Hospitality is a massive market for sales agents
Australia has over 90,000 food service businesses, from small cafes to large restaurant groups. Every one of them needs technology, services, and supplies. For sales agents, this represents a huge opportunity if you understand how the industry works and what owners actually care about.
What hospitality businesses buy
The products and services most commonly sold to hospitality businesses include point of sale systems, payment processing, online ordering and delivery platforms, booking and reservation software, staff rostering and payroll tools, commercial cleaning services, music licensing, energy contracts, and business insurance.
If you can sell even two or three of these, you can serve the same customer multiple times.
Understanding the hospitality owner
Restaurant and cafe owners are among the busiest people you will ever sell to. They work long hours, often six or seven days a week. They deal with thin margins, staff shortages, and constant operational challenges.
What they want from you is simplicity, speed, and genuine help. They do not have time for long presentations. They want to know: what does it do, how much does it cost, and how quickly can it be set up?
When to approach them
Timing is everything with hospitality businesses. Never walk into a restaurant during the lunch or dinner rush. The best times are mid morning (between 9am and 11am), mid afternoon (between 2pm and 4pm), or early in the week.
How to pitch
Keep it short and relevant. Lead with the outcome, not the product:
"I help cafes save about $300 a month on payment processing. Would it be worth a quick look at your current rates?"
"I work with restaurants to reduce no shows by 40% using a simple booking system. Is that a problem for you?"
Build relationships in the industry
Hospitality is a tight knit community. Owners know each other, attend the same supplier events, and share recommendations. If you do a great job for one restaurant, word spreads. If you waste their time or oversell, word spreads even faster.
Focus on building genuine relationships. Check in after the sale. Make sure the product is working. Help with any issues. A happy restaurant owner can refer you to ten others.
Use platforms to find the right products
If you want to specialise in hospitality sales, look for platforms like Zepys that let you browse products across categories. You can build a portfolio of complementary products that serve the same customer base, increasing your value to each client and your commission per relationship.