Described as the Iron Lady of Hong Kong private dining, we talk to Grace Choy, the Chef from Choy Choy’s Kitchen. From humble beginnings, she has been able to develop a formidable social media presence.
We talk about the our comparison research between Dimmi, Quandoo, OpenTable, Tock, Obee and the Free Online Restaurant Booking System. We think that email sharing is one of the biggest reasons for decreasing customer loyalty. Some booking systems keep your emails private and some don’t. It is important to know what happens to your customers’ emails once they make a booking.
Chef Grace Choy is very humble, but her passion for cooking shines through in the videos that she produces, and that has enabled to build up the largest Facebook following of any Chinese Restaurant on Facebook.
Chef Grace has an amazing social media following:
The important lessons from Chef Grace are:
1. The power of Facebook Videos; and
2. The power of using Facebook Video to show your passion.
Chef Grace is very passionate about her cooking and that shows through in the way that she comes across on the videos. It is so important to be yourself and do things that you are passionate about, and she does that very well.
Chef Grace manages her own Facebook, and responds to everyone on the Facebook page.
Her 20-seat Restaurant is booked out two weeks in advance. She focuses on fresh food and treating people as family. She also has pre-bookings to cut down on no-shows.
Chef Grace was the first Twitter Verifiedchef in Greater China–even though she has only tweeted 86 times!–and now has 26,500 followers on Twitter.
Her Facebook following has been the basis for a large amount of free PR that Grace has received, including a short Youtube Video that tells her story.
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Episode 44 of Secret Sauce Restaurant Marketing podcast: Grace Choy and How She Built the Most Liked Chinese Restaurant on Facebook.
Welcome back, everyone. Normally I ask how people got on with the previous podcast. I don’t really need to ask about our interview with Chef Ana Ros from Hisa Franko. I felt very honoured to speak to her and to share her inspiring story with everyone. And this is probably the most feedback we’ve had for any of the podcast that we’ve done because it is really such an amazing story. So if you have not listened to it, have a listen to it now.
In a very similar vein, I was able to talk today with a lovely lady, Grace Choy. Now, she runs a private dining restaurant in Hong Kong. A very humble lady. Very talented at Facebook marketing. So much so that she runs the most liked chinese restaurant on Facebook. She’s got some amazing accolades, she’s described as Hong Kong’s Iron Lady of Private Dining. She’s nothing like that, she’s a lovely lady. She’s very talented at Facebook marketing and it was a real pleasure to interview her and find out a little bit about her story. And the amazing thing about this is that she’s got the story that so many of our customers have got.
She went into hospitality [industry] not because she wants to, but she was kinda forced into it. And has been able to build up a restaurant business now that is booked at two weeks in advance, taking pre-payments on the back of because of her amazing food. There’s so many people who have amazing food, but aren’t booked two weeks in advance. She’s been able to back up that amazing food with some amazing Facebook marketing, so we’re going to delve into that story a little bit later.
Online Bookings for your Restaurant
Before we talk about that though I want to talk quickly about some research that we did at Marketing4Restaurants over the last couple of weeks. We’ve got a bit of a comparison between a whole range of online booking systems, so you’ve got Dimmi, Quandoo, Open Table. We also look at Tock over in the United States and Obee an Australian made system and of course our free online restaurant booking system.
I think that more and more, we’re talking to restaurant owners who are becoming increasingly worried about the privacy implications of the booking system that they use. Because too many are either taking the restaurant’s email details and not giving them to the restaurant, which I just think is absolute madness.
You should rule out any system that does that out of hand because it’s their customer not yours. And if it’s on your website then you’re giving them a customer they are in between you and your customer and they’ll be sending emails in behalf of other restaurants, absolutely crazy.
But even those who are sharing the emails from them the number one thing I suggest to restaurant owners all around the world is create a Gmail account to make a booking on your own restaurant and see what kind of marketing material. And it’s amazing how many restaurant owners email us back and say I had no idea what was being sent out to our customers.
This is why the lack of control over your emails is the number one reason for decreasing customer loyalty in 2017. We see it time and time and time again and restaurant owners get really upset when they realize the damage that they’ve done to their brand, to their restaurant, to their revenue stream because of the fact that they’ve been sharing out their email addresses with a booking company.
So, I’ll include a link in the share notes to these have a read of it if you do booking scene in any way shape or form definitely have a look at it because I think it’s something you really, really need to think about as a part of your marketing strategy. Now I’m not saying to use some of the aggregators like Open Table, Quandoo and DImmi. I’m just saying you would never want to put them in your website because you don’t want them to find out about your customers. You want access to their customer but please the last thing you should be doing is giving them access to your customers.
Q & A with Chef Grace Choy
So, with that let’s have a listen to Chef Grace from Hong Kong and how she has been able to get so much amazing PR and to build up such an amazing Facebook following.
James: Welcome to the show, Grace!
Grace: Yes. Thank you. Thank you, James. My pleasure.
James: So, do you want to just tell the listeners a little bit about your story. How was it that you got into running a restaurant?
Grace: Oh, I have this humble kitchen, starting from 2010. Before that, I was an office baby, I was a secretary. Then, one day I found out I loved cooking because since I was like 10 years old but I didn’t have a chance to cook because I was born from a single parent family. My father died since when I was five. My mother took care of my brothers and sisters alone. Then, I learned a little bit from her. I didn’t cook because my mother cooked all the time in the family and she died in 2003. She gave me a lot of inspiration in cooking. And also a touch of my mother and my mother-in-law, who is a good cook as well. They both gave me a lot of the inspiration. My mother-in-law is still alive. [laughs]
Grace: I mean, she [my mother-in-law] cooks very good as well. I mean, those two women gave me a lot of the inspiration in cooking, when. I love cooking when I choose the career. To start to cook for the career.
James: I think a lot of people need that inspiration to get started. So how did you start the restaurant then?
Grace: It’s just a really a humble one, James. It’s just in the countryside where I was born. I was born in Yuen Long which is in the countryside of Hong Kong, in the New Territories. I was born in Yuen Long then I have a, luckily, I have a small shop here which is my own property then I can you know the grand tour in Hong Kong is crazy. So naturally, I’m here where it’s not very expensive and I do the cooking myself. And then I do home cooking mostly for the customers and they like my cooking. And I think the more important thing is, I’m always here in the restaurant.
People coming want to see me. And then I talk to people, it’s very personalised, very customized and very high-tech thing. I don’t know, they love my food. I mean, I thank people coming to eat my food. Word of mouth helped very much and then I started [marketing] in social media. I shared. I did a lot of sharing—yeah, I do a lot of sharing. Then the high-tech thing is the most important. I mean, I would talk to the customers most of the time. I would ask how the food was. And they just came with the customer. And, yeah, we have very good interactions. And I don’t know why, but I like doing this thing.
James: Beautiful! So, it’s a private dining type of restaurant then?
Grace: Yes, before I had walk-in customers. I’ve been running this restaurant six, seven years. For the first few years, first three years, I would just cook for walk-in customers. After three years, I only take in reservations.
Grace: Because I have to work, very much hard now to make better food. Then I started to cook better food when I stopped accepting walk-ins. It does not mean that [if a restaurant accepts] walk-in customers that its food is no good. I just wanted to concentrate on the private dinners that’s why I stopped accepting walk-in in customers two years ago. I just do reservations now.
Using Social Media for your Restaurant
James: Excellent! How did you get started in social media? What was it that made you think that Facebook and YouTube might be useful in running your restaurant?
Grace: Because I want to share my recipes and my cooking. Because my humble kitchen is really small, just 20 seats, maximum. Then I want to let more people know about my cooking. I want to do more sharing then I start my social media on 2011.
James: So in 2011, what did you start out on? What was the first platform?
Grace: I started on the Facebook.
James: So how did that go for you?
Grace: It’s been good. Now I would post my food and I do cooking videos all the time to share, and they [fans] love it. I mean, I can chop food while talking to the fans. Every time, it’s very interactive. Yes, that’s what I want to do. I like sharing.
James: Yes. Which are the platforms do you use now?
Grace: Face chat apps. I use a lot of Facebook. I also use, I think it’s a more commercial way, I use LinkedIn
James: Which is where we met.
Grace: Yeah, LinkedIn.
James: LinkedIn, yes.
Grace: I use Twitter as well but I’m not very active in Twitter but it’s still doing good. Even though we use Facebook all the time. I get used to, I didn’t know how to create anymore the social media I just know how to use Facebook.
James: And you’re not doing too badly at it. Having a look now, you’ve got 431,000,000 people who like your page which is a phenomenal number.
Grace: Thank you very much! It’s my luck.
Facebook Videos for your Restaurant
James: Well, now I think it’s the content that you put up. It’s really interesting. The video, when did you start getting into video?
Grace: I start doing videos two years ago. I started to just posting photos and then started doing videos for cooking. I’ll cook by myself and then I start the video–it’s for free! Since two years ago, the people love it very much. Whenever I have any ideas in cooking new food and I find the ingredients, then I like sharing that to people. I don’t mind. I let them have the recipe.
James: It’s amazing the interaction that you get. I’m looking at one of the videos now–150,000 views almost a thousand shares. So, they are huge numbers.
Grace: Thank you. Thank you.
James: Yeah, it’s fantastic!
Grace: Thank you!
James: The videos look really slick. How do you prepare them?
Grace: I start preparing by going to the market every day. Then I will cook, then my husband– we work together–and he cues the video for me and then does the added changes because we don’t have much money to spend on hiring a crew.
James: And that’s one of the really big things, I think, technology has allowed everyone to do. Five years ago, you have to get a film crew to shoot these kind of videos. Which meant that there were very few chefs who are able to access this. What does it that he films it on? Does he film it on a phone or on a camera?
Grace: We have a camera. We bought a professional camera. My husband very much likes doing this type of job. He’s quite professional, my husband. He does the editing all the way. Taking the video, editing and writing the recipe. And he makes the video not more than one minute. Yeah, because we have an experience before that the video was over five minutes, nobody was interested to see it. So, we tried to make it simple. Nowadays, the people don’t like to see a video, especially cooking video, over 5 minutes. We did the video like 10 minute-is—it was boring.
James: So, how often would you post on Facebook? Do you have a schedule?
Grace: Yeah, I have a schedule. I have schedule. I have just finished my “Fifty Recipes of Grace.” And thing is, few months ago, I started to do another. Once a week. I’m always thinking, always thinking of a new recipe, new ingredients to share [on Facebook]. I can say my strength is cooking then I want to share as much as I can even. I don’t mind to letting them know the recipe. The more I can create it. The people like it and encourage me to do more for them.
Tracking Restaurant Analytics, Engagement
James: Exactly! Do you know how many people? What analytics do you look at? do you look at any of the um, or do you basically look at how many people are viewing it? How many shares you get and the number of comments? Do you look at any of the advanced analytics?
Grace: I would track the engagement. because I want to be more focused on engagement. And then comments are very important for me. The comments are the most important because I want to see people’s comments and how they like my cooking. Or sometimes I may receive a not so very good response. It’s normal, I think, for everyone sharing their recipe for some people to not like it. But, luckily, majority of the people like my recipe, my video. I’m very lucky.
James: They love them, don’t they?
Grace: Yeah, yeah.
James: What sort of videos is it that you find get the best engagement?
Grace: I don’t know. I really don’t know. I just do the best I can. I don’t know really, honestly. I just do the videos from the heart. Every day, I mean, every time and then I’ll show the people what ingredient I got and what I would cook for you. Today, I will share to you today what fish I will cook today. Then, I really don’t know. If the recipe is good and I can gain many likes, many engagement. I really don’t know.
James: Well, it’s certainly working for you. Looking at the number of people who are watching the videos. Now, one question, do you run ads for those videos? Do you actually promote them at all? Do you spend any money to promote the ads or is it all organic?
Grace: Promote the videos, promote the videos I will say, sometimes I would do some, a little bit like a promotion not really much because I didn’t know how to promote it.
Facebook for your Restaurant
James: Do you run any ads though, Facebook ads?
Grace: Yes, Facebook
James: Yeah, Now, how have you seen social media change over the seven years that you have been doing it?
Grace: That is a very difficult question. I really don’t know how. I mean, social media is important. You want people to know what you’re doing. You have to do it.
James: How much time would you spend every day on Facebook?
Grace: How much time? I think, except for the video, I think one hour. One hour because I try my best because. You know I have stretched until evening, like, I work four to five days a week and I spend a lot of time going to the market in the morning, cooking and then do some dishwashing as well. So, I will spend not more than two hours [on Facebook], that is the maximum I can do.
But I would try to, I have a lot of response. I don’t want people just asking me without responding –it’s not good. So, I try my best to answer and I want to keep my response rate to 80, 90 percent. I always try to answer because it is very, very difficult nobody. It’s only me and my husband–only two people managing the Facebook page. I don’t ask anybody else to manage it. I can ask somebody but I don’t want to.
James: I think that that’s one of the really important lessons. How the Facebook is run. It’s really important for the person who’s running the restaurant to be managing the Facebook because it’s, at the end of the day it’s about you, it’s about your restaurant.
Choy Choy Restaurant in Hong Kong
James: It’s hard for someone else to tell your story isn’t it?
Grace: I can not because they are not me. Yes, it’s very important.
James: How many people work at the restaurant, is it just you and your husband?
Grace: I am the extra. No, my husband is only the photograph and then he does the editing. For the restaurant, I have only 1 major helper. And she is the assistant, my assistant. Then if I have many customers, I cannot do everything because I have to serve, I have to cook. I have to, I cannot, I treat my customer like my family. And then, customers are human beings, they need to be cared for I need to insist this. So, the customers come to see me. I can’t be just cooking without talking to them. I need one to two helpers when I have more customers coming for dinner or lunch.
Important, very important, very interactive way, customer and my kitchen. They come to my kitchen to see how I cook and my kitchen they can see all the way. I have a small kitchen, and then we are very close.
James: Yes, yes. So do you get many people, like international travelers coming into the restaurant?
Grace: They came from South Africa, some came from the US, came from Singapore, Taiwan, Malaysia, etc.
James: How did they find out about you? Is it from your Facebook work?
Grace: Yes,,some of them from the Facebook. I don’t know but I asked a customer, they are this couple from South Africa and they told me that they read an article from CNN, who included me in a list of “10 Best Private Restaurants in Hong Kong.”
James: That’s fantastic, isn’t it? To be getting customers from as far away as South Africa. Amazing!
Grace: Yes, thank you!
James: So, do you book out in advance then?
Grace: Yes, two to three weeks in advance
James: Ah, that’s fantastic! Isn’t it?
Grace: Yes, because my humble kitchen is small–maximum 20 people. And then we have to grow and to make sure the food is fresh. I don’t keep stock, no stock and then I need their payment in advance. Because I don’t want to waste the food. If you order then you have to pay first. Not about the money, it’s about the food, I don’t want to waste it. Of course in the end I will lose the money, I don’t want to.
James: Now, now, I think a lot of people are moving towards that. Particularly in small restaurants even they’ve got 20 seats. If four people don’t turn up, that makes it very difficult for you to earn a living then.
Grace: Yes, yes because I run a very small restaurant. And I don’t keep any stock of food. They eat food fresh from the market.
Twitter for your Restaurant
James: It sounds great. Now, with Twitter. Do you share the videos that you created on Facebook also on Twitter?
Grace: Twitter, I do. I actually know that I am the first, very first shop in Twitter. I do not do much on Twitter. Twitter is not very popular in Hong Kong but even though I have been increasing my followers. To post anything there, I’m really ashamed of this, to increase the numbers. The staff from Twitter was surprised with my followers. They said, “Wow!”
James: It’s really interesting because you’ve only got 68 tweets and yet you have 21,000 followers. So obviously people are seeing your profile from Facebook and following you on Twitter which is amazing. How about YouTube, do you do a lot of work with them?
YouTube for your Restaurant
Grace: YouTube, YouTube I ‘m also ashamed because I do not do much on YouTube. I think i do not have so many subscribers or followers on YouTube because we don’t really like. YouTube always have not very good. I’m not saying that I don’t get negative feedback. How can I express my feelings? Sometimes the people give very few likes on YouTube. I don’t really like YouTube.
James: There are quite a few people who find that with, and it’s interesting how
Grace: You have that feeling
James: On YouTube, you can find people being a little more aggressive and saying nastier things which does not help anyone, does it?
Grace: If I have more time, I will still try to work hard on the YouTube because I know YouTube has very great potential to draw people’s attention and so I can gain more followers. I will be very happy.
LinkedIn for your Restaurant
James: LinkedIn, you use LinkedIn quite a bit which I think is really interesting because not many chefs are very good at LinkedIn. What sort of things do you do in LinkedIn?
Grace: I have been very lucky this year. I have had a lot of interviews. I want people know that this is me. I think LinkedIn is more commercial. I want to do it because nobody has done it. yes, I want to share–it is good thing. I am not cheating people you know, James. I just want people to know about me. I’m just a chef in the food industry. People can get connected easily. It doesn’t matter if you’re from China, you’re from America, you’re from Europe, or you’re from Australia. I think food can connect people, so I want to share. I don’t want to show off anything but I just want to share to people. I want to share the happiness.
James: It’s amazing the work that you’ve done on LinkedIn cause you’ve got 42,000 followers on LinkedIn which is, that in itself is quite amazing.
Grace: Yes, it’s difficult. I think majority, 99% of people may know me but I actually I won’t give up. I just want people to know me and my story. I think I have a story to tell people, to inspire them.
James: What sorts of posts do you put on LinkedIn?
Grace: Posts. I post every time if I have some interesting things in mind. Recently, I posted about the time when I worked as a guest Chef for the JW Marriot Group. I just let them know my activities, what I’m doing now. And connecting to people is very important.
James: So, you find….
Grace: You know before, I lacked confidence. It changed a lot, not for the money. I don’t earn much money these years but I can earn the experience. The friendship, yeah, these years. The people sometimes will help me.
James: And I think that is the amazing thing how you’ve used social media to such a great network of people who are just really interested in the food you’re cooking.
The Iron Lady of Private Cuisine, Hong Kong
James: At what point did you start getting noticed by the media because some of the media accolades are amazing that you know the articles that have been written about you? What was start of you getting noticed by the media? how did that sort of come about?
Grace: You mean how the media came to me the local and the foreign media?
James: Yes, what was it. What was it?
Grace: How did they approach me?
James: Yes, yes.
Grace: First of all, I did not pay for all the media, not a penny and they came. They just want to write something about me. Yes, I did not pay for any media–so far, [laughs].
James: What was it about your story that made you stand out?
Grace: My story. Maybe they think it’s just interesting for a small place and humble kitchen. A woman working, just one to two people working here in the small kitchen serving to the customers. Home cooking and maybe they have some angles. I really don’t know, I’m not them.
James: There’s one article that was written about you which I love and it’s called, the title of it is “The Iron Lady of Private Cuisine.”
Grace: No, really. I really don’t know [why they call me that]. I don’t have the brains [for that]. An Iron Lady I am not. I am very weak sometimes.
James: But very good advice.
Grace: Have you read about my documentary? It is the story that I had a painful time in the office before.
James: No, I haven’t.
Grace: I was blamed by the boss. Have you [heard of it]? No?
James: No, I have not seen that. We’ll include a link in the show notes
Grace: I’ll send it to you.
James: Yeah, yeah that would be good.
Grace: It was filmed by the Hong Kong Government. It’s at 22 minutes, all about me. It did not help promote anything but we had to talk about how I faced the reality of–I can send it to you, James.
James: That would really be good because I think it’s really interesting. For people to end up running a restaurant and they didn’t plan on running one because of the fact that they have a passion or an interest or an ability to cook food. And I think it’s obviously a lot more successful when you’ve got that passion, for people to be able to because that comes across with your guests. You need to have that passion for providing with a great experience.
Grace: I love to share.
James: But the thing that’s amazing about you is how you’ve been able to generate such a strong social media following which has helped you to be successful. Because there’s a lot of people out there who are really great cooks. They’re cooking their family’s food or their country’s food. If they’ve moved to a new country and that is a big thing, too, for people who have been emigrating to new countries. Often they don’t speak the language so the kitchen is a really a place where the language barrier isn’t as big a setback. But, you, without social media or some sort of marketing or some sort of way to be differentiating themselves it can be really, really tough or them.
Grace: Yeah, I know. That’s why I’m very lucky. Many people can cook good food, not just me, in the world. I have worked hard before I think I am lucky. I have a small, small kitchen and then I don’t have to pay the rent. In Hong Kong it’s [rent is] very expensive. In Hong Kong, if you rent just, like, 200, 300 square feet, it’s very expensive. So, I’m lucky that I can have my own kitchen then I can do anything.
James: I heard you say “lucky” a few times but the interesting thing that I find is that the harder you work the luckier you get. There is probably an element of hard work there, isn’t there?
Grace: I had a hard time before, because I’m not used to carrying heavy things. So basically, James, my neck, my, leg, my knees are not very good now. I cannot do too much cooking now.
James: How far is the market from the restaurant?
Grace: If I drive, sometimes I have to drive because I cannot carry too much heavy things all the time, it takes me 10 minutes from here [at home] to the market.
Chef Grace on starting her Restaurant
James: Lovely. What advice would you give for the restaurant owners out there who are just starting out with social media? They have not posted on Facebook before, they don’t understand Twitter. What advice would you give them to start their journey?
Grace: I think the reality is that they have to have money because sometimes–maybe I forgot to explain. For the first few months before, I didn’t cook. I just made my sandwiches outside, in the road. It was a tough time, I didn’t earn money for the first few months. I had a coffee machine and then mad my own sandwiches with just soy bean sauce. I took it outside, put the table on the street and sold it to people. That was a very tough time. And I spent a lot of the money where I worked in the office before and then I was so frustrated that time, I wanted to quit.
One advice I have for them is to save money. They have to have enough money to make the turnover. I’m not saying I have a lot of money but I’m lucky this is my own property. If people have to rent it, they have to prepare a cash roll. Cash roll is very important otherwise you may be in trouble. Cash flow is very important and [it’s important] to pour your heart in your food because, of course, people feel it. Everything you do you have to use heart. I use my heart to cook but I do not really know how to explain. But my advice to people who want to have restaurant is to really plan and have enough cash flow.
James: How about starting out on Facebook? What your advice be to someone who wants to start with Facebook?
Grace: To start on Facebook, I think they need very good content. Because when I started before, I didn’t don’t know what my main theme was on my Facebook. But I know it now. The people like my cooking and like my videos–that is the content. Then people looking for Choy Choy or even Grace. They share my recipes, so the content is very important. Until today I still want them to find good content on my Facebook.
James: Excellent! Well, thank you very much, Grace, for sharing your great story.
Grace: Thank you. Thank you very much, James.
Restaurant lessons from social media star Chef Grace Choy
There you go. I was really keen to talk to Grace because of a couple of things so, CNN ranked her as one of “Hong Kong’s Top 10 Best Private Kitchens.” It is the most liked Chinese restaurant on Facebook and, as we said, over 400,000 fans. Twitter’s first verified chef in Greater China which is absolutely amazing because she’s only Tweeted 68 times. And I think that is the interesting illustration of just how you get that flow on a fix from a really strong Facebook presence flowing into Twitter. On LinkedIn, her profile. She’s interviewed by lots and lots of media. And you can see the kind of advantage that she’s getting from that being able to attract international tourists from all over the world. And to have her little kitchen, her little restaurant booked out two weeks in advance.
The thing I find really amazing about this is that she is a great cook which is merited with great marketing. So many times I speak to restaurant owners who are great cooks. They are struggling, they can’t make wages, they have to pay cash. They don’t know how they’re going to make payroll, they don’t know how they will pay the lease. They’re working 70 hours a week. They’re working 70 hours a week, well, it’s the old saying, isn’t it? How do you make a $100,000 in hospitality? Easy! Take two $50,000 jobs and you work both of them. This is why so many restaurant owners are working 80 hours a week, it’s not because they love being in their restaurant. It’s more like a prison term and they are in there because they need to save they don’t have. $50,000 to spend on the wages for someone else.
You need to have a really good think about what it is that you’re trying to achieve and how you’re going to achieve it. Far too often we see great restaurant with great food, great experience being out marketed by crappy restaurants who have some pretty slick marketing in there. I think it’s really important that you to try and level the playing field with a little bit marketing of your own.
As Grace sort of alluded to all she’s doing is telling her story, she’s sharing her recipes. She is letting her passion be seen by the world. That’s all she’s doing and that what is making such a big difference for her. And that is what can make such a big difference for you. If you’ve got any questions I think, you go through your website, go through your Facebook account, go through your marketing plan. if you don’t have a marketing plan you’re probably being out-marketed.
If you don’t have a strong SEO strategy you’re probably being outmarketed. If you’re not thinking about Facebook then you’re definitely being outmarketed these are the things you need to be thinking about. If you need any help, of course Marketing4Restaurants were here to help you this is what we do and it is what we’re passionate about because I love working with people who are great Chefs with great stories so many people have got amazing stories, amazing talent they just need help in telling that story and that’s what we’re here to do.
So, with that you all have an outstanding day and we’ll talk to you soon. Bye.
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