Friday, October 21, 2011

How Corporations View Caterers - Part #4

Approach the buyer of corporate catering from the point of view that you sell, or can arrange for, everything they need to make their needs, wants, dreams and situations become okay. Be their problem solver. You need to be all things to a corporate buyer. This may not be easy; often, corporate buyers are on a power trip and look upon the caterer as a necessary evil. They may have gotten this attitude because one or more caterers have let this buyer down in the past.
To overcome, or neutralize this, you need to have some sort of a 100% satisfaction guarantee to offer your corporate buyers. At first this might seem too dangerous, but you can be assured that it will increase your overall sales.
It has never been more important to resell and to sell more to our buyers. You need to be in their mind at all times. There are too many other caterers willing to give the time it takes to grow a corporate business in a tough competitive marketplace.
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3 comments:

  1. Cafe 10's Daily MenuOctober 21, 2011 at 2:00 PM

    I love the idea of a 100% satisfaction guarantee, but how do we protect ourselves from being taken advantage of. Is there a way to qualify the complaint? One other question, do you believe a corporate client would falsify a complaint?

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  2. Bob KinkadeOctober 27, 2011 at 7:03 AM

    With new clients, I have used guarantees often, and find it to be an effective selling tool. No client has ever asked for their money to be returned. I back up my guarantee with a couple other concepts...a bit of lagniappe, and working hard to deliver what I promised. Both of these take care of the guarantee issues.

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  3. BBQ CaterersDecember 5, 2011 at 1:42 AM

    Another informative blog… Thank you for sharing it… Best of luck for further endeavor too.

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