Tell me about a time you had to win over a new business client in the foodservice industry. How did you approach them and secure their business?

Situation

While working as a sales intern at a beverage distributor, I was assigned to prospect new accounts in my territory. One target was a busy family-owned restaurant that had been using a competitor's product for years.

Task

My goal was to schedule a meeting with the owner, present our product line, and convince them to place a trial order.

Action

I first researched their menu and popular dishes, then visited during off-peak hours to introduce myself. I offered to do a free product demo for their kitchen staff, showing how our soy sauce could enhance their signature adobo. I also brought samples and pricing comparisons that highlighted our cost savings and quality. I followed up with a phone call two days later and invited the owner to a nearby food expo where our brand showcased new recipes.

Result

After the demo, the owner agreed to a three-month trial, which later turned into a regular weekly order contributing to a 15% revenue increase for my route.