Research has shown that there are things a marketing consultant can do in a face-to-face meeting for the first time that will make a great first impression and generate a report when conducting business transactions. Knowing what to do and what not to do can prevent a sale from slipping away. Lighting is a very important factor.

This is why …

There are some things that work well and there are some strategies that are lucky, intuitive, or whatever.

The first thing I would recommend: whenever you meet people, especially in a restaurant, always arrive early and sit in the back of the restaurant, facing all the other human beings in the restaurant.

The person who will come to meet you will be forced to sit directly in front of you, and all they can see is you.

They may be able to hear things happening in the background, but they couldn’t really see anything; so you have 100% of the attention and, in essence, the perception that you are in full control of the environment.

The second thing is, if you have a choice of where to take people, there are some things that we know for a fact are more likely to sell.

If you take people to a restaurant that has dim lights, the probability of getting a yes at the end of your proposal, presentation, whatever it is, is significantly higher than if you take a person to a restaurant that is well lit.

Why is that?

Because when there is little light, the pupils increase in size. So when you look at your prospect you see large unconscious pupils, no one necessarily tells us this at school, we only know this from looking at babies that babies always have these big eyes, they are happy.

We literally have all these wonderful and powerful associations with huge eyes.

When you look at a person in low light, their eyes are actually quite large. And there is a feeling that people come in, a feeling that they are comfortable, that things are fine, that this is fine, I like this person, they like me.

Talking about tactics, that’s one of my all-time favorite tactics, it’s the combination of dim lights and seating position in a restaurant. That’s worth $ 50 if people did that.

When choosing a place to meet, invite your client into a softly lit environment that is your best option for a fresh start. End of story.