As a restaurant manager, you’re always looking for ways to increase revenue without overwhelming your team or compromising the customer experience. Upselling is one of the simplest, most effective strategies to boost your average ticket size, yet the front team is rarely challenged on it.
When used thoughtfully, upselling can be a game-changer for both profitability and customer satisfaction.
To make upselling a natural part of your team’s routine, start with targeted training. Equip your staff with product knowledge, upselling techniques, and incentives that make them feel invested in the process. When team members are confident in their recommendations, they’re more likely to suggest items that align with guests' preferences, ultimately driving up sales while enhancing service.
Blent can assist you in finding the product you want to upsell. It can also help you organize a fun challenge to motivate your team to achieve their goals!
Identify & track the up sale
You can use the Additional Sales dashboard
Tips to be an Expert :
- Use POS Outlet and F&B periods, to affine your analysis and tailored your strategy (for the wine glass per example, it's not the same strategy for lunch and dinner).
- If you have a stock system integrated with Blent, change the top items for top items per profit and challenge your team on your most profitable items !
- You can also filter on groups of tables (or your POS's tags), to have a clearer view of your different zone (Eat standing, terrace, chef's table ect).
Challenge your teams
Based on the data available, set a specific goal for your team. Instead of just aiming for a higher average ticket, focus on specific KPIs. For example:
- Increase the average bottle price by 10% and train staff on food pairing to enhance wine offerings.
- Aim to have desserts served at 70% of tables.
- Reach for 80% of lunch covers including a paying drink.
Monitor your progress by converting your goal into a budget and tracking it on your dashboard. You can share a simplified version with your team via email or display the dashboard in the break room.
Incorporating upselling into your strategy does more than boost profits; it energizes your team. When staff are encouraged and trained to upsell, they feel more engaged, gain confidence, and build valuable sales skills. This sense of responsibility and achievement can foster a positive work environment, making it easier to recognize high-performing team members and reducing turnover.