I wake up Monday morning and realize that I can no longer receive my favorite lunch crowd from the hospital just 5 miles away. The older couple will no longer be sitting at the front table sharing their favorite meal. The weekly call from the military group and the guys from CBP will not be calling in to reserve their favorite table. What would I do in this situation? We are now just providing take-out and delivery.

At this point, I need to act quickly and revisit my marketing strategy. I am sure that as a restaurateur, you are having the same thoughts. Time is money, so let’s get started!

I currently have a list of phone numbers of regular customers that have visited the restaurant. Now, we need to understand one aspect concerning the science of persuasion. People say “yes” to those that they like. However, three factors that influence their decision are the similarity of the other person, the compliments the person pays, and whether they cooperate with them. Consequently, our strategy is to meet these three factors before commencing any negotiation.  

As we call our customers, we want to express sincere concern and exchange some personal information that identifies similarities you share in common. Then, we want to appreciate the support and patronage they have given us in the past. Thirdly, we want to find out what we can do to cooperate with them in facilitating their favorite meals. Finally, we can discuss business and negotiate how to meet the needs of the other. 

Now let us get to work! Call those customers and close those deals. Did you finish? Come back for my next restaurant marketing strategy, and we will do it together.