In recent years, family restaurants have become hot prospects in the B2B marketplace.
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Many family restaurants expect to receive great service from the companies they do business with. But service alone won't close the deal. For B2B companies that sell to family restaurants, the steady execution of business fundamentals is just as important as your relationships with your customers.
Effective Marketing Strategies
Effective sales strategies begin with marketing, and the marketing strategies for family restaurants are as diverse as they come.
Yet in this industry, marketing effectiveness is rooted in the ability to target key decision makers. From traditional marketing to cutting-edge Internet strategies, any initiative that fails to reach decision makers is a waste of time and resources.
Since your sales revenues hang in the balance, you can't afford to rely on stale or inaccurate sales leads. Third-party lead lists may be the best bet for making sure your team is equipped with the most up-to-date information possible. If you are new to the lead list market, you may want to consider Experian -- a third-party lead list vendor with a reputation for providing regularly updated and sorted family restaurant leads.
The family restaurant industry is relationship-based. Businesses that sell in the industry leverage networking and contacts throughout the sales cycle.
Lead lists are helpful in expanding your network, but only to the extent that your team invests time and effort to develop lead list contacts into long-term business relationships. As an owner or manager, you need to encourage networking strategies and proactively model relational sales techniques.
CRM (Customer Relationship Management) technology is standard fare for most B2B enterprises.
When used properly, CRM can improve your company's interactions with customers and prospects. For those who do not have a good lead management system, there's no better time than the present to get started. Companies that already use a CRM solution need to assess their processes to make sure it is being used to its full potential.
In the B2B family restaurant industry, the inefficient use of CRM can put your business at a competitive disadvantage.
Given your interest in selling and in family restaurants, you might find these additional resources to be of interest.
If you currently own a family restaurant, you are in the wrong spot. Try these useful resources:
If you are looking for advice on selling to a different company type, peruse our alphabetical directory of sales guides below.