Selling to Businesses
Selling to Restaurants
The vast majority of restaurants are willing to hear a good sales pitch from a qualified vendor. Here is the information that will help you get started selling to this market.
Not surprisingly, restaurants play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.
With diligence, hard work and a carefully crafted sales strategy on your side, it's possible to penetrate the market and receive an acceptable return for your efforts.
Industry Experience
In restaurant sales, industry experience is a huge plus. Although it isn't necessary to be a twenty year industry veteran, it helps to speak the industry language and to understand the pressure points of a typical restaurant.
B2B sellers who lack industry experience can compensate for inexperience by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, restaurants may also be more amenable to sellers within their network, so it's important to increase the size of your network as quickly as possible.
Marketing Tips
In a B2B environment, sales and marketing are connected business activities. To succeed in the restaurant industry, you'll need to gain a solid foothold with buyers. Leading sellers strategically utilize their resources to establish and maintain a strong industry presence. Cost is a factor, but any channel that can raise your market visibility is worth considering.
Make sure you invest in a first-rate website. These days, restaurants frequently access vendors through online channels. An investment in an attractive and user-friendly website is a must.
Strategies for Selling to Restaurants
Although there are exceptions, restaurants are always interested in products that help them better serve their customers.
Cost is a constant concern, but if restaurants believe a new product or line of products can substantially improve their customers' experience, price takes a backseat to quality.
Businesses that sell to restaurants need to also recognize the fact that restaurants aren't necessarily the beneficiaries of their products, so strategies that focus on enhancing customer experiences are frequently well-received by buyers.
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