Here are a few suggestions. Approach the trade clean and well dressed. Give the impression that you are prepared to enact trade with them. Ask who does the food buying as sometimes the chef makes a food order request to a manager. I would try to win to the Chef first and see whether they would have any interest in your product. You might even go there first and have a small meal and scan the menu. Restaurants are always looking for something current but need to be assured that there will be a regular supply of raw materials. As far as pricing goes you need to study your trade and decide what is your bottom line pricing to maintain yourself so you can assure them that you'll be there in the long haul. After that think about what would happen whether more restaurants hear about you and want to be supplied too. Are you in a position to invest the time,money and energy into a growing trade for several years to achieve some stability. Also be prepared to assume the hit whether for some unknown reason a restaurant quits. Food businesses are the number one in trade failures. This is just a few things to think about, there are many more. Visualize your dream and stay after it. Stay focused.
Source: thesurvivalpodcast.com