get to know you on a more personal level.

Creating a sense of teamwork in an outdoor environment

Multiple business studies have concluded that working together in an outdoor environment creates a stronger bond between people. As a way to gain trust from your prospective clients, working together at the races to pick the winners or to come to an agreeable business decision creates a balance between emotion and connection. This will help you to make your sale or to achieve an agreement that may have otherwise been more of a struggle in an alternative environment. 

Successful business partnerships still hold strong foundations in personal relationships and by using national events like the Spring Racing Carnival, you have a chance to present yourself in a positive environment outside of the board room. Consider taking your next pitch meeting to a more agreeable destination for all and experience the difference that a new environment can make to people’s thoughts and motivations when it comes to business.

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