Upselling Techniques & Best Practices

One of the most effective ways to increase revenue per guest is to effectively upsell. Below are three easy ways you can upsell to increase your check size and tips.

Suggestive Selling

Picture this: A guest approaches the bar and requests a Vodka Soda. What do you do next?

A) Make the drink with whatever is in the well.

B) Ask for a brand preference while listing a few options.

If you said B, you're right! A simple "Sure, any preference for the Vodka? We have Stoli, Grey Goose, Tito's...", can turn that $8 drink into a $12 drink.

Another suggestive selling practice is to highlight local offerings or specialty cocktails. If a guest orders a Blue Moon, suggest the citrus ale that you have on tap from a local brewery. Did they order an Old Fashioned? Highlight the Bacon Fat-Washed Old Fashioned on your specialty cocktail menu. Do you have multiple sizes for draft beer? Suggest the bigger cup, highlighting it's only a few extra dollars and is a better deal.

Pairing

Unfortunately, you can't pair alcohol with more alcohol, so this option only works for restaurants. Depending on what the guest orders first, this upselling method can work both ways. Did they order your Pale Ale or New England IPA? Suggest the Bacon Cheeseburger. Fish tacos? Suggest a Spicy Margarita to go with it. Highlight that the citrus and spice pair perfectly with the blackened fish.

Another idea is to include a suggested beverage next to the food item on the menu. Those who weren't planning on ordering a drink might now be tempted to try the combo, and those who may be too shy to ask for suggestions now have a guide.

Offer Samples

If you notice a guest questioning or eyeing a particular tap, bottle, or menu item, offer a sample. The key word here is SAMPLE. We're not talking a full, on-the-house drink. Keep a supply of those tiny plastic cups or shot glasses to offer a small taste. Use your reasoning on what ingredients to offer samples of. The benefit to samples is that your guest will be more inclined to order that more expensive draft or step out of their comfort zone.

All the above options are great ways to increase revenue, tips, and customer satisfaction. If you're going to implement these strategies and try to sell, be sure to do so in a polite way and don't sound like a pushy used car salesman.

Are you looking to train your staff on upselling or looking to revamp your menu? Unfiltered offers cocktail consulting that can help transform your business while serving legendary cocktails. Schedule a call today!