What comes to mind when we say “salesperson”? Pushiness, discomfort, distorted truth? Today, that archaic sales model is dead.
Understand your clients’ needs
In food service, everything starts with a detailed understanding of your prospect’s needs and wishes. Ask lots of questions:
- What is your vision for the event?
- What is your budget?
- What are your must-haves?
- What would make your event perfect?
By knowing what matters most to them, you offer a personalized service. For example, if they’re worried about running out of food, suggest solutions and guarantees to reassure them.
By truly listening to your prospect, they will feel heard.
And above all: if you can’t provide what they need, be honest. By being authentic, you build trust. Even if you refer them to a competitor for this event, they will come back to you. Broken promises lead to failed experiences and cancellations.
Sell by educating
Today’s buyer doesn’t want to be sold to: they want to understand.
If a prospect asks you about your prices being higher than the competition’s, explain concretely what sets you apart: cooking time, preparation method, where your products come from. Rather than “my food is better quality”, show why.
Your prospect will understand what sets you apart, and why they should choose you. Selling may be dead, but educating your prospects keeps your business healthy.
