46. The biggest Upselling mistakes | Restaurant Marketing Show

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Last 3 shows we’ve talked about: 


The math behind upselling

5 Reasons why your people are not consistently
upselling 

The EASIEST upsell!  



TODAY, we are talking about the biggest and the most common
MISTAKE our servers make when it comes to upselling! Why this
matters? 


The biggest mistake our servers make is the way they ask the
upselling question! 


Binary answer question = “yes or no answer” question! 


“Left room for dessert”


“Would you like to see our drink menu?” 


Wrong questions! So easy to say NO to! 


The odds of getting a yes is 50% 


Now, if you give the customer 3 options, you simply divided the
odds of being told NO to 33%


And the odds of getting a YES TO 66% 


Example: 


“We got the best tiramisu in town! Our pastry chef makes them
from scratch daily! They so smooth and creamy! 


If you like chocolate you will totally enjoy it! Would you like
to try our tiramisu or our cannoli today?
We can definitely pack it to-go so you can enjoy it in the
evening!” #Smile 


// Question was: would you like our tiramisu or cannoli? 


Another mistake is not working for the sale! 


// Earn it! People appreciate a little hustle! 


// Take the dessert tray out! Visuals help!  The extra
mile! 


DOUGH MAKING PLAN: 


Ask your servers to tell you how they upsell. What’s the
QUESTION they ask! 

Explain the principal of not asking Yes or no answer
question! 

How can they EARN the upsell? The extra mile 

Start applying this TODAY and make some DOUGH!

NEXT show we are talking about how to estimate your
restaurant sales growth month to month!  

Email me and let me know of your results! I’d love to
celebrate with you






// WHO:Matthew and Hengam Stanfield are the
owners of two restaurants in San Antonio. Their background is in
engineering.   They tripled their restaurant sales in
less than 5 years with 0 prior restaurant experience.
They believe every restaurateur deserves owning a
restaurant that does not own them. 


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