Make Your Policies & Rules Part of the Sale's Presentation & Paperwork

Let buyers know and understand all your rules, policies and expectations during the selling process instead of describing them after the sale is made. Explain your rules and remedies in a casual and professional manner that lets the buyer see that you are aware that these types of things sometimes happen and, as a professional business, you have solutions and options for them if and when they do.

Examples of talking points would be deposits, guarantees, damage to property, overtime (if needed) for staff, and a bunch more. Some caterers simply place a sheet of paper (single page) in front of the prospect and explains them. Yes, one can get in "trouble" by doing this, so you need to think this out carefully.

What a caterer doesn’t want is for a buyer to say, "I didn’t know about this rule.” Or, “Why didn’t you tell me this before I purchased?” Often, the issue is not who is right or wrong when problems arise, but whether the caterer’s image will suffer as a client shares anger and disappointment with the community.

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