In the food and beverage world, profit margins are tight, competition is fierce, and every sale counts. One of the simplest ways to boost revenue without raising prices or changing your menu is mastering the art of suggestive upselling.
This isn’t about being pushy or manipulative. Done right, it’s a subtle, service-driven strategy that enhances the guest experience and increases your average ticket size.
What Is Suggestive Upselling?
Suggestive selling is the practice of recommending additional items that complement a customer’s order. Think: offering a glass of wine that pairs perfectly with their entrée, or suggesting dessert when you know the kitchen just made a fresh batch of bread pudding.
It’s about anticipating needs, guiding decisions, and delivering a better experience—not upselling for the sake of it.
Why It Works
- It feels personal – Guests appreciate knowledgeable staff who make thoughtful suggestions.
- It builds trust – Recommending what fits the customer’s taste or mood shows care, not pressure.
- It drives revenue – Small add-ons across many guests compound quickly. This incremental revenue can boost your profitability in a major way.
Proven Techniques (That Don’t Feel Salesy)
1. Lead with enthusiasm.
People buy what you’re excited about. Train staff to speak genuinely about their favorites:
“The chef just added a new seasonal appetizer—can I get that started while you look over the menu?”
2. Offer options, not pressure.
Give choices instead of commands:
“Would you prefer the house Pinot or something a little bolder like the Cab?”
3. Pair and suggest.
Use pairings to position add-ons naturally:
“That flat iron steak goes great with our garlic herb fries—would you like to add an order?”
4. Use visual language.
Tempt with description:
“We just pulled the biscotti from the oven—it’s warm, buttery, and perfect with coffee.”
5. Don’t forget the check drop moment.
A casual mention at the end can still move the needle:
“Want to take a slice of cake to go? It’ll make a great late-night treat.”
Train, Don’t Script
Scripts fall flat. Instead, teach your team the why behind suggestive selling and give them tools they can adapt to their personality. Role-play different scenarios during pre-shift meetings, and reward great examples on the floor.
Suggestive Selling = Service-First Selling
When your team believes suggestive selling is about enhancing the guest experience, not squeezing extra dollars, it becomes second nature. The result? Happier customers, more confident staff, and healthier sales—all without raising prices or pushing promos.
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