Picture yourself walking into a bar. You look around, getting a feel of the people already in. You glance at the bar to see if it’s lively enough, fun maybe. But you never ever think that someone out there may be observing you too. Or wondering what they might offer you to drink; debating if you would stick to your usual or if there’s an opportunity for swaying your decision.

As I tread on uncertain territory behind the bar early in my career, I quickly understood the key to my future. Observe, observe, observe. It’ll tell you everything. Show you the way forward. Give you the power to change the course of an evening. I noticed the little things. How a quiet guy on the counter mulled over his rum and cola. I learned to leave him alone for a bit, letting him ponder. At the smallest opening, I’d go chat with him a bit, allowing him to loosen up and drop his guard. I now knew that the worst was over and he was ready to be a mite social.

Every once in a while a regular young professional would come to the bar with a group that definitely shouted ‘upper management’. He’d glance at me with the serious ‘I am with the boss’ look. This was my cue to smile and be polite, but not be my usual cheery self. Instead, I would focus on the rest of the group, getting to his drink last. It’s very simple.

1. If I had gone all gung-ho on him, the boss may have wondered how much of his free time was spent drinking in my bar.

2. In his enthusiasm to impress upon his boss that he too was in the know when it came to the spirits that cheer, he might get it all wrong. Imagine his embarrassment if he ordered single malt and the big guy chose a basic beer.

As the last one ordering, he could get it right, whichever way the boss went.

But say he came in with a group of peers, tie undone, shirt sleeves half rolled. My calling out to him in recognition would be a power move. This would announce that he is someone to reckon with and holds a certain sway. And if the communication begins with “Will you have your usual or are you’ll celebrating this evening?”, he has made an impression. You may have turned the tables in your favour and a chance to suggest a few drinks is now open. Or not.

Let’s now switch to a scenario where our young friend has a lady with him this evening. If you have been practising the observing game for a while now, you should quite easily be able to figure out if the damsel in question is a buddy, a girlfriend who’s been around a bit or someone he needs to impress.

A. With the buddy he’ll drink his usual — beer, straight.

B. With the established girl — slightly more premium drink.

C. New girl — this is when you can pull out all the stops. A single malt for himself, a Margarita for her, Long Island Iced Tea for both, a bottle of wine…

And so, jeans and a t-shirt may say one thing, but jeans and a shirt totally another. A little black dress will demand attention, a casual top will say “I know what I’m drinking, so stop giving me ideas!” And if that wasn’t enough, it’s those that love the bar counter that make your work worthwhile. Just a few questions to the adventurous and you can offer them drinks that make them smile. You are that amazing wizard who sees all and knows all. It’s then that you become SOMEONE from being just another bartender. And this is what I try to impress upon everyone who wants to be a ‘bar star’ — to realise that it’s not about YOU but about THEM. You may know how to make great drinks. But they are great only if the person drinking them thinks they are. And that will only happen if you have listened while they talked and told you about themselves. And you picked enough to tweak your drink to make it perfect for them. I have applied this rule through all my endeavours. Talking to a roomful of ‘high-net-worth-individuals’ for a bank on the hows and whys of the single malt. Enthusing a group of cardiac surgeons on the niceties of wine while they offered me advice on the health benefits, if any, in a glass of wine. To impetuous undergrads on the wisdom of staying away from “let’s do shots, guys!”

Here’s what happened with me one evening at a nightclub bar:

Drinker: “Love Long Island Iced Tea but am now bored. I’d like a spin with a little more depth and character”

Me: “Hmmm…” See the box (above) for what I created.

Shatbhi Basu is a mixologist, author, television host and head of Stira bartending academy in Mumbai

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