This article is part of a series called “Getting Off-Premises”, which examines how to build an off-premises business.

Follow Jim Rand as he visits Haido Barnett, the owner of Andre’s Cafe in Boston. Haido shares how she reels in new catering customers.

TRANSCRIPT:

Jim Rand: Trust is what it’s all about. So, what were some of the things that you did to kind of build that trust and to grow the relationship?

Haido Barnett: I would go out and introduce myself and I would make a personal connection with that person whether it was bringing them a little box of cookies or bring them a little something.

Jim Rand: That’s all it takes, right?

Haido Barnett: All it takes.

Jim Rand: It’s very, very simple. Do you include, like, lunches for the person ordering? Do you throw in a little extra?

Haido Barnett: Absolutely. You know everything’s tight every month. So, it feels [like] a lot to pull out a lunch for 20, but you might get them to order for a 400-person office three times a week.

Jim Rand: Exactly.

Haido Barnett: And all it costs was just that $20 lunch. So, I always say be very generous with the one thing you can be generous with, which is food.