Drink Up the Profits: Upselling Made Easy
From Small Talk to Big Margins: Mastering the Art of the Upsell
In today’s climate of high food costs and cautious diners, boosting your average cheque size is a smarter strategy than chasing more guests. The key? Training staff to confidently and naturally upsell sides, drinks, and add-ons that deliver value to both your customer and your bottom line.
Why Upselling Matters More Than Ever
According to the 2025 Canadian Restaurant Profitability Outlook, even a modest 10% increase in average ticket size can offset a 5% dip in traffic that is common in slower late-summer weeks.
Upselling isn’t about being pushy, it’s about suggesting options that your guests didn’t know they wanted… yet.
The High-Margin Heroes: Drinks & Sides
1. Signature Cocktails and Mocktails
Encourage staff to describe your premium drinks with enthusiasm. Highlight house infusions, Canadian spirits, or seasonal garnishes. A compelling description can convert a water drinker into a $14 cocktail order.
2. Premium Sides and Shareables
Train servers to recommend an elevated side or appetizer. “Would you like to add our house truffle fries for the table?” is an easy ask that often results in a yes.tisfaction.
3. Beverage Pairings with Mains
Create suggested pairings and print them on menus or daily specials boards. Staff should be prepped to suggest a pairing that complements the dish—not just adds to the bill.
4. Dessert Drinks or End-of-Meal Add-Ons
One final espresso martini or house-made gelato can boost table revenue without slowing service.
Practical Tips for Success
- Keep recommendations short and specific. “Our basil lemonade pairs perfectly with that.”
- Use the power of suggestion. “Guests love to add our garlic naan with this curry.”
- Train with tasting sessions. Staff should know what they’re recommending.
- Track upsell wins. Run low-cost contests to encourage team-wide participation.
INSIGHTS Tip: Menu Design Matters
Strategically design your menu with upsells in mind. Highlight high-margin items with boxes, colour, or icons. Use enticing descriptions and tiered options (e.g., “Classic” vs. “Signature”) to prompt guest curiosity.
Upselling isn’t just a sales tactic; it’s an opportunity to enhance your guests’ experience while boosting your margins. With the right training, menu design, and a sprinkle of enthusiasm, every interaction can turn small talk into big profits.
Need ideas for feature menu items and cocktails? We’ve got you covered! Click here for some delicious dessert ideas, and click here to explore 2025 cocktail trends that you won’t want to miss!
