Pitch Switch: Changing Sales Tactics Made This Reservation App Appealing to Restaurants
Greg Hong learned to hone his sales pitch over drinks. Save yourself the money and learn from his story.
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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.
"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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