So you think you can sell?
I want to put your skills to the test. I'll try and keep this short as possible but you might want to sit yourself down with a hot drink and get in a comfortable position - it should be right up your street if you're in to dishing out advice!
I'm currently cold calling in on restaurants and takeaways to present them with a great product. It's an App that takes care of almost anything you can think of from reserving a table, ordering and paying online to loyalty cards, photo gallery, outbound marketing etc.
We're already working with dozens of businesses and it's having a real positive impact and we get great feedback.
My current strategy (not my business by the way, I'm a team member) is to visit businesses unannounced, introduce myself and hand over a copy of a report that we've produced (professionally designed, loads of really good information included).
If the Manager/Owner is available, I'll ask if he/she is around to hand a copy over to. If not, I'll leave a copy with the member of staff, ask them to pass it on and try to get the contact name and number of the relevant person to follow up on the report and see what their thoughts are.
This is my script(ish) for dropping in unannounced:
Me: Hi there I wondered if you could help me?
Staff: Sure what can I do for you?
Me: My name is Ben and I represent COMPANY, I'm working with a number of similar local businesses to do some pretty amazing things using technology. I'm here today to hand over a copy of a report we've put together which gives a few ideas of how you guys might be able to do the same thing. Is the Owner or Manager around to hand a copy over to?
If I get to speak to the owner, my intro is:
Me: Hi Steve, great to meet you. My name is Ben and I represent COMPANY. I'm working with a number of similar local restaurants now to do some pretty amazing things using technology - increasing profits, reducing costs and boosting customer loyalty. I have a free report which gives some ideas of how you might be able to do the same here which I'd like to hand over. Also, I wondered if you had a couple of minutes to have a quick chat and see if there's anything I can do for you too?
If they have spare time, I go in to my presentation which consists of me asking lots of questions, finding pain points, average value per cover/takeaway etc. and then presenting my product (App) using the features that will interest the business owner the most based on what he/she has already told me - the consultative approach I think.
However, there are a number of "Hurdles" I am currently trying to figure out how to jump and would appreciate your guy's (and gals!) advice.
1) Although it can make a huge positive difference, this is a product that is not actively being sought and provides a solution to a problem that most aren't aware of. It's not just selling, it's getting in front of the customer, being able to educate them about the benefits they'll receive and then selling.
2) There has all of a sudden been a massive uptake of businesses selling Apps to food businesses. Ours really is one of the best but when you're the 4th/5th/6th App business literally to call that week, it's a tough sell - even if it is the best thing since sliced bread.
3) It's very hit and miss getting the right person and not being a nuisance due to breakfast rush 9am-10.30ish - then lunch - then getting ready for dinner and this differs depending on whether you're in the city or a town. I've definitely had the best response/conversations through cold visits - but is that the right way to go?
If you're even slightly aware of the online food market, you'll know there are a number of huge players - justeat, hungry house and now deliveroo - however they operate a completely different business model.
The difference between us and them is that we are promoting the business we work with, not forcing them to promote a third party business (like those mentioned above) who they then become reliant on for a large chunk of their business and pay high commissions to for each order.
For example, if you owned "Bob's Takeout", your customer would download the "Bob's Takeout" App that is exclusive to that business and his customers.
I would appreciate thoughts on how some of you experienced sales guys would approach this and I will genuinely take on board all comments.
Look forward to hopefully kicking off a great thread.
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"You become what you think about most of the time" - Think BIG!!
"You become what you think about most of the time" - Think BIG!!