Upselling is the idea of using quality customer service to convince your customers to spend a little more in your establishment. You want to give them a good dining experience, and upselling is anything from selling a pitcher instead of a single beer or recommending a dessert or appetizer. There are several tips to keep in mind for upselling at your restaurant, and here are some vital ones for your business.
Avoid the Obvious Questions
How often do you go into a restaurant and have the server ask if you would care to hear about the specials or whether they can start you off with some drinks? Most people will agree to hear the specials to be polite and are going to want drinks.
Instead of asking these questions, use that opportunity to make recommendations. Instead of asking what customers want to drink, consider starting with “For drinks, I recommend—”. Customers are more likely to pay attention to a genuine recommendation over being told a list of current specials after answering a question.
Allow Customer Customization
Many customers are likely to make purchases at a restaurant when they have control over what they’re getting, which is why “build your own combo” options are popular in many chain restaurants. Allowing customers to put together their own appetizer sampler kits or create custom cocktails is an excellent tip for upselling at your restaurant. Many eateries also incorporate iPad restaurant menu software, which allows diners to place custom orders even when their server is not at the table.
Personalize Your Recommendations
Customers are more likely to take your staff’s suggestions if it comes from a place of sincerity. However, if your servers recommend the same items to the same people every time, it won’t always yield positive results. Encourage your staff to take a moment to find out what type of food they’re in the mood for each day. A guest with a craving for seafood will most likely order something different from a customer who wants pasta, and if your server always recommends a burger, that will not be much help.