“Tacky” Golf Means Business by Debbie Waitkus, Golf for Cause

Noah is back. He must be! Since the beginning of January, we’ve had so much rain in the Phoenix metropolitan area that the desert is green and the roofers have pulled their ad campaigns. One golf course sported kayaks (miniature arks) last week, while another struggled to remove fish from its bunkers (two at a time, I’m sure).

In spite of Noah’s efforts, we’ve had plenty of golfers dancing between the raindrops, going out to the course. Phoenix golf courses benefit at the start of each year in a few different ways, including the PGA tour stop at the TPC of Scottsdale for The FBR Open, hosting “snowbirds” (the winter visitors), and New Years resolutions to play (more) golf.

I read a column by Jeffrey Gitomer entitled, “The Sales Calendar – Building Monthly Success--Day-by-Day” in which he offers 31 creative ideas and sales techniques – one for each day of the month. And there on day 14, not surprisingly, we find golf. “Play golf with a customer and someone he or she can do business with. Bringing your customer potential business is the most powerful business building (and keeping) tool there is. Combining it with golf makes it memorable.”

This is great advice, especially the references to building business and memorable experiences. For the beginning golfer, however, this could seem intimidating. Playing 18 holes with a customer might be way beyond his or her comfort zone. “Oh, please let there be a downpour on the 14th!”

But there’s hope for the beginning golfer. Nowhere will you find etched in stone that playing golf with a prospect or customer requires you to play 18 holes of golf on a championship golf course. Here’s the key: to a client who is interested in golf, his or her favorite salesperson shares that interest.

Be creative and innovative (nothing new for a salesperson). Incorporate golf in a way that matches your skill level, your budget, and the weather. Gift your client a unique, golf-related item, take your client to a golf tournament, work a golf story into the conversation, take a golf lesson with your client, hit balls together at the driving range, play nine holes, invite your client to lunch at the golf course. There are numerous ways to build a business relationship through golf, both on and off the golf course. Don’t let your golf experience hold you back.

Last week I was invited to play in a unique golf tournament with another businesswoman. Golf skill was not required, but rather an open mind and some creativity. The event was a “Tacky” tournament. I was well prepared, donning my tackiest print golf slacks, a mismatched striped shirt, plaid rain vest (in the event Noah showed up), and snakeskin golf glove. Our cart was decorated with designer toilet paper. And our cart assignment, who knows? We just needed to find an empty hole on the back nine to call our own.

Looking around, I noticed numerous golfers in housecoats and curlers, others in sweat pants and boxer shorts, Martha Stewart in her classic black and white stripes complete with hand cuffs and a mink apron - serving freshly baked cookies from her cart, Michael Jackson, and even a “just married” couple, complete with beer cans dragging behind their cart.

As the awards were handed out (nothing for first place, of course), the golf professional running the event took the podium. He sported a $6 outfit, fresh from the Goodwill Store. Hailing from Oklahoma City, he thought this was nothing more than a typical Sunday afternoon at his home course. He was sure that he recognized a few cousins!

Tacky? Yes. Fun? Yes. Memorable? You bet!

Golf is an effective key for opening doors in business. You don’t need to wait until the 14th of the month and you don’t need to have a single-digit handicap to play business golf. Furthermore, don’t get hung up on the belief system that business golf means playing 18 holes. Rain or shine, get out of the box and onto the course! Turn Golf into Gold. ™

Debbie Waitkus, a business-golf consultant, speaker and trainer, is the owner and founder of Golf for Cause, LLC. She speaks to groups and stages creative golf programs, especially for women, to help them leverage golf for business at any skill level. "Turn golf into gold."™

Debbie can be reached at 602/840-0607 or dwaitkus@golfforcause.com

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