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June 19, 2024
6 Min to read

How to Sell Digital Advertising Products to Restaurant Owners

In today's dynamic hospitality industry, restaurant owners are constantly seeking for ways to get more customers and to improve their internal operations. This presents a golden opportunity for digital marketers to showcase their offerings. However, selling online products to restaurant owners requires a strategic approach, so in this article we will share some tips on how digital advertising sales reps can tap into this lucrative market.

Christian Scherbel
LInkedIn Logo

Understanding Your Audience

It all starts with understanding the needs and challenges of restaurant owners. They are often looking for solutions to streamline operations, improve customer service, and increase sales. Digital products are assets these businesses cannot exist without, as they drive up their revenues. For example, display advertising comes in handy for creating engaging content such as photos of their dishes, short videos, and special promotions.

Highlight the Benefits

When selling a digital product, focus on how it solves a specific problem or improves efficiency. Just like a POS system can speed up transactions and improve order accuracy, a digital marketing tool can attract more customers through targeted promotions. Make sure you elaborate on the advantages of display advertising, such as creating brand awareness and recognition, targeted advertising, and receiving measurable results.

Demonstrate Ease of Use

Restaurant owners, often pressed for time and juggling multiple responsibilities, prioritize solutions that fit seamlessly into their business without demanding a steep learning curve. They typically have limited time and resources to master complex technologies, making user-friendliness a key selling point. An easy-to-use digital product not only assures quick adoption and minimal disruption to their daily routine but guarantees that employees will learn and adapt quickly.

Adjust Your Marketing Strategy

To effectively tailor your marketing strategy for restaurant owners, focus on approaches that specifically appeal to their interests and needs. This might include creating targeted social media campaigns that showcase the unique benefits of your products or services through platforms like Instagram and Facebook, which are popular among restaurant owners for their visual and interactive nature. Attending industry trade shows is another effective strategy, as it provides an opportunity to directly engage with restaurant owners, demonstrate your products, and build personal relationships. Collaborating with food bloggers and influencers can also be highly beneficial—these partnerships can leverage the influencers' engaged audience and lend credibility to your offerings through authentic content and endorsements.

Offer Customizable Solutions

This approach involves providing flexible features or packages that can be designed to meet the specific needs of each restaurant, whether it's a cozy neighborhood café, a bustling fast-food franchise, or an upscale fine dining venue. For small restaurants, emphasize simplicity and cost-effectiveness, while for larger ones prioritize scalability and compatibility with their existing digital products.

Provide Exceptional Customer Support

Remember to always offer comprehensive and proactive assistance. This means not only addressing problems when they arise but also anticipating potential challenges and offering solutions before they become issues. For example, if you notice their local ads are not running or the campaign performance has declined, be the first to report on this. Remaining open to feedback positively impacts customer loyalty and word-of-mouth recommendations.

Utilize Testimonials and Case Studies

Reach out to your current restaurant clients and ask for feedback or a testimonial on how your product has helped them. Authenticity is key, so encourage them to share specific details, such as improved foot traffic or an increase in online reach. Additionally, work with your internal content team to create in-depth case studies on how your product benefited various restaurant businesses—small cafes, large dining restaurants, fast food chains, buffets, bakeries, etc. This diversity demonstrates the versatility of your product and its ability to fit into several niches in the restaurant industry.

Keep Up with Industry Trends

Stay informed about the latest trends in the restaurant industry. This will help you understand the evolving needs of restaurant owners and update your sales strategy accordingly. For example, a surge in demand for vegan products might require you to address this in your sales pitch and visual presentation to show your offer fits emerging market trends. Understanding the economic and regulatory environment is also crucial. Changes in labor laws, health regulations, or economic conditions can significantly impact how restaurants operate. A product that adapts to these changes or helps restaurant owners navigate through them can prove highly valuable.


Selling digital products to restaurant owners can be highly rewarding with the right approach, offering a pathway to significant business growth and client satisfaction. By understanding their needs, highlighting the benefits of your product, and providing excellent service, you can establish a strong presence in this market. Remember, it's about creating value and building lasting relationships with your clients.

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