March 16, 2023
Alipio Umiten IV

Catering Sales: How to Grow Catering Sales In 8 Strategies

Knowing how to grow your catering sales is crucial to your success in the highly competitive catering world. With the right combination of strategies, you can attract new clients, retain existing ones, and expand your business. 

To help you achieve these goals, we've compiled eight tips for growing your catering sales and setting your business up for long-term success. From crafting a unique selling proposition to leveraging technology, these strategies will help you increase revenue and provide unforgettable client experiences. 

So, let's dive in and explore how you can elevate your catering business to new heights!

What Is Catering Sales?

Catering sales refer to the gross sale of services and products related to catering. This includes everything from menus and food items to equipment and services like delivery and setup. Catering sales also include any fees associated with catering, such as service charges or taxes. 

Catering sales can be used to evaluate the success of a catering business and determine areas of potential growth. They are also important for understanding customer preferences, as they can help identify what items are selling well, as well as any areas that may need improvement or additional offerings.

How to Grow Catering Sales

In today's competitive market, growing your catering business requires a proactive approach and the implementation of effective strategies. If you want to increase your catering sales and reach new customers, implementing the following eight strategies can help you achieve your goals while providing a memorable experience for your clients.

1. Develop a Unique Selling Proposition (USP)

To stand out in the crowded restaurant catering industry:

  • Craft a unique selling proposition highlighting your strengths and differentiating you from competitors.
  • Identify the aspects that make your business special, such as your signature dishes, exceptional customer service, or innovative presentation techniques. 
  • Emphasize these qualities in your marketing materials and sales pitches to attract and retain clients.

2. Utilize Social Media and Online Marketing

Leverage the power of social media and online marketing to showcase your catering services. Create engaging content featuring high-quality images, behind-the-scenes looks at your catering events, and testimonials from satisfied clients. Establish a strong online presence through a well-designed website, search engine optimization (SEO), and targeted online ads to reach potential customers searching for catering services in your area.

If you're unfamiliar with SEO and how it can help your catering business rank higher in search results, check out our blog post on What Is SEO.

3. Offer Customizable Packages

Provide flexible and customizable packages to accommodate varying client needs and preferences. Offer menu options, pricing tiers, and add-on services, such as table setup, staffing, or restaurant equipment rentals. By catering to the unique requirements of each client, you'll increase your chances of closing deals and securing repeat business.

4. Build Strategic Partnerships

Form strategic partnerships with other businesses in the event industry, such as event planners, venues, florists, and photographers. By working together and referring clients to each other, you can expand your network, increase your visibility, and tap into new customer bases.

5. Attend and Exhibit At Industry Events

Participate in industry events like trade shows, conferences, and networking events to showcase your catering services and connect with potential clients. Prepare eye-catching displays and offer samples of your best dishes to leave a lasting impression. Use these opportunities to collect contact information for follow-up sales calls and email campaigns.

6. Solicit Reviews and Testimonials

Encourage satisfied clients to leave reviews and testimonials on your website, social media platforms, and third-party review sites. 

Positive reviews are powerful social proof for potential clients and can greatly influence their decision-making process. Display these testimonials prominently on your marketing materials and sales collateral to build trust and credibility.

7. Train Your Sales Team

Invest in training and development for your sales team, equipping them with the skills and knowledge needed to sell your catering services effectively. Provide them with scripts, guidelines, and tools to handle client inquiries, objections, and negotiations. Regularly assess their performance and offer constructive feedback to help them continuously improve their sales techniques.

8. Use Technology to Streamline Operations

Incorporate restaurant technology solutions to streamline your catering operations, increase efficiency, and improve the customer experience. Some ways to leverage technology include:

Utilize catering-specific software to manage client orders, track event details, and coordinate logistics. This will help you stay organized and ensure that nothing slips through the cracks, ultimately leading to a better customer experience.

  • CRM (Customer Relationship Management) Systems

Implement a CRM system to manage your customer database, track leads, and monitor sales performance. This will allow you to understand your target audience better, tailor your marketing efforts, and focus on high-converting leads.

Offer online ordering and payment options to make it easy for clients to book and pay for your services. This not only improves customer convenience but can also help you secure bookings more quickly and reduce the risk of late payments.

  • Inventory and Supplier Management

Use restaurant inventory management software to keep track of your supplies and ingredients, anticipate shortages, and automate reordering. This can help you minimize waste, save money, and ensure you have the necessary resources for each event.

  • Social Media Management Tools

Use social media management tools to schedule posts, monitor engagement, and track the success of your online marketing campaigns. This will help you maintain a consistent online presence and make informed decisions about your marketing strategy.

By adopting these strategies, you'll be well on your way to growing your catering sales and expanding your business. Be proactive in your marketing efforts, stay attuned to industry trends, and continuously refine your services to meet the needs and preferences of your clients. As you do so, you'll build a reputation for excellence and set your catering business up for long-term success.


Frequently Asked Questions About How to Grow Catering Sales

How Do You Maximize Catering Revenue?

The key to maximizing catering revenue is to ensure that the event runs as smoothly and efficiently as possible. This involves planning ahead and making sure that all the details are taken care of so that nothing is left to chance. 

Here are a few tips for achieving the maximum catering revenue:

  1. Make sure to provide proper pricing for your services. Catering prices can vary depending on the size of the event, the level of service needed, and the type of food being offered. Ensure your pricing is competitive while covering all costs associated with the event.
  2. Develop a comprehensive marketing strategy to reach the widest audience possible and maximize your catering revenue potential. Consider using various forms of advertising, such as print, radio, television, and online campaigns.
  3. Create an eCommerce website or blog to showcase your catering services, catering menus, pricing, and any other information potential clients need.
  4. Consider providing discounts or loyalty rewards for repeat customers. This will encourage them to use your services more often and help drive up catering revenue.
  5. Work on building relationships with other event planners or coordinators. This will help spread the word about your catering services and could lead to more business referrals.
  6. Pay attention to customer feedback and improve the quality of your services. This will help ensure that customers are satisfied and will be more likely to use your catering services again.

By following these tips, you can ensure that your catering services provide the best value possible and maximize your catering revenue. 

How Do You Get Leads for Catering?

Getting leads for catering requires an active approach that involves targeted marketing and networking strategies. Here are some tips to help you get more leads for your catering business:

  1. Build a strong online presence: Create a website that showcases your catering services, menu options, and pricing. Use social media platforms like Facebook and Instagram to promote your business and engage with potential clients.
  2. Attend events and network: Attend local events and business gatherings to connect with potential clients and other professionals in the industry. Hand out business cards, brochures, and flyers to promote your services.
  3. Offer free tastings: Organize sampling restaurant free tastings or small events to let potential clients try your food and see your catering style. This can be a powerful marketing tool to showcase your skills and expertise.
  4. Partner with event planners and venues: Build relationships with event planners and venues in your area to get more leads. Offer discounts or referral incentives to encourage them to refer your services to their clients.
  5. Use targeted advertising: Use targeted advertising options on social media and search engines to reach potential clients actively looking for catering services. Use pay-per-click advertising to get your business in front of the right audience.

Getting leads for catering involves a proactive approach that combines online marketing, networking, and targeted advertising. By implementing these strategies, you can increase your visibility, build relationships, and ultimately generate more business for your catering services.

How Profitable Is a Catering Business?

The profitability of a catering business can vary significantly depending on various factors, such as the size and location of the enterprise, its target market, and the efficiency of its operations. On average, catering businesses yield profit margins of 7.5%. However, some well-established and thriving catering businesses achieve impressive profit margins of up to 15%.

Unlock Your Catering Sales Potential With Revolution Ordering

Growing your catering sales requires a strategic approach, utilizing the right combination of marketing, technology, and partnerships. Revolution Ordering, part of BlueCart, the leading hospitality eCommerce platform, offers an all-in-one digital ordering solution to help streamline your catering operations and provide an exceptional experience for your clients. 

Revolution Ordering Demo
With tools like Order One, Connect, and Google Food Ordering integration, Revolution Ordering is the ideal partner for hospitality and restaurant companies looking to elevate their services and drive their digital transformation. Don't miss out on the opportunity to enhance your catering business and increase catering sales – visit to learn more and get started today.