When we go to work we want to make as much money as possible and one way to do that is to “upsell” so the check is higher and we will theoretically get a bigger tip. It will also help the restaurant make more money, but let’s face it, we’re more concerned with ourselves. Think of when you get a new computer and you are talked into buying AppleCare so that your life will be much easier and worth living. Basically, they just want to sell you more. Well, we can do the same thing to our customers but with bacon and guacamole instead. Not only might upselling put some extra money in your apron, a lot of restaurants require it. So, you may as well get behind it and know when to do it.
Beginning of Service
The most obvious upsell is suggesting delicious, purified, bottled spring water instead of the thick sludge that pours directly from the tap. Don’t ask about bottled water in a condescending way as if only poor basic commoners drink tap, just make it sound like almost everyone chooses bottled. This especially works if your customers are on a first date because both of them are desperate to impress each other. Admitting they drink tap water might be just as bad as talking about their last breakup or discussing bodily functions. So uncouth.
Drink Order
We all know that liquor is the way most restaurants make their money and it can help you make more, too. If someone asks for a vodka martini, come right back at them with two suggestions of a particular vodka. Make sure both suggestions are more expensive than the bottom-shelf swill you hope to drink as soon as your shift is over. “Belvedere or Grey Goose?” you ask. Most people aren’t going to decide they’d rather have Uncle Vinnie’s Vodka that’s two dollars cheaper. Boom, you just increased your check.
Appetizer
This the easiest upsell of all. If someone asks for the free chips and salsa suggest that they actually pay for some guacamole. I mean, what is the point of tortilla chips without the creamy goodness of avocados? This one is as easy as the car salesman convincing you to buy the spare tire. Duh. Another opportunity to sell an appetizer is if they order their steak well-done. After you silently judge them for it, let them know it will take a little bit longer and see if they want some calamari or something to fill the time. Cha-ching!
Entree
There is always something to upsell on the main course. Be it bacon on the burger, bleu cheese instead of American, or sweet potato fries instead of sad, ordinary regular ones, you can definitely add a few bucks to the check here.
Dessert
Everyone wants dessert but no one thinks they should have it so it’s your job to convince them they deserve it. Throughout their meal, whenever you are taking a dessert to another table, make sure to carry it low enough so your other tables can see how enticingly delicious it looks. There’s a reason some restaurants roll out a dessert cart and it’s not just because those things are super fun to push around. Seeing dessert makes people want dessert. And when they succumb to the power of chocolate cake, don’t ask if they want coffee with it. Cappuccino or espresso is going to taste better and by “taste better,” I mean “increase your check average.”
Upselling is part of our job. We are sales people and we shouldn’t feel embarrassed or awkward for doing it. It’s expected. And when you get good at it, you can see the difference in your tips.