Selling to Businesses
Selling to Restaurant Menus Businesses
The problem with selling to restaurant menus businesses is that misguided efforts can threaten your entire business model. Don't forget that restaurant menus businesses aren't easy sales marks -- here's what you'll need to close sales in this niche market.
A good sales strategy is money in the bank. So for businesses that sell to restaurant menus businesses, strategic sales planning is a prerequisite for success.
Don't be intimidated by the speed of the marketplace. Although speed is important, sales fundamentals and logical strategies will make the biggest difference in the success or failure of your selling efforts.
How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share hire top-end producers and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be enough for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to restaurant menus businesses.
Aggressive Recruiting
Profitable returns begin with aggressive recruiting tactics. Your company can't afford to field sub-par sales reps.
Companies that sell to restaurant menus businesses should focus their attention on self-motivated candidates. At the same time, you need to make sure your sales hires are team players. Individuals who lack the ability to sell in a team environment will ultimately hamper your sales efforts, no matter how good they look on paper.
Direct Marketing Strategies
Direct marketing is an effective way to sell to restaurant menus businesses. The benefit of direct marketing is that it provides a cost-effective resource for reaching qualified prospects with targeted messaging. From a sales cycle perspective, direct marketing establishes a baseline for relationships with restaurant menus businesses that can benefit from your products or services.
The tricky part about direct marketing is lead generation. Since finding leads is time-consuming and difficult, we recommend using lead lists supplied by established third-party vendors. Based on our experience, Experian is one of the best in the business with a reputation for supplying consistently reliable lists of restaurant menus businesses that generate sales revenue and repeat business.
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