Every restaurant and dining facility depends upon a steady stream of customers to meet sales goals and provide consistent income.
However, there is a way to maximize the impact of each guest check so you don’t need to depend on sheer customer numbers alone.
This strategy helps you to gain a positive reputation as you focus on providing each guest with exceptional value and a better customer experience.
What Is Upselling?
Upselling is the practice of using various sales tactics to persuade your customers to make a more expensive purchase or increase the size of the bill with add-ons.
It is a highly effective way to increase your revenue without scrambling to draw in a higher number of customers. This is particularly important now with seating capacity reduced and tables spaced at least a metre apart due to government guidelines during the Covid pandemic.
This sales skill relies upon your staff receiving training in the appropriate techniques. They must also know your menu inside and out.
Why Is Upselling So Important?
Every restaurant should train staff on the importance of upselling as it increases your profits. Servers can be motivated to learn the most effective strategies by pointing out that a larger bill should result in a higher tip for them.
Your guests also benefit from an enhanced experience that builds a better relationship. When a server makes a helpful suggestion that adds to the quality of the meal and dining experience, they leave feeling satisfied and indulged. This gains the loyalty of your customers who will be eager to return.
Strategies to Increase Turnover
Boost your restaurant’s income by training your employees on effective ways to communicate with guests. They need to learn to be more perceptive and intuitive to understand when to make a suggestion and when to hold back.
Upselling should be approached from the idea of improving the guest’s experience, so all suggestions should be made in a polite way that doesn’t come across as pushy or annoying.
Reading the mood of dine-in guests is essential. If they seem to be in a rush, focus on pushing the higher-priced menu items for a more delicious meal. A relaxed table full of chatty customers will likely have time for add-ons such as appetizers, drinks, dessert, or even an extra course.
Your staff should be friendly and engaging when interacting with customers. Have them talk about the menu with enthusiasm and be familiar with the items that have the best profit margins so they can talk them up.
Some effective Upselling strategies include:
- Describe menu items in detail. Include options right on the menu, such as “add chicken to your pasta for R36 more” or “add a fried egg to your burger for R10.”
- Ask questions. “Would you like to add a protein to your salad?” can make a big difference.
- Suggest a drink or dessert that complements an entrée. Ask if the guest prefers a higher shelf liquor instead of the standard.
- Refresh your menu often.
- Position expensive items in an eye-catching spot on the menu.
With the right approach, upselling is an effective strategy to provide a better dining experience for your customers, while also focusing on your own financial success. The power of suggestion is a proven, powerful technique. Implementing even a few of these suggestions can lead to a drastic surge in income.
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