The Corporate Caterer Standard Script

Hello, this is (agent) from TCC, I’m returning a message I received from
(name), is (he/she) available, please?

IF YES IF NO
May I ask what is the best time to call
Hi (name), (this is (agent) from TCC,)
him or her back?
You responded to an email we recently
sent about our Employee Meal
(Ask if he or she has a direct line you
Program.
can call)
Do you recall that email?

IF YES or EVEN NO
This program matches foodservice operators like yourself, working within the COVID-
19 guidelines, with businesses that are open now, or will be in the near future and want
to provide safe meals for their employees.

I’d like to get you enrolled in this program, there is no cost and it will only take a few
minutes. Is now a good time?

IF YES IF NO

Great. Are you in front of a computer May I ask what is the best time to call
right now? him or her back?
 IF NO
IF YES
That’s no problem at all, I would be happy
to input some of the information for you
I’m going to email you a link to our and get you into our database, if that’s ok?
website. Please let me know when
you open the link. (Collect information as it appears on the
submission form...collect other information
(Or, if we don’t have an email according to EMP_Caterers sheet if you
address say, “What is your email are beginning the relationship-building
address? I’m going to send you a process)
link now.”)

IF CLIENT SAYS “I’M ON THE SITE”

Please bookmark this site so you can refer back to it easily.

(PAUSE)
After this call, (Insert first Name) please watch the short video on the bottom left, which
will give you a better idea of who we are and what services we offer.
(PAUSE)

Now click the link that says “Enter Site” on the bottom right corner.
(PAUSE)

Now, click the purple link on the upper-right that says “Caterers Submit Your Menu
Here” (It’s located underneath red COVID-19)
(PAUSE)

All you need to do is fill in your contact information and upload your menu. Please take
a moment now, but take your time. I am happy to wait. Do you have a menu tailored to
COVID-19?
 IF YES (if no, proceed to the next page)

Great, let me know when you’ve completed the form and uploaded
and submitted your menu.

(PAUSE)

I want to say (insert name) “Good for

You” for keeping your operation open
and continuing to generate revenue.

I know it’s far from an ideal situation, but IF CLIENT SAYS “I will do
you should know that from the hundreds this later”
of thousands of caterers and restaurants
throughout the country, many have shut
down and are waiting for this storm to Say, “I don’t mind waiting a few
pass. minutes.”
If they push “No”
We believe that operators like yourself, Say, “Ok, no problem, please complete
who are “staying relevant” will be the the form at your earliest convenience. I’ll
ones left standing when business returns be in touch within the next couple of
to normal. days to check-in. Once we have the
form, we will begin the process of
matching your operation with companies
in your target market that are a good fit
IF CLIENT COMPLETED THE and we will connect you with them.
FORM
Thank you so much for your time, it has
Next, we will begin the process of matching been a pleasure speaking with you today and
your operation with companies in your target I look forward to working with you.
market that are a good fit and we will
connect you with them. Have a great day.

Thank you so much for your time, it has

been a pleasure speaking with you today and
I look forward to working with you.

Are there any questions you have at this

time?

Have a great day.

right that says “Caterers Submit Your Menu
Here” (It’s located underneath red COVID-
19)
 IF NO (I don’t have a COVID-19 menu)
That’s no problem, just upload your regular corporate drop-off menu including any
new safety practices you have implemented in regard to COVID-19.

Many of our clients have created a condensed, user-friendly menu tailored to the new
world we are living in.

If you need some assistance with this, we have a COVID-19 menu development team
that can assist you in creating one. Are you interested in learning more about that
program?

IF YES

Is there a day of the week that works best for

you so I can schedule a call with you and a
member of our Covid-19 Menu Development IF NO
Team?
Move one, thank them for their time and do
Client: Friday is good your closing spiel.

What time on Friday would you like someone

from our team to call you?

Client: 2pm

After this call, I will email you an invite for

your calendar. Just please accept it when you
receive it.

Thank you so much for your time, it has been a

pleasure speaking with you today and I look
forward to working with you.
QUESTIONS PROSPECTS MIGHT ASK:

Who are you?

We are a consulting company based in Boston that helps caterers and restaurants begin or grow a
corporate catering division.

What exactly is this all about?

We are creating a network of food-service operators like yourself working within the COVID-19
guidelines, to match up and introduce to businesses that are open now, or will be in the near future and
want to provide safe meals for their employees.

What is the cost of the program?

There is no enrollment fee. Your investment in the program
will be 5% of each order you fulfill and deliver. You do not pay us a dime until we start sending you new
business.
(Pause)

How are you different from (ezCaterer, Grubhub, Ubereats, Panda)?

We are a corporate drop-off catering consulting company in Boston, NOT a 3rd-party portal. Typically
we work one-on-one with clients on

Helping them create a more profitable operation

Getting them Leads for new business
We help with menu design or updating the look and feel of your current menu,
We create websites and online ordering platforms

We have a great software division we partner with

However, like your business, we have had to Pivot our services recently. Right now, we are working only
with operators like yourself who have remained open for business and are adhering to Covid-19
guidelines and matching them with companies that are open now, and those who will be opening in the
near future.

How long have you been in business?

The Corporate Caterer has been in the catering and restaurant business for 30 years. We have built two,
multi-million dollar corporate drop-off catering divisions from the ground up.

About 7 years ago we decided to focus solely on consulting with businesses like yours.

Where are you located?

Boston

Do you have other locations?

Yes, we have satellite offices Florida, (Las Vegas, Texas) The Philippines

What do you do in The Philippines?

We have a very well-trained customer-service team here. In fact, Michael Rosman, the founder of The
Corporate Caterer spends about three months of the year in our offices here.

Where are your clients from?

All throughout the United States and Canada (North America)

Who is Michael? (Rosman)

Michael is the founder of The Corporate Caterer. I will send you a link about his background and
experience:

http://thevirtualplaybook.com/our-founder/ (SEND LINK)

What others caterers/restaurants in my area are in the program?

We have a very strict policy of not sharing any of YOUR company information with any other
businesses. Likewise, we use the same
Policy to ensure confidentiality for all of our clients.

However, we are only working with a select group in your area who are focused on COVID-19 guidelines
and we choose only one food-service provider per area of specialty.

For example:

One that specializes in BBQ,

One that specializes in Sandwiches,
And different ethnic foods such as, Italian, Greek, Chinese and Middle-Eastern.

VOICEMAIL SCRIPT
 "Hello, this message is for (client name). My name is (agent), I'm calling
from The Corporate Caterer. We received your inquiry regarding our newly
launched Employee Meal Program that matches food-service operators
like yourself with businesses in your area that are currently open or will be
opening soon and are looking for safe meals for their employees. I would love
to go over the details of this program, so please give me a call back at a time
that is convenient for you so that we can get you enrolled. You can reach us
at 781.641.3303 or email us at [email protected].
Thank you and I look forward to hearing from you. Have a great day!"

OTHER QUESTIONS TO ASK PROSPECTS FOR

CLIENT PROFILE SHEET:

Do you work with any 3rd-party order or delivery service?

(Examples: ezCater, Grubhub, Ubereats, DoorDash, Panda)

If yes:
What are you paying for commission?
(Answers should be 15 - 30%)

Do you have an online ordering platform?

If no:
“Someone in our Boston office could discuss very affordable online ordering platforms that include
an entire software package including a new platform for home delivery. Would you like me to arrange for
someone to call you later this week? (or next week?”) to discuss some options?

What are a couple of good days and times for you?” (BONUS POINTS)
After this call, I will email you an invite for your calendar. Just please accept it when you receive it,

What do you use for software?

Are you doing Home-delivery now?

Do you think you might want to keep Home-delivery part of your business model?

How many years have you been in business?

Do you have a sit-down restaurant? (Look at Website)

 7) Do you offer full-service catering (Look at Website)
***8) I ask this question because Members of The Corporate Caterer’s community, (which you are, now
that you have enrolled in The Employee Meal Program) you are now eligible to save an average of 17%
annually on the cost of food, beverages, disposables, cleaning supplies and more.

Who are your major vendors for food and supplies? (BONUS POINTS FOR SETTING UP CALL)

The Corporate Caterer has been selected from a nationwide pool of applicants to partner with SB Value,
the largest food Group Purchasing Organization (GPO) in North America. SB Value is US Foods’ largest
customer.
Your investment to leverage this immense purchasing power is a 10-minute phone call with Michael
Rosman of The Corporate Caterer and Clint Elkins of SBValue. There is no sign-up cost and no
commitment. You may continue to order from your current vendors as you wish.
What are a couple of good days and times for you?” (BONUS POINTS)

After this call, I will email you an invite for your calendar. Just please accept it when you receive it,

9) How much revenue did you generate in 2019 from corporate drop-off catering?
10) I know your sales have probably been impacted by the COVID-19 Virus. What
are you generating for weekly sales currently?
11) Do you have your own delivery vehicles?
12) Do you have your own delivery drivers?
Thank you so much for your time, (Insider Name) it has been a pleasure speaking with you today and we
look forward to working with you. You will be hearing back from us shorty.