_{At ezCater, we’re dedicated to helping restaurants grow a successful catering business. That’s why we’re excited to share this video series featuring insights and lessons from industry experts behind thriving catering programs.}

Do you have a long-term strategy for winning new catering customers? And how do you create loyalty among your current customers? To build momentum, you need to coach your sales team to schedule warm follow-up messages and track customer data. It’s the every-day sales tactics that make a world of difference in growing your catering business. 

In this video, Rosie Davenport, VP of Marketing for Xperience Restaurant Group, shows how to use sales tactics to create more loyal catering customers. She shares tips for coaching, personalizing follow-up conversations, and retaining customers if something goes wrong. 

Video Takeaways:

• Schedule follow-up touches in advance. Use your CRM to record details about customer needs and upcoming events that will drive the conversation.
• Coach your sales team to generate more detailed reports. Develop and maintain up-to-date customer information to convert more leads.
• Always try to repair a broken relationship. Gift cards and discounts help retain a customer after a catering mix-up or delivery issue.

Rosie Davenport is VP of Marketing for Xperience Restaurant Group, where she heads the sales and marketing practice. Previously, she developed and directed sales efforts for multiple brands, including Romano’s Macaroni Grill, where she managed a national sales team that lifted off-premise sales 50% YOY.