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according to me ,just create a win-win situation for both ,show them why its a win if they partner up with you , simple !!!

Have your unique value proposition to your customers, and anyone can accept as a startup having good value and vision

To connect with retail business you have to hire good BD, or in initial stage you can work as BD for your company.

They were only able to convince the restaurant & hotel because of Exposure & Convenience. Exposure to reach out varieties of customers. Convenience in delivery, no compromise in rates, in initial days zomato takes the guarantee of payment, seamless operation, less in-restaurant operations more delivery operations. Most important thing kya daal k bana rahe ho, kaise bana rahe ho, kuch gir gaya usko wapas pack kar diya in sab par bolne aur dekhne wala koi nahi toh iski azaadi.

Build ur own profiles, showcase ur service and vision towards the future.

Platforms like Zomato and swiggy has given the exposure to the restaurants to the people who are not in even in the radius of 10 km around the restaurant. It's more of selling a hope rather than a business deal. Zomato and swiggy has given the hope to the owners so that they could count an extra penny everyday.

To your last question, the thing is you need to have a strong layout for the future, with actual implementation plans, numbers for the future too, basically a great salesman first.

There were lesser funded players in the market, also back then it was a COMPLETELY new market, which wasn’t fully capitalised by foodpanda and others.

They used to have no onboarding charges. They had wayyyyy less commission charge than they do now. The reach they had was higher, considering they were able to sell the fact that not much restaurants are there for competition