New And Need Help...bad!!!

[grocerydude]

Hi All

I need some considered advice. I've checked out other forums but joined this one coz you guys don't play around. From what I read when you were busting chops it was much deserved but I also saw great advice. It is in that spirit that I hope you advise me now.

My brother and I started a grocery delivery service about 6 months ago. It is very similar to Peapod in Chicago (see www.peapod.com). The problem that we have is that we have not gotten any traction in our market. Unlike Peapod we are not partnered with any grocery store yet which means that people have to call or email their grocery list to us. This seems to be quite a problem. We recently had a marketing friend survey his clients about the service and the number one problem was how do we know what our groceries will cost. Our goal is to partner with a major grocery store chain who currently does not offer online shopping and automate their store via our website (coming soon).

Our thinking up to now has been that we need to show the viability of the concept befor we approach the corporate big wigs. The paradox seems to be that we are not viable unless we can make the process easier for the customer by allowing them to shop online.

Are we right about needing to show viability before approaching corporate? If yes, what can we do to entice people put that list together and call us. We have even discussed going into the grocery store with a digital camera, take pictures of the products and update the pricing weekly! What do you think? Ask any question-Make any comment.

Thanks
Grocerydude

[akula]

ok

so you have a problem with corporate sales

here's some advice: stop stalling, pick up the phone and go meet with these people

your immediate goal shouldn't be to "close the deal" by presenting some kind of an "ultimate pitch"

your goal should be to tell these guys that you exist and that you'll do anything to get a second meeting with them

these things have a very long sales cycle

it'll take 4-5 meetings and 6 months before you can get an LOI signed

start now, don't put it off, everything else will take care of it self

[grocerydude]

Akula

Thanks for the feedback. Timing is critical on this thing I was concerned about contacting my corporate target prematurely and burning the lead. Do you think they would be willing to partner with a unproven startup? The deal is really no sweat off their back plus it would enhance their productivity.

[Bestmiler]

Go meet with these grocery stores and tell them how they can benefit from working together. Just remember, people don't like to be sold but they love to buy.

[ideas2earn]

Don't let them know that they are your prize, or better yet go and speak with a competitor first.

Play the game that you want to have multiple suppliers and that this is business on top for them. If they dont play they will lose business to their competitors

When you have some experience then go see your "prize" partner and let them know who else you are talking to (even if you finished talking leave this in the present tense). Make it clear that you want to work with them and are willing to adapt the site to make best use of their particular talents.

The worst they can do is say no, and then make sure you have a contingency