Stagnating check averages hurt. Operators need more revenue without more customers. Suggestive selling helps. It turns servers into sales generators. Good training boosts your bottom line.
Define Suggestive Selling Goals and Benefits
Set clear suggestive selling goals. Do you want to increase appetizer sales by 15%? Is the goal to sell more high-margin desserts? Tell your team these targets.
Show staff how suggestive selling benefits everyone. Higher check averages mean better tips. It also boosts restaurant profits. For example, an extra $2 per check on 200 daily covers adds $1,200 to weekly revenue. This directly helps your restaurant’s financial health. Lavu tracks these exact metrics.
This also makes customers happier. Guests appreciate helpful recommendations. Servers guide them to new favorites or complementary items. This builds satisfaction and repeat business.
Educate Staff on Menu Knowledge and Profitability
Staff cannot suggest unknown items. Run detailed menu training. Servers must know every dish, its ingredients, and pairings. Go beyond basic descriptions.
Train staff on how you source and prepare ingredients. Explain which items have the best profit margins. For instance, a specialty cocktail might have a 75% profit margin, while a standard beer has 50%. Encourage staff to promote higher-margin items first.
Use Lavu POS data to find your most profitable dishes. Marty, Lavu’s AI analytics, pinpoints menu items with excellent margins. Share this info with your team. Help them make smart suggestions for customers and the restaurant.
Teach Effective Suggestion Techniques
Suggestive selling is an art. It’s not a hard sell. Teach staff open-ended questions. Instead of “Do you want fries?” try “Would you like our truffle fries or a side salad with that?” Give choices. Guide the customer instead of asking for a simple yes or no.
Train staff to upsell naturally. A guest orders a burger; suggest adding bacon or avocado. Offer a wine pairing with an entree. These small additions boost average check size. An extra $1.00 per item sold can add thousands to your monthly sales.
Practice specific phrases. Say, “Our chef’s special tonight is pan-seared salmon. It pairs wonderfully with a crisp Sauvignon Blanc.” This sounds confident and informed. Role-playing helps staff feel comfortable using these techniques.
Implement Ongoing Training and Coaching
Training isn’t a one-time task. Schedule regular refreshers. Talk about new menu items and seasonal specials. Share team success stories.
Managers must coach staff during service. Give clear feedback. Point out missed chances or praise good suggestions. A quick “That was a great dessert suggestion” builds positive behavior. Consistency locks in these habits.
Use your Lavu POS reports. Track individual server performance. Marty shows average check size per server and item add-on rates. This data finds staff needing more coaching or those who can mentor others. Want to track these sales easily? Get a demo: https://lavu.com/demo
Incentivize and Reward Success
Motivate your team with incentives. Run friendly contests for top appetizer or dessert sales. Offer small bonuses, gift cards, or extra paid time off.
Recognize top performers publicly. Announce weekly or monthly suggestive selling champions. Acknowledge effort and success. This creates a positive selling environment. It makes staff feel valued and encourages better performance.
Monitor sales data from your Lavu POS. Track specific add-on items or categories. Use this info to find areas for improvement and justify incentives. Show staff how their efforts directly impact their income and the business. This proves the value of suggestive selling.
FAQ
Does suggestive selling actually increase profits?
Yes. Small increases per check, even $1 or $2, significantly boost revenue. This directly impacts profit margins, often by thousands monthly.
How long does it take for staff to become good at suggestive selling?
Consistency is key. Initial training and ongoing coaching can show improvements within a few weeks. Regular practice locks in new habits.
Should I offer incentives for suggestive selling?
Yes. Incentives motivate staff and create a positive, competitive environment. Rewards, monetary or not, drive better performance.
Can suggestive selling annoy customers?
No, not if done correctly. Professional, helpful suggestions improve the guest experience. Guide customers; do not pressure them.
How can Lavu POS help with suggestive selling?
Lavu POS tracks sales data, add-ons, and average check size per server. Marty, Lavu’s AI, gives insights into profitable items and individual staff performance, guiding your training.
What is the most important aspect of training staff?
Menu knowledge is key. Staff must deeply understand what they sell and its profitability. This builds confidence and makes suggestions natural.
