I don’t find that a highly structured presentation is very effective with most restaurant owners. Some like to chat and build a rapport, some want just the bullet points, some are focused on a very narrow segment of what you can offer. It’s usually counterproductive to fight against it.
    We offer a couple of services that go hand in hand – delivery and integrated online ordering.
      In the general conversation that follows, I try to find the answers to these questions:
      Do they offer delivery now?
      Have they done delivery before?
      On their own? Third party?
      How’s the experience? (identify the pain points)
      How do they feel about their current website? (identify the pain points)
      How important is takeout to their business?
      How do customers place orders?
      Overall, I listen for their business priorities and the parts of the business that are causing them the most difficulty right now.
        Common pain points you will hear
        Quality of service is bad
        – drivers sloppy, rude, careless
        – problems difficult to resolve with customer service
        – third-party very slow to respond with menu updates or service issues
        Your solution: I’m the owner. I’m responsible, accountable, and I care like no employee can.
          It takes too long to get paid. I am out too much money, for too long.
          Your solution:  No invoicing, no waiting. Payment of each order directly to your bank account, like any other credit card transaction. 
            Cost is too high
            Your solution:  Your rate is lower than competition or in-house delivery. Incremental sales explanation.   
              Don’t own the customer relationship
              – have to send my customer to third party to place the order
              – customer data is not mine to use
              – if there’s a delivery problem, third-party blames me
              Your solution:  Restaurant keeps the customer, building the relationship and their brand. 
                Making changes to the website is a pain and I don’t have time to deal with it.
                Your solution:  We handle this   
                 
                   
                  Universal Questions:
                  How much does it cost? 
                  We work on a commission basis of (15% or 20% or whatever) for delivery and 5% for takeout. There’s no weekly fee. There’s no monthly fee. There’s no setup fee or marketing fee or anything else that other delivery services usually charge. We get paid only when we’re bringing in business for you.
                  This will be the single most profitable part of your business. (and then walk them through example numbers illustrating incremental sales)
                    How do I get paid? 
                    Another way we stand out is that there is no invoicing and no waiting for payment. When the orders come in through your website, you own the transaction. It’s deposited directly to your bank account just like any other credit card transaction. The payment to drivers, their tip and our fee are split out at the same time, so there’s no invoicing hassle.
                      How do I receive orders?  
                      Our system can fax, email and send info to a tablet – and any combination of those, whatever works best on your side. Faxes and emails are followed up with a phone call to confirm pickup time.
                         
                        Common Objections
                        We already do our own delivery
                        Great! How is that experience? You can certainly continue to offer that.
                        Most restaurants that do their own delivery usually stop pretty quickly after using us for a few reasons. Dealing with staffing/management/driver turnover is not really core to their business, and we take all those problems away. We find that some days everyone wants BBQ or pizza or Indian food, and it can be tough to predict order volume for a particular restaurant on any given shift, so getting the right staffing level is hard. But for us it all evens out. We’re able to predict within 2% what our total volume will be for any given day, so the staffing is much more predictable. You’re paying us only when you’re actually receiving delivery revenue, so it winds up being quite a bit more cost effective for us to do it.
                        And of course there’s the liability. Did you have a hard time finding an insurer to cover your drivers? It’s so expensive, isn’t it! (Most restaurants don’t actually have this because it costs thousands of dollars per month and most insurers don’t even offer it.) We carry a policy that covers you up to $5 million per incident. Fortunately we’ve never had to use it though.
                          We already use (GrubHub, DoorDash, etc)
                          Great! How is that experience?
                          Most restaurants will say that they bring in a lot of orders, BUT…
                          – it’s too expensive
                          – their drivers are horrible
                          – food waits forever (driver is late or never shows)
                          – menu is out of date
                          – their customer service is impossible to reach when there is problem
                          Our competitive advantages are:
                          – They will be dealing with you – the owner – if there’s ever a problem. You will solve it quickly
                          – Our customers are the restaurant’s customers. The customer is not being sent to some other site to place an order. The restaurant keeps the customer on their own site, keeps the transaction, keeps the customer data, builds the customer relationship. We provide support services to enhance the restaurant. GrubHub et al view the restaurant as ‘content’ on their own site.
                          Restaurants can continue working with GrubHub etc for the marketing if they want. You are providing them a way to offer the service that the customers want without losing the customer to a third party.and/or the restaurant’s own competition on those platforms.
                            Everyone orders from the apps. Why do I need online ordering?
                            With our system, the restaurant builds on their own brand and their own relationship to their customers.
                            Most customers look for restaurants on search (Google, etc) first, and we enable the restaurant to offer the online ordering and delivery experiences that the customer is looking for, without sending the customer to a third party site or application.
                              We already accept takeout orders by phone and it’s free
                              And the restaurant can continue to do so.
                              But more and more customers prefer to order online. We allow the restaurant to keep their customer happy and pay only when the customer is using the service.
                              It also saves a lot of time and reduces errors when the restaurant receives the order electronically (fax/email/tablet) compared to phone orders.
                                We’re so busy, we can’t possibly add delivery
                                To bring in an extra $1000 per week means adding a few orders per day. Can you do a few more orders per day?
                                That extra $1000/wk would be an extra $450-$500/wk or $25,000/yr in profit. Would that be worth it?
                                 
                                  Our food is so high quality, it would never be right for delivery
                                  Do you offer takeout? (If no, then maybe they really are not appropriate for delivery. But you might discuss creating a limited menu of items that travel well.)
                                  If they offer takeout, then there is no reason not to offer delivery. It’s just a different person picking up the food. If your drivers use insulated food carriers, then the quality of the food is far better when it’s brought by a driver. Most insulated carriers can keep food at 140 degrees for an hour or more. Takeout packaging alone loses 80% of its heat (and quality) within 20 minutes