Why a cup of coffee can bridge the gap in business.

Hello, this is Iguchi.

As a sole proprietor, I spend my days testing hypotheses while exploring web marketing and sales promotion methods that can be practiced even with a small budget.In this note, I focus on

marketing terms that you might have heard of but are often used in a vague way. Based on my own research and real-world experience, I have summarized them in the simplest language possible. I hope that even those who are not comfortable with technical jargon will find this helpful and think, 'Ah, so that's what that means.'

Now, have you ever had an experience like this?

You were a bit nervous talking to someone for the first time in a meeting room, but as soon as you had lunch together, the conversation flowed smoothly for some reason.

Such a mysterious moment.

I have also felt before, 'Huh? We were so stiff earlier, why did we suddenly get closer?'

When I looked into it, there was a proper reason for it.
It is a psychological effect called the 'Luncheon Technique.'

You may have heard of it, but its essence is surprisingly simple, and it is a concept that can be immediately applied to building relationships with people.

In this article, I will gently break down the impression that 'the Luncheon Technique sounds difficult...'

After reading this, you should be able to understand, 'I see, that's why conversations while eating are important.'

I think this will be a hint for those who want to naturally bridge the gap with people in business and daily communication.

What does 'Luncheon Technique' mean?

'Luncheon Technique' is a fairly well-known term in the world of psychology, and simply put, it is 'a negotiation technique where you communicate while eating to reduce psychological distance with the other party and make them more likely to accept your proposal.' It sounds a bit complicated, doesn't it?

But the point is the 'while eating' part.
Eating is a relaxing time, and sitting around a table naturally makes conversation lively, right?

It is the idea of using the atmosphere of such a place to build a relationship of trust with the other party.

'Luncheon' means '(formal) lunch' in English, so if translated literally, it would be 'the technique of lunch.'

It seems it got this name because it is often used during lunch time.

Experiments have confirmed that 'when you talk while eating, it is easier to agree with the other person's opinion,' and it is said to be used not only in marketing and sales but also

in the world of politics. In fact,

at the White House in the United States, they use the strategy of intentionally holding dinner parties to discuss bills they want to pass or delicate topics. It is done to create an atmosphere of reaching an agreement while softening harsh opinions.In other words, they are using the 'power of the place' to set 'delicious food' and 'psychological security' as a set to smoothly adjust the relationship with the other party.

When your stomach is full, your mental guard also relaxes

For example, when you are talking to someone you just met while eating sweets at a cafe,
don't you feel like you've become a little closer for some reason?

This is because you are interacting with the other person while your brain feels 'comfortable right now.'
That comfort is also overwritten on the 'impression of the other person,' making it easier to be perceived favorably.

In other words, 'delicious food' x 'the other person's story' = 'maybe they are a good person!' is a
psychological effect that is a bit sneaky (?) but makes sense.

This Luncheon Technique is actually hidden in our daily lives a lot.

For example, try to remember your student days.

When you ate lunch on a field trip with a teacher you don't usually talk to much, didn't you feel like you could talk more frankly than usual, or feel a sense of closeness by learning an unexpected side of the teacher?

Also, the first date with someone you are interested in.

Rather than talking stiffly at a high-class restaurant, you can talk about various things naturally while having lunch at a cafe, and you can understand the other person's personality well, right?

'By eating together, each other's hearts become easier to open.' I think everyone has had this experience at least once, right?

It might be easy to understand if you think of the Luncheon Technique as applying this psychological effect to the business scene.

How can we, as freelancers and sole proprietors, utilize this?

So, how can we, as freelancers and sole proprietors, use this Luncheon Technique? I have thought of a few concrete situations.

1. Meeting with new clients

Instead of talking in a stiff atmosphere at the office during the first meeting, try inviting them, 'Would you like to have lunch together?'

By having small talk while surrounding delicious food, your mutual tension will be eased, and by the time you get to the main topic, they might think, 'I can feel safe leaving this to this person.'

2. Strengthening relationships with existing clients

When you want to deepen the relationship with a client you work with regularly.

Try proposing, 'Thank you as always! Would you like to have a meal together sometime soon?'

If you can talk not only about work but also about hobbies and private matters, you can build a stronger relationship of trust, and the possibility of leading to continuous work increases.

3. Follow-up after industry networking events or events

You exchanged business cards, but you don't know how to connect from there... It is also effective in such cases.

Try inviting them to lunch, saying, 'I am XX who met you at XX the other day. If you don't mind, could you let me talk to you slowly once?'

It becomes a chance to have them remember your face and name among many people, and to build a relationship that goes one step further.

I myself sometimes propose, 'Shall we have a meeting while having tea?'

For example, a scene where you meet a client for the first time.
Just by talking while having a light lunch at a cafe, the other party's wariness softens, and conversation often proceeds in a relaxed atmosphere for both parties.

Conversely, if you suddenly exchange business cards in a meeting room and start with 'Then, regarding your company's issues...', it inevitably becomes a stiff atmosphere, and it takes time to build a relationship.

Of course, it depends on the industry and timing, but even just 'trying to talk by changing the place' or 'starting from small talk with a coffee in hand' can sufficiently apply this 'Luncheon Effect.'

Actually, when I planned a seminar, I used a style where the lecturer and participants had a light lunch before entering the main part, and I had the experience that the closing rate of the subsequent course clearly increased compared to when I did not have a meal in advance.

Summary: Not only 'what you talk about' but 'the situation in which you talk' was also important

The 'Luncheon Technique' has a name that sounds like some kind of amazing negotiation technique, doesn't it? But when I looked into it, its essence was very simple.

In short, it is a very natural thing, 'valuing connections with people.'

Rather, what is important is 'in what situation you talk' rather than 'what words you use.'

In the end, I felt that what moves people's hearts is not 'technique' but 'relationship.' It is a bit mysterious that hearts get closer just by eating together or having tea, but if you actually try it, you should be able to experience, 'Ah, this is it.'

Since knowing this, for people who say, 'It's hard to get through to them...', I have come to think, 'First, let's have tea together.'

When working as a freelancer, the time spent facing the computer tends to become long.
But I felt again that communication between people expands the scope of work and calls for new opportunities.

By talking while surrounding delicious food, the distance with the other party shrinks significantly.

Isn't this a powerful weapon for sole proprietors and freelancers like us?

Of course, it is important to focus on building a relationship with the other party first, rather than talking only about business suddenly.
Next time you have a chance to meet someone, why don't you try to be conscious of the 'Luncheon Technique' and utilize the meal time?

Perhaps that one cup of coffee or one lunch might be the trigger that greatly changes the future of your business.

Thank you for reading until the end.

I would be happy if this article leads to a small realization like 'I see, that's what it was!' or a hint for your ideas.

I would be very encouraged if you could follow me.
I will also follow you back ^^