In today’s competitive food and beverage industry, running a successful restaurant is about more than just serving great food — it’s about maximizing every sale. Upselling is one of the most effective ways to increase profits without increasing customer traffic. With the right approach, you can elevate the dining experience while boosting your revenue.
In this article, we’ll show you 10 proven restaurant upselling techniques to boost profits and improve customer satisfaction at the same time.
Table of Contents
1. Train Your Staff to Suggest Thoughtfully
The first step to effective upselling is staff training. Servers should be knowledgeable about the menu and comfortable making recommendations. Upselling shouldn’t feel pushy — instead, it should come across as helpful. When staff genuinely suggest items that complement the guest’s order, customers are more likely to say yes.
2. Use Descriptive Menu Language
Your menu is your silent salesperson. By using vivid, mouth-watering descriptions, you naturally encourage customers to order more. For example, instead of “chocolate cake,” try “warm, gooey triple-chocolate lava cake with vanilla bean ice cream.” A tempting description often leads to an irresistible decision.
3. Promote High-Profit Items
Identify the dishes, drinks, and desserts that offer the highest profit margins. Encourage your team to subtly steer guests towards these items when appropriate. Whether it’s signature cocktails, premium wines, or chef’s specials, make sure the staff is aware of which items should be promoted.
4. Upsell Drinks First
Beverages are often the easiest and most profitable upsell. Always suggest cocktails, appetizers, or special drinks before the guest has decided on a main course. Offering wine pairings, specialty drinks, or even premium bottled water can significantly increase the average check.
5. Create Combo Deals and Add-ons
Offering combo deals or add-ons gives guests an incentive to spend a little more for better value. For example, “Add fries and a drink for just $3 extra” or “Upgrade to truffle fries for $2.” Customers are more likely to accept these suggestions when they see it as a good deal.
6. Feature a ‘Server’s Recommendation
Guests often trust the server’s opinion, especially if it sounds genuine. Adding a “Server’s Favorite” or “Chef’s Recommendation” to the menu or verbally suggesting it creates a personal touch. Many customers are unsure what to order and appreciate insider tips.
7. Leverage Limited-Time Offers
Limited-time promotions create urgency and can drive impulse purchases. Highlight seasonal dishes, special desserts, or holiday-themed drinks. Phrases like “only available this weekend” or “limited seats for the wine-pairing dinner” often push guests to order now rather than later.
8. Offer Upscale Versions of Regular Dishes
Give customers the option to upgrade. For example, “Would you like to make it a double patty for $2 more?” or “Would you like to add grilled shrimp to your salad?” Many diners are willing to pay for enhanced versions of their meals if offered at the right moment.
9. Master the Art of Suggestive Selling
Suggestive selling is about positioning recommendations naturally within the conversation. Instead of asking, “Do you want dessert?” try, “Our homemade cheesecake is a guest favorite — would you like me to bring one for the table?” This soft approach works better than direct yes/no questions.
10. Don’t Forget About Takeout Upselling
If you offer takeout or delivery, upselling doesn’t stop at the table. Train phone or online order staff to suggest add-ons like drinks, appetizers, or desserts. Online ordering systems can also prompt customers automatically with “You might also like” suggestions before checkout.
Final Thoughts
Effective upselling is about enhancing the guest experience, not just increasing the check size. When done right, it leaves customers happier, improves your restaurant’s reputation, and drives profits without needing more foot traffic. Implement these 10 restaurant upselling techniques and watch your sales grow steadily.
FAQs:
Q1: Is upselling considered bad for customer satisfaction?
No, if done correctly, upselling should feel helpful, not pushy. Customers often appreciate suggestions that enhance their experience.
Q2: How much can upselling increase restaurant profits?
Restaurants can see a 10%–30% increase in average check size by applying simple upselling techniques consistently.
Q3: Should small restaurants use upselling techniques too?
Absolutely. Upselling works for all types of restaurants, from small cafes to large fine-dining establishments.
