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SAMPLESTOPOTENTIALBUYERS
HINTSANDTIPS
BUYFRESHBUYLOCALSOUTHERNWISCONSIN
APROJECTOFREAPFOODGROUP
Droppingoffsampleswithapotentialbuyeristhekeypartofgettinginthedoortomanyrestaurants.Thiswillgrabtheirattentionandinduecourseshowsoffthevalueofyourproduct.Althoughitcanbeexpensivetothefarmer,hereareafewwaystomaximizeyoursuccesswitheachdrop.
• Beforedroppingoffsamples,reviewthemenuoftherestaurant.Determinewhatproductsofyourswillbestfitwiththerestaurantspreparationcapabilitiesandneeds.Then,sellyourproduct.Makeapointtoexplainwhyyourproductisbetterordifferentthantheirnon‐localcounterpart.
• Supplytherestaurantwithyourextras.Ifyoucan’tsellthematmarketorincludetheminyourweek’sCSA,offerthemtochefs.
• Includeenoughinformationwithyoursamplessothebuyerknowsthenextsteptotakeforpurchasing.Thisincludes:pricesheets,contactinformation,besttimetocallandadeliveryschedule.(Note:recipesarealsohelpfulifyourproductisunusual).
• Keeptrackofyoursamples!Youmayidentifytrendsorusethemfortaxpurposes.Droppingoffaninvoicewith“complimentary”writtenatthebottommaybeaneasywaytoaccomplishthis.
Sealingthedealwitharestaurantorchefisoftenthehardeststep.Chefsandrestaurantmanagersarebombardeddailywithsales‐peoplecallingabouteverythingfrombankingtolinens.Withoutateamofsalesrepresentatives,smallbusinessowners(andfarmers)struggletogettheirproductsold.Hereareafewhintsandtipstosolvingthisreoccurringproblem.
• Establisha“follow‐up”immediatelyafterorduringyourinitialmeetingwithacheforrestaurantmanager.Thiscanbedonethroughe‐mail,phoneorin‐person.Reminder:itmaytaketimeuntilthechefactuallygetsaroundtopreparingorsamplingyourproduct.
• Notsurewhattosaywhenyoucall?Mostbuyerswillsincerelyappreciateyourto‐the‐pointapproachandrespondtruthfully.Ifyouaskthemdirectly,“ShouldIassumeyouarenotinterestedinpurchasingmyproduct,”willhelpyouandthepotentialbuyerbothsavetime.Gaugeyourbuyers!
• Beconsiderateandpatient!
