500When writing your selling plan, remember the proper marketing strategy may be different for each target audience you select.  These are some common selling methods and thoughts on how they can best be utilized.  Catering Mountain View

 

Event Publications

 

Advertising in event industry magazines or internet sites may put your catering business’s name in front of professional even planners and other vendors who may be in a position to either use you directly or refer your services to others.  Just seeing your name would possibly not be enough for planners to call you for their next event, but perception of your services can only help when they consider a short list to get bids from for a certain job.  If you operate in a market outside of major cities you may find it tricky to reach your clients this way, as event publications and web sites are more city focused.

 

Public Relations

 

Being a caterer, you are in a top position to be mentioned in press about events you work at, particularly if you cater high-profile events in the community.  To get the ball rolling, you will give court certain non profits by offering a discount on your services for their yearly gala.  Having done this, seek press mentions as a sponsor and seller of the event.  To systematically work to get press, include in your contract with clients a right to send PR releases about the event to encourage coverage, an effort which most clients should welcome if they are looking for press attention as well .  Be ready to remove this clause if the event is meant to be personal, however.

 

Client Referral System

 

You can informally seek referrals from customers, but creating a formal referral system can offer you much more success.  By requiring salespeople to collect referrals to potential new clients from each current client or offering deals to clients who pass on other clients you can create incentives to confirm the referrals roll in.  When they do, be certain to heartily thank your clients who felt assured enough in your work to refer you to others.  Don’t just call or e-mail, but send a handwritten thank you or gift to let the clients know how much it suggests to you.

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