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Upselling in hospitality
We are now moving on to more active ways of
Upselling
selling more to the guests standing in front of
you. Offering a shot of syrup in coffee or whipped
cream and marshmallows on hot chocolate as an Do you

upsell is standard practice. Naming the bigger-
sized drink 'Regular' rather than 'Large' will make want fries
it more natural to order.
with that?

and egg roll to someone in a
gym kit is likely to be rejected
with a weird look, whereas to
a builder, it's almost a no-
brainer: 'Go on then.' Look at
your typical customer types
or avatars and list certain
products that would tempt
them to help your team make
an extra sale.

Offering a tasting can be a
powerful way of getting
people to trade up, as when
your tastebuds are excited,
you are more likely to buy!

Using simple phrases such
Programming your EPOS with relevant upsell
prompts when an item is purchased will make the as 'something to nibble?' ' a
upselling options part of your team's normal little treat?' after the
order process. customer has placed their
order can often be the

We know how annoying it is to be constantly catalyst for them succumbing
asked, 'Do you want fries with that?' in a well- to the temptation of the
known burger place, and we think that this is part delicious cake they were
of the issue when you want to get your team to trying to resist. The most
do some active selling because they think it's often asked and completely
rude. useless question asked at the JULY/AUGUST. 2024 | ISSUE 37
point of sale is 'anything
The trick to suggestive upselling is to try to else?' as this prompts an
understand the customer and then offer automatic 'no thank you'
something they would like. An offer of a bacon from almost everyone.

www.beveragestandardsassociation.co.uk