Your average check size frustrates you. Every dollar counts for your restaurant’s bottom line. Train your servers to upsell naturally. This directly impacts your profit. This guide from Lavu, your operator ally, empowers your team. They enhance the guest experience. They increase revenue without sounding salesy.
Educate Your Team on Profit
Servers must understand upselling’s benefits. Explain a higher average check leads to better tips. It also means more restaurant profit. Profit allows better wages, benefits, and stability.
Demonstrate the impact with real numbers. If a server increases their average check size from $25 to $28 (a 12% increase), that is an extra $3 per customer. Over a shift with 30 customers, this adds an extra $90 in sales. This directly impacts the restaurant’s success. Marty, Lavu’s AI analytics, tracks these performance shifts.
Master the Menu Inside Out
Ignorance prevents effective upselling. Servers must know every menu item intimately. This includes ingredients, preparation methods, and ideal pairings. Conduct regular menu tastings.
Encourage staff to try new dishes and drinks. They must describe flavors and textures accurately. If they know which wine complements the pan-seared salmon, they confidently suggest it. This knowledge builds guest trust. It makes recommendations feel genuine.
Frame Upselling as Value-Add
Shift the focus from ‘selling more’ to ‘enhancing the experience.’ Instead of asking, ‘Do you want guacamole for $2?’, a server says, ‘Our fresh guacamole adds a creamy, zesty kick to the fajitas.’ This highlights value, not just cost.
Teach servers to suggest premium upgrades. ‘Would you like to try our locally sourced farm egg on your burger?’ or ‘Upgrade your cocktail with a top-shelf spirit for just $2.’ These small additions boost the average check. Guests do not feel pressured.
Observe and Suggest at the Right Moment
Timing is crucial for natural upselling. Servers must listen and observe customer cues. Do not push a dessert special when guests just received entrees. Wait until they finish their main course and appear relaxed.
Encourage suggestions based on conversation. If a guest mentions being very hungry, suggest an appetizer. If they celebrate, recommend a bottle of sparkling wine. Lavu POS shows you peak times for certain item sales. Marty even pinpoints specific menu items with high upsell potential. Staff then focus their efforts.
Practice Empathetic Suggestions
Role-playing helps servers develop natural conversation. Provide example phrases. Emphasize avoiding robotic scripts. Practice suggesting specific items like premium sides, appetizers, or after-dinner drinks. For instance, ‘Many guests love our roasted Brussels sprouts with balsamic glaze as a perfect side dish.’
Teach servers to read body language and verbal cues. They must know when a guest is receptive to a suggestion. They also must know when to simply take an order. This builds server confidence. It also increases guest satisfaction.
Reward and Track Upselling Success
Incentivize your team for their efforts. Offer small bonuses for the highest weekly appetizer sales or the biggest increase in average check size. Recognition drives motivation. It creates healthy competition.
Use your Lavu POS to track performance. Review individual server reports for average check size, specific add-on sales, and beverage revenue. Marty’s insights quickly identify top performers. They also show areas needing more training. This data-driven approach refines your training program.
Maintain Ongoing Training
Upselling training is not a one-time event. Make it a regular topic in daily pre-shift meetings. Introduce new specials or seasonal items with explicit upsell opportunities. For example, explain why a certain craft beer pairs perfectly with a new menu item.
Share success stories among the team. Highlight servers who excel at natural recommendations. Continuous reinforcement keeps upselling top-of-mind. It ensures your team stays confident and effective.
FAQ
Will upselling make my servers seem pushy?
No, when done naturally and focused on value, it enhances guest experience. It involves offering options guests might enjoy, not pressuring them.
How can I track if my training is working?
Yes, use your Lavu POS reports to monitor average check size per server. Marty’s insights pinpoint specific upsell item performance and server trends.
What’s the best way to introduce new menu items for upselling?
Yes, host a mandatory tasting session for your staff. Let them experience the item and practice descriptive language for guests.
Should I offer incentives for upselling?
Yes, incentives highly motivate your team. Consider small bonuses or recognition for top upsellers to encourage participation.
My servers struggle with wine pairings. What should I do?
Yes, provide a simple, easy-to-understand pairing guide. Conduct small tasting sessions where they sample wines with relevant dishes.
How often should I train on upselling?
Yes, make it a regular, ongoing effort. Quick tips in daily pre-shift meetings reinforce techniques and keep them fresh.
Does upselling really impact my restaurant’s profit?
Yes, even a small increase in average check size adds directly to your bottom line. It significantly improves your overall profit margins.
