Alex Miller’s Post

Think about the last time you went into your favorite restaurant or bar. Did the waiter greet you by name, seat you at your favorite table or remember your favourite drink? How did you feel when that happened? Are you likely to go back there again and again? You see, to be successful in selling, any kind of selling, you have to make selling PERSONAL. People do business with people, not with companies. Every sale starts with a relationship and if your relationship is strong, there is a higher likelihood of a sale and a loyal repeat customer. This concept is called RELATIONSHIP SELLING. It is defined by working personally with your customer to understand their needs, put their needs first, and provide consultation to help them make the best decision for himself or his business. #SirYemiLana #YemiLana #TheWolf 🐺 #BlackRagnar🧔🏿 #DangerouslyBlessed #BeDeliberate #DoingMore

Bob Bob Ricard - the flamboyant Soho restaurant - sells more champagne than any other restaurant in Britain 🍾 How? They eliminate friction from the purchase journey. With a ‘press for champagne’ button at every table. In B2B sales, decelerating pipeline velocity, extended sales cycles, buyer inertia and indecision are all major challenges. Removing obstacles and reducing friction are critical to deal closure. Often this comes down to human engagement - the in-person meeting rather than another email, the unique insight into a prospect that demonstrates empathy. Creating cut-through in a sea of noise can be the means of unsticking a stuck deal. Bob Bob Ricard’s ‘press for champagne’ button, as well as reducing friction, also represents their brand - it’s unique, and it’s fun. I went there for a meal last Christmas - and yes I pressed the button 🥂 Thanks to Richard Shotton for this and many other psychological insights that relate to sales & marketing, in his latest book ‘The Illusion of Choice’. #behaviouralscience #psychology #sales

Picture this scenario. You notice someone seated in a restaurant. You approach them to suggest, "The eatery across the street is more budget-friendly." It sounds quite inappropriate, no? Isn’t that similar to calling a company and asking them to leave their current vendor which they are happy with because you are cheaper? BH this hasn’t happened to me! But I heard two stories this week of vendors calling companies that have long standing relationships with other vendors and trying to take it away? Of course if the relationship is solid, there is nothing to worry about. But… Is this the right way of business? I think not. Always keep in mind that whatever is meant for you, will come to you, why act inappropriately? I’d love to hear your thoughts. Adding the EPIC bitachon graphic below :) #epicsigns #competition #poaching #sales

Happy Cinco! But it wasn’t so happy for my waiter at a local Mexican restaurant today. He was clearly stressed with the overload of customers. Every time he came to our table, he was visibly frustrated. His point of sale system was glitchy. He was getting pulled left and right. But what stood out most was his first interaction with us, which put everything into perspective. Right when we sat down, he told us that he was swamped, that he’d be a little slower than usual, and asked us to be patient with him. It was a fantastic way to set expectations and communicate the level of commitment he was able to provide us. Which leads me to the question of the week: What if everyone set clear expectations and communicated their level of commitment at the beginning of their conversations? Well, we’d have a lot less stress, uncertainty, and misunderstandings. That’s why upfront agreements are so crucial … Not just in sales calls, but in our conversations with colleagues, loved ones, and really anyone. The waiter used his upfront agreement to alleviate the frustrations he anticipated from his customers. How can you use upfront agreements in your conversations this week? #raiseyourrevenue #sandler #sales #growth

I have been in the restaurant industry going on 14 years. I have worked in #Chicago, #LasVegas, and now my current resting spot. #Miami. I have learned and mastered many techniques for achieving high sales. A big part of sales is having the ability to read your guest. As well as train your voice to change pitches depending on the word or item you are selling. My close friends can tell you that my favorite two words when teaching people how to sell is. “Key words” remember if you are passionate about what you are selling. It comes natural. Stay motivated. Money comes from hard work and trusting in your ability to not only help those who struggle. But to motivate those who are falling behind. #sales #restaurants #sales

When is service not a service? One of the sales practices that has been getting quite a lot of attention on this platform over the last year or so is the proliferation of the dreaded restaurant service charge. These can be anything around 10% up to ridiculous percentages. I get frustrated by these because I cannot see the value in them. What service DON'T I get, If I don’t pay the service charge? Do I collect my own food from the kitchen? Do I cook it myself? If the service delivered is key to serving the customer, then surely it should just be calculated as part of the price. However, yesterday, I ate at a small local restaurant who charged 12.5% service charge which I was happy to pay. Why? Because I saw great added value. We were brought an endless supply of bread and a variety of home made dips, all refilled without having to ask. We were also provided tea and a small cake when the bill was delivered. None of these were charged for on the bill, they were part of the service. As a result, my perception of value was greatly increased and was happy to pay because the service was so much better than in other establishments. It was a differentiator. I am definitely going back to the Blue Garden, Holborn, next time I’m in London. #servicecharge #valueselling #sales

We are focusing our wholesale efforts on restaurants, bars, cafes, coffee shops and hotels with the Los Angeles area and have found that boots on the ground is not an effective nor time efficient strategy. I have been using Instagram messaging asking for the owner and/or chefs contact information so I can reach out and set an appointment to bring samples however the response rate is horrendous. 1. Food Manufacturers What's your strategy for finding new wholesale customers? ✏️ 2. Small business owners of restaurants, bars, cafes and coffee houses How do you find locally sourced menu items and what is your preferred method for a vendor to contact you to bring samples? ✏️

Some really positive results are coming through despite the tough times of late. Thanks, Propel Info, for your insights. #hospitalityindustry Whitbread current F&B sales up 7%: Whitbread, the operator of the Bar & Block, Beefeater and Brewers Fayre brands, has said that its UK F&B sales were up 7% as it moved into its fourth quarter versus FY23 following a “robust trading performance over the festive period”. The business said that its UK F&B sales over its third quarter were up 6% on a like-for-like basis, and up 8% year to date. The Alchemist reports record FY revenues, “really strong” festive period: Bar and restaurant brand The Alchemist posted record full-year revenues in the 12 months to 31 March 2023, with sales of £59,430,00, up 9% on the previous year (2022: £54,568,000), as it remained focused on “providing our customers with value for experience”. Bristol Syrup Company Ltd Beyond the Bean Ltd

I recall a time when I worked part-time with a beer company during my college vacations, selling and promoting the brews in restaurants. Being young and ambitious, eager to maximize sales and earn those sweet commissions, I'd approach customers relentlessly, pitching our offers as soon as they sat down. Then, one day, a waiter gave me some advice. He said, 'Wait for customers to settle in before approaching them.' It made sense, so I tried it. I started greeting customers warmly and only talking about our brews once they were comfortable. I took his advice to heart, shifting my approach to focus on customer comfort before making my pitch. That simple change in strategy was a turning point in my journey toward customer-centricity. Here's to unexpected mentors and the lessons they teach us!! ❤️ #customerfirst #customercentricity #sales #network #learning #linkedin #hospitality #customer #service #experience

My good friend and colleague, Dave Nitzel previously a senior executive at a major car parts retailer, made a significant career shift to the hospitality industry with Barmetrix years ago. In his post below, Dave delves into how retailers calculate the required stock levels to meet consumer demand. This sector has refined inventory management to a precise science, embracing strategies like Just In Time (JIT) ordering. A key distinction I've seen between the retail and hospitality sectors is their approach to inventory depletion: "selling out" versus "running out" of products. In retail, there's a general acceptance of selling out items. It's a common scenario: you visit a store only to discover your desired item is out of stock. While this can be frustrating, alternative options are usually available. Conversely, in hospitality, there's a pervasive fear of running out of products. This apprehension leads operators to maintain excessive stock levels to prevent any shortages. Interestingly, I find the hospitality industry's mindset somewhat peculiar. For instance, if a bar runs out of my preferred vodka, beer, or wine, it presents an opportunity to explore different brands. This not only allows bar staff to showcase their product knowledge but also creates a chance to engage customers in a more meaningful way, rather than simply fulfilling orders. Take a read of Dave's post below to see how retailers accurately calculate the amount of stock to keep on hand at all times.