Have them eating out of your hand.

Power lunches are more about the deal than the meal

Justine Collins was looking for a new career opportunity. She decided to bypass the classified ads in favor of the contacts in her Rolodex.

"By following what was going on in the financial industry, I discovered that someone I had met in passing several years ago was third in command at a new startup that was doing very well" says Collins. "I knew that whatever advice or referrals she provided me would help my search exponentially," says the 32-year-old New York City-based financial analyst. Collins planned a dinner meeting to set her plan in motion.

According to Robert Half International Inc., a large staffing company in Menlo Park, California, nearly 49% of the executives surveyed said their most successful business meetings outside the office occurred over a meal. Like Collins, you probably do a lot of business in meal settings yourself. Whether it's to close a deal or to explore prospects with a new client, power lunches and other meal meetings are key networking tools. With so much on the line, you can't afford poor manners to be your deal breaker. In fact, there are subtle rules and etiquette to power lunching.

Marjorie Brody, president of Brody Communications Ltd. in Jenkintown, Pennsylvania, and author of Professional Impressions: Etiquette for Everyone, Every Day (Career Skills Press, $12.95), suggests the following to help you navigate the intricacies of power lunching:

* Be clear about the purpose of the meeting. First, you're there to speak, not eat. As with any other meeting, it's important that you come prepared. For example, if it's an informational interview, don't be afraid to ask targeted questions regarding your guest's industry and how you can break into it.

* Be a good communicator by being a good listener. It's a good idea to eat a little something before you go to make sure that you're not distracted by the food around you. Give the person your undivided attention, and allow him or her to speak without interruption.

* Little things mean a lot. Select a restaurant you can afford and arrive before your guest whenever possible. If they go expensive on the menu, you cannot go cheap, stresses Brody. Have your small talk once he or she arrives, because the lunch is social until the order has been taken. And, of course, be sure to pick up the tab. This is your way of thanking them in advance for their time.

* Good follow-up is paramount. This will let the person know that you are serious about the business you discussed. A simple "thank you" note or card will do. "No matter who it is, a handwritten card in a stack of mail is always a priority," says Brynda Woods, president of Career Advantage Personnel Services in Ontario, California. "People love it, and you can usually expect a call [because of it]," explains the career coach. Your "thank you" should be succinct and to the point. For example, "Thank you for meeting me for lunch. I appreciate your insights and look forward to speaking with you again" should suffice.

The overall purpose of the lunch is to make a good impression, says Brody. "You should be so awesome, your guest would want you to work for them or their company." But Woods believes the power lunch goes a step further.

"If you've done your homework and prepared for the meeting, then the purpose of a power lunch" will be evident, says Woods. The goal is to use the more casual setting to your business advantage. If the other person sees that you are diligent and serious about your goal, you will have used your time wisely.

For more information, read:

* Meetings; Do's, Don'ts and Donuts: The Complete Handbook on Successful Meetings by Sharon M. Lippincott (Lighthouse Point Press, $16.95)

* 60 Minutes to Success: The Ultimate Guide to Power Lunching by Alice A. Adams and Rachel Serf (iUniverse.com, $9.95)

* Meetings in an Hour or Less by Steve Kaye (Personal Quality, $19.95)

* The Etiquette Advantage in Business: Personal Skills for Professional Success by Peggy Post and Peter Post (HarperCollins, $35)

Don't Slurp Your Soup: A Basic Guide to Business Etiquette by Elizabeth Craig (Brighton Publications, $13.95)