“Would you like fries with that?” – a simple question that made McDonalds millions. But it’s the perfect example of upselling in a foodservice setting; it’s simple, conversational and effective. If the staff in your restaurant aren’t employing the same techniques, you’re missing valuable revenue.
Many people turn their nose up at the upsell, but let’s take a quick look at its profound impact.
Upselling is a sales strategy where a seller encourages the customer to purchase or add more items to boost your profit. Understanding upselling and cross-selling is key to restauranteurs who want to increase their bottom line.
There are only three ways to grow your restaurant sales:
Get new customers
Increase your repeat business
Increase the average sale
Increasing the average sale is the most far-reaching way to increase profit. Let’s say a restaurant has 1000 sales per week, and they have a $20 sale average which means that they are currently making about $20,000 a week.
If you only take that $20 average to $21, that’s another $1000 per week. Or $52,000 per year. That’s a chunk of change.
Whether you run a fine dining table service or a casual bistro, additional items can always be offered to increase spend per head. Here are the best ways to encourage the upsell using suggestion and psychology:
When a customer orders drinks
Upsell opportunities begin from the moment a customer sits down and orders drinks. Teach your staff to recommend an antipasto plate with warm bread to go with their wine.
When a customer reads your menu
If you have a well-designed menu, half your task of upselling is already done. The restaurant menu should be designed in such a way that your high-profit items are positioned clearly. Always include additional items or “add-ons” to increase the price of an item. For example, adding cheese or avocado to a burger or chicken to a salad.
When a customer orders mains
When taking a food order, ensure wait staff recommend side dishes which would pair well with their meal and offer extras like sauces and salads. If a customer opts straight for a main encourage staff to offer something to graze on while they wait – a perfect crowd pleaser here is garlic bread.
Understanding and enacting a good upsell strategy could make your venue thousands of dollars over the year, so it’s worth focusing on. If you’re looking for some high margin offerings, get in touch with our team today to discuss your options.
