How to Sell to Multi Location Businesses

Why Multi Location Businesses Are High Value Targets

A business with ten locations needs ten times the product compared to a single location business, but the sales effort is not ten times harder. Once you win the first location, rolling out to the rest is often a straightforward expansion conversation. This makes multi location businesses some of the highest value targets for commission agents.

Understanding Multi Location Decision Making

Multi location businesses may centralise purchasing decisions at head office or allow individual locations to make their own choices, depending on the organisation. Understanding which model applies is critical to your sales approach.

Ask early in the conversation: "How are technology decisions made across your locations? Is it centralised or does each location have autonomy?" This question saves you from pitching to the wrong person.

The Land and Expand Strategy

The most effective approach is to start with one location, deliver exceptional results, and use that success story to expand across the rest of the organisation. This reduces the prospect's risk because they can see the product working in their own environment before committing to a full rollout.

Offer to pilot at one or two locations with a clear timeline and success metrics. When those locations show positive results, the expansion conversation becomes much easier.

Pricing for Multi Location Deals

Multi location businesses expect volume pricing. Work with your product provider to create a pricing structure that incentivises full rollout. A per location discount or tiered pricing model can accelerate the expansion from pilot to full deployment.

Managing Complex Rollouts

A multi location deployment involves coordination across geographies, different staff groups, and varying local requirements. Position yourself as the project coordinator who ensures a smooth rollout. This adds enormous value and justifies your commission on a deal that might otherwise be managed directly by the company.

Commission Multiplication

The mathematics of multi location deals are compelling. If your standard commission is $200 per month per location, a ten location client generates $2,000 per month. Build a portfolio of multi location clients and your recurring income scales rapidly.

Use Zepys to track individual location rollouts and commissions within larger accounts, giving you visibility into expansion opportunities and a clear picture of your total earnings.