What a game of golf can teach you about people

Its common knowledge that many business deals are won on the golf course, and I always thought it was because the sport appealed to those richer folk, those that can afford it, definitely a rich mans sport. But there are many sporting activities that are far more costly than golf, such as car racing, yachting and horse racing, so what makes golf so special when it comes to firming business relationships and closing deals?

It turns out; it is nothing really to do with the expense of the sport, but the amount of time you get to spend with the other players and what you can observe during that time. When you are out of the office you tend to drop your guard, you behave a little differently and you relax a little. Well, so do the others.

Over the four or five hours it takes to hit a round of golf, there are a whole bunch of little give-a-ways that you can catch about your playing partners. Beware though, it works both ways, other players may be watching you if they are smart enough.

Take note of a handful of gestures and their real meanings when it comes to doing business with them:

• Do they move the ball, perhaps when they are in the rough or behind a tree? They will cheat you in business too.
• Do some of the players extend the truth a little when it comes to their handicap? They will lie in business too.
• Do they play out of turn or sequence? They will not respect you in business either.
• Do they blame the course, their irons, or the weather for their poor performance? They will look for a scapegoat in business too.
• Do they criticize others players in jest, laughing it off as they go? They will be joking about you behind your back in business too.

Actually building the relationship is the most important aspect of having a game of golf with a prospective business partner, not showing off or acting the fool. People remember others for a variety of reasons, the interesting tall man with ginger hair, the guy with the great swing, or the joker. Make sure you are remembered on that golf course for the right reason to get that business deal you are looking for.

Linda Coles is the author of “Learn marketing with social media in 7 days” (Wiley) and is a speaker and trainer on building relationships. She lives in New Zealand on a fig orchard.