Pitch Switch: Changing Sales Tactics Made This Reservation App Appealing to Restaurants
Greg Hong had a sales theory that went like this: “I wasn’t just there to sell them something, but to be their customer as well.” When he cold-pitched restaurants, he’d show up between 4 and 5:30 p.m., order a drink -- so that he was a customer -- and then casually ask for the manager. Then he’d explain his app, called Reserve: It enables diners to make reservations, rate restaurants and split the tab among friends.
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“That’s the worst idea I’ve ever heard of!” one manager blurted out. Hong’s first 15 attempts went the same way; no restaurants signed up. Maybe, Hong thought, this app is just a bad idea.
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