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Tips and Strategies for Repeat Business

Repeat business is the lifeblood of a successful corporate drop-off catering operation. Always keep this in the forefront as you build your sales and marketing strategies around it.

Be active in your community

  • When you can, donate food and/or beverages to community events
  • Consider adding a “Donation Request” link to your website
  • Join your local chamber of commerce. They usually have monthly networking meetings with other business owners in the community. For information about your local chapter, contact your city or town hall, or search on the internet.

Know what makes your customer smile (and frown):

  • Maintain a database record of their favorite sandwich or dessert—and surprise them once in a while.
  • Maintain a database of “Absolutes with Every Order.” (Example: Always include vegetarian option…Cannot use open flame in building…Orders ALWAYS need to be set-up)
  • Follow up—especially after a large or multiple day events. If you helped plan the menu, ask your client: How was the food received? Were the quantities of everything appropriate? How helpful was the delivery person? Ask, “What would you like done differently next time?  You should ask these questions and enter this information into their database profile while it is still fresh.

Be available for your customers

  • Give your best clients your cell phone number so they can contact you in an emergency. It will be a rare event if they use it. If they do use it, it is usually pretty important.
  • Be sure your staff knows which customers you are always available for. Consider posting a list by the phones or in the office.
  • Tell a customer, “If I am on another line when you call, please tell my staff person your name, and that I’ve requested they let me know when you are on the line.”


Get Fresh July 2015

Michael Rosman

Michael Rosman

Owner/Founder, The Corporate Caterer, Boston, MA

Michael Rosman is the founder of, a consulting, coaching and lead generation company for businesses that aspire to take their corporate catering business to the next level or start a new division. He is also a Senior Consultant with He can be reached at [email protected].