Restaurant up-selling is more than just a method to increase revenue. It is an essential skill for improving the customer experience. Imagine a waiter who doesn't just take an order, but who anticipates the customer's desires and offers more attractive options. This is where up-selling takes on its full importance. Learn how to master this technique to increase your sales while offering your customers a memorable experience.
It is important to distinguish between “taking an order” and “creating an order.” Taking an order is simply writing down what the customer is asking for. Create an order, It's going further by anticipating your preferences and by suggesting additional or improved options to enrich the experience.
2. Establishing trust with the customer
Trust is the backbone of any successful business interaction. In a restaurant, it is built from the first visual contact. A server well-dressed, well-groomed and with a warm and respectful attitude establishes a good relationship with the customer immediately. An impeccable presentation reassures the customer and creates a climate conducive to sales, because the customer feels taken care of and listened to.
3. Transmit enthusiasm
Enthusiasm is the driving force behind effective recommendations. It's about Give life to suggestions by expressing a real pleasure in talking about dishes. When your team presents the menu or makes suggestions, a dynamic and enthusiastic tone can turn a simple suggestion into an irresistible invitation to discover flavors. It is not only what is said, but also how it is said that makes up-selling effective.
Identify the most profitable items on your menu and make sure your staff is familiar with them. Work with your chef or kitchen manager to Determine which dishes are the most profitable in each category and then train your staff to promote them with enthusiasm.
When a customer orders an alcoholic drink, ask for their favorite brand. Customers often like to show a certain status and will choose a premium brand. when asked the question. This approach increases revenue because premium alcohols are more profitable. It's a subtle method that customers don't even perceive as up-selling and also increases tips for staff.
Lighting and music play a key role in the customer experience. At noon, Rhythmic tunes and bright lights promote rapid rotation tables. In the evening, Soft melodies and soft lighting create a relaxed ambiance, encouraging customers to stay longer and order more.
Name a dish” Grandma's Apple Pie ” triggers emotional memories, making these options more irresistible.
Offering customers to wait at the bar while their table is being prepared will make the wait more enjoyable and create a discreet opportunity to generate additional sales. This strategy not only increases revenue but also improves the customer experience by turning a potentially boring wait into a pleasant moment.
To sell the dishes of the day well, it is important to know them in detail: their preparation, the origin of the ingredients, etc. Be ready to answer any customer questions and talk about them with enthusiasm to show that you know what you're good at.
When ordering, offer specific drinks like a glass of champagne or Prosecco, while offering non-alcoholic options. A good knowledge of the wine list also makes it possible to recommend bottles.
Offer extras like bacon or shrimp with main courses, as well as appetizers or sides. These unobtrusive suggestions can increase the bill considerably.
After the main course, always offer desserts and coffee. Mention desserts in an enthusiastic manner, highlighting those that are particularly good. Also offer coffees or digestives such as limoncello or grappa.
Restaurant up-selling isn't just about increasing sales; it's also a way to improve customer experience and increase satisfaction. By applying these techniques in a subtle, customer-centric way, you not only increase revenue, but you also build customer loyalty. Small increases in additions can turn into significant benefits in the long run.