Page 18 - GBC winter issue ENG 2019

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Golf Business Canada
“ ‘Would you like wings and rings to start? It’s our most popular appetizer.‘ Popular. Best-selling. In-demand. Servers should highlight top sellers.”
and highlighting key aspects, you will help them increase their sales, while also helping them increase their tips ... which is not only great for the operation’s bottom line but also very important for team morale!
Know Which Menu Items Have High Pro t Margins 3
When upselling, you want to suggest menu items that have the best pro t margins so that you are increasing your pro ts to the maxi- mum potential. This means know- ing which items you sell that have the best pro t margins and training your waitstaff on this as well. When taking the customer’s order, servers can suggest items with the highest pro t margins instead of items that make less of a pro t. For example, if a customer is deciding on which wine to purchase, the server can suggest the wine with a high pro t margin and give a short description of why it’s a good wine to purchase with this entrée.
Offer Extras
When a customer orders a speci c menu item, the server can offer a variety of extras that could accom- pany the meal. Offering extras to customers is a good way to increase the cost of the meal that the custom- er wishes to purchase. For exam- ple, with pasta dishes the server can suggest the addition of shrimp to the pasta or garlic bread on the side. With meals that come with
fries the server can suggest adding gravy or making it into a poutine and with salad orders the server can suggest the addition of grilled chicken to the salad.
Be Enthusiastic About The Items You Are Suggesting
Never underestimate the power of an enthusiastic server in upselling at your restaurant. If the server sounds bored or uninterested with the items they are suggesting, the customer will get a bad impression and will be less likely to order those items. Servers who are enthusiastic about the menu items and seem genuinely happy and excited about how they taste, will be able to get the customer more excited to try the items they are suggesting. Serv- ers who love the food they are serv- ing create customers who love to try their suggestions.
Do Not Annoy The Customer
There is a ne line between effec- tive upselling techniques and annoying the customer to whom you are making suggestions. It is important to know the difference because you do not want to annoy your customers and leave a bad impression. Customers do not want to be constantly bombarded with suggestions and attempts to upsell and will become unhappy if this happens. Unhappy customers will not return to your facility. It is important to ensure that the
upselling techniques are inserted naturally into the conversations with customers so that they do not realize that the server is upselling to them.
12 UPSELLING TIPS & PHRASES FOR YOUR STAFF
The key to using suggestive sell- ing techniques in your clubhouse’s dining room is to do it in a way that doesn’t make the customer feel like they’re being pressured to buy something. If you are too pushy when upselling, the customer could feel like you’re only trying to get more money out of them and become aggravated. So, here are a few effective upselling tips that will leave your guests (and your servers’ pockets) happy.4
1. Ask: Make the ask! Too many servers fear upselling. Their top concern? Seeming too pushy. However, when upselling is done right it enhances the guest experience and builds loyalty – all while increasing sales.
2.Because: “Want to make it a double because it’s Monday?” A study showed that when the word “because” is used in upselling, 93% say yes – even with an offbeat reason...like a case of the Mondays. 94% will say yes with a good reason. Without “because”? Just 60% say yes.