I am writing an SMS marketing guide and I thought I'd draft one of my chapters here on BHW here. The basic idea is how to turn your meals into deals. And I just did this literally 5 minutes ago, so I am going to write it while the memory is still hot. I just got back from dinner at a restaurant down the street. I had walked past it 3 or 4 times and checked it out and knew it was locally owned. On that note, I never eat at chain restaurants because there is pretty much 0% chance of a sale. So eat local and sell local If you are going to make a sale to a restaurant you will need to do this type of reconnaissance, which for me means checking if they have a mobile website, looking for stickers on their doors for things likes online ordering, delivery, LevelUp, etc, to know if they participate in marketing stuff already. There is a law of business that goes something like this: businesses that spend money on marketing, spend money on marketing. Sounds obvious, but keep in mind that it's a lot easier to go to someone who is already marketing and get them to spend some of their budget on you vs going to someone who you have to explain the benefits of marketing to, and then getting them to try a newfangled marketing technique like SMS. So, when I went inside, I picked up the To-Go menu and the business card there (many businesses actually have the business owner or manager's card in a holder at the register). I sat right at the counter and ordered a sandwich. I was one of 3 or 4 people in the place and it was really slow. There happened to be a lady in there next to me talking to the cashier about gift cards and if there is a law about expiration dates. I joined in the conversation with them and told them that yeah, I know some places like California have laws against gift certificates expiring. The conversation went on and the lady mentioned the owner's name to the cashier and so this confirmed to me that she was with the guy and probably waiting on him to leave. He eventually walked up and began talking to the cashier about closing up. If the context of what he was saying didn't identify him as the owner, I was able to match his face to the numerous pictures of him and celebrities on the walls. So I kept talking to the lady and I looked up on my phone about whether or not the law existed in NYC and said it didn't look like it. I then mentioned that Groupon's expire, but you can still get your money back (this is true). This lead me into talking about Groupons with her and explaining how they can be bad for businesses. I intentionally said this loud enough to be overheard by the owner, and it piqued his interest. I started talking negatively about Groupons, how they only bring in new customers who just want deals and pillage a businesses etc and she was actually interested in knowing the numbers behind it. I explained how Groupon takes 50% of the discounted figure, so that when you buy a $20 for $40, the restaurant only actually gets $10. And once she understood what a ripoff it was, I then said that actually yeah I know this because I work with local businesses and actually get my customers from previous Groupon customers. This is actually a real technique I use, because their service simply brings new people in the door, and explained how where Groupon service stops, my service works to bring customers back in. At this point I commented to the owner, who was now obviously paying attention that he looked familiar and asked if this was his restaurant, and pointed to the pictures of him all over the wall. He laughed and said that yes it was his restaurant. I then went more into depth on how we use text messages to bring in businesses at times when it is slow and send out deals once a week. I made sure not to go into any sort of sales talk with him as my goal is to set up a meeting where I am prepared and can give him a demo. I asked if he would like to find out more about it and he said yes. At this point you need to be confident and actually set up a meeting. If you don't ask for a meeting, you won't get a meeting. Since it's a Thursday, I asked if early next week was good, to which he replied, "yes, i'm here monday and tuesday." I then asked what is better for him, morning or afternoon. He said afternoon. That is pretty much all you need to know to schedule a meeting. Restaurants are usually slow in the mornings and owners come in around 10am. They are also slow in the afternoon and many business owners leave around 4pm (or arrive if it's a dinner place). So always try to find the time that is best for them and then just make sure you show up. I will follow up this post on Monday evening after my meeting, but you should now have a basic understanding of a way to turn a meal into a deal.