Upselling-for-Profit

Focus on hesitant customers
If customers don’t seem sure about what they’re going to order, you’re more likely to be able to upsell. Are they taking a long time to look at the menu or asking a lot of questions? These are good customers to focus on.

 

Ask about larger size
Let’s say your customers have the choice between ordering an 8 ounce or a 12 ounce steak. When they’re ordering, you might try asking, “And did you want the 12 ounce?” Of course, any customer who is set on ordering the 8 ounce is welcome to say so, but many times customers will agree with what you asked.

 

Focus on more profitable items
Your servers should know which items in your restaurant have a higher profit margin. For example, if a customer asks for a certain dessert, and you know you have another dessert with the same price but a higher profit margin, you might try suggesting it.

 

Keep it subtle
You don’t want your customer to know you’re upselling, so be subtle. Don’t try to upsell for every course.

 

Focus on your service
You can increase your likelihood of upselling if you provide great service. If you get orders wrong and barely meet your customers’ needs, are they going to want to order even more? Probably not.

 

Don’t be too pushy
No customer likes to feel pressured, and if you’re too pushy, you might offend the customer and lose his or her business.

 

Keep it simple
If a customer asks for recommendations, it’s more helpful to suggest a few things than to suggest a ton. For example, if a customer asks what beers would be good with their meal, they might be overwhelmed if you suggest every beer on your menu. Focus on a few.

 

Be patient
Sometimes customers might have a lot of questions before they decide to check out dessert or get a more expensive entree. Be patient and answer every question they might have! Your great service will pay off.