The Art of the Upsell: Increasing Check Averages Without Being Annoying
Upselling isn't about tricking customers; it's about enhancing their experience. Tactics to boost revenue per seat organically.
The difference between "Pushy" and "Helpful"
Bad upselling is: "Do you want to add shrimp for $5?" Good upselling is: "The carbonara is fantastic, but the grilled shrimp really adds a nice texture to it if you're hungry." See the difference?
1. Suggest Specific Pairings
Don't ask "Do you want a drink?" Ask, "Would you like a glass of the Malbec? It pairs perfectly with that ribeye." Specificity sells. It shows expertise and confidence.
2. The "Assumptive" Close
Instead of "Do you want dessert?", try "We have a fresh tiramisu making, shall I bring two spoons?" It plants the idea of sharing and enjoyment rather than a yes/no decision.
3. Digital Upselling with QR Menus
Visual prompts work wonders. On your SmartMenuScan digital menu, you can group "Sides" right next to "Steaks." You can add a mouth-watering photo of loaded fries. Guests often upsell themselves when the option is presented attractively right on their screen.
4. Sampling
If you have a high-margin cocktail you want to push, pour a few mini-samples and walk them around to tables. "Compliments of the bar." Once they taste it, they are 50% more likely to order a full one.
Conclusion
Upselling is about guiding the guest to the best possible version of their meal. When done right, they thank you for it.