How to Sell to Hospitality Businesses in Australia

The Hospitality Market

Australia's hospitality industry employs over 900,000 people and turns over billions annually. From inner city cafés to regional pubs, these businesses need a wide range of products and services, making them an attractive market for sales agents.

Understanding Hospitality Owners

Hospitality owners are some of the busiest people you will ever sell to. They work long hours, deal with constant staff challenges, and operate on thin margins. Respect their time and they will respect you.

Most hospitality operators are hands on, visual thinkers who respond better to demonstrations than presentations. Show them how something works rather than telling them.

Timing Your Approach

Never approach a hospitality business during service times. Mid morning (10am to 11am) and mid afternoon (2pm to 4pm) are your best windows. These are the quiet periods between rush times when owners can actually talk.

Drop in unannounced with the right timing and a brief pitch. Many hospitality owners prefer face to face interactions over phone calls or emails.

Products That Sell

Point of sale systems, payment solutions, inventory management, staff rostering software, food delivery partnerships, insurance, fit outs and equipment, marketing tools, and accounting software all have strong demand in hospitality.

Zepys features several products designed for the hospitality sector. If this is your niche, check what is available and build a portfolio of complementary offerings.

The Demo Is Everything

Hospitality owners want to see it work. If you are selling a POS system, set up a live demo on a tablet and let them tap through it. If you are selling a rostering tool, show them their actual roster rebuilt in the new system. Tangible demonstrations close more deals than any amount of talking.

Referral Chains

Hospitality operators talk to each other constantly. A successful installation at one café leads to enquiries from five others. Make every client a raving fan and your niche will grow organically.

Common Objections

"I cannot afford it right now" is the most common objection. Response: show the ROI. If your product saves them three hours per week at $30 per hour, it pays for itself quickly. Hospitality owners understand numbers and will buy when the maths works.

"I do not have time to set it up" is the second biggest objection. If you can offer hands on setup and training, this objection disappears.