I encourage you to think of your server’s interactions as indicating the scene changes in Act One of your own play. People often get annoyed when a restaurant server “interrupts” by approaching the table. Once you unpack the person’s (or people's) challenges and aspirations, you can position yourself to become a thoughtful service provider. Understanding how they’re going to get there will bolster your pitch for their business. Perhaps you begin by asking where they see their business in five years. Once you find that common topic, your sense of belonging is ignited, assuring you both that “he/she is like me.” Now your guests feel socially safe, and your discovery session can commence.
Where they went to school is a great ice breaker, as is sharing thoughts about hobbies and passions. Begin by getting a sense of who you’re with: Ask about their backgrounds. Remember, a dining room table unites, where a conference table separates. This can be achieved by taking advantage of the communal ritual of breaking bread, which is conducive to finding common ground and understanding the other person. What do you know, and what you want to know about your dining companions? Is your mission to pitch a prospect or to retain an existing client? Maybe you’re there to maintain a key network relationship or nurture a direct report. To maximize that precious hour at the table, consider your desired outcome.
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