Upselling

Upselling is one of the easiest and most effective ways to increase your restaurant’s revenue without adding a single new customer. It’s the art of encouraging diners to enhance their meal, whether that’s by upgrading an item, adding a premium ingredient, or pairing it with a complementary drink or dessert. And when done well, upselling doesn’t just boost your average order value—it actually improves the guest experience.

Why Upselling Matters for Restaurants

When a customer orders a pasta dish and your staff suggests adding grilled prawns because “it’s our most loved combination,” you’re doing more than making a sale—you’re helping them enjoy something better. That’s the power of upselling done right: more satisfaction, more revenue, same number of guests.

When and How to Upsell

The best upselling moments happen during natural decision points:

• When customers are choosing their drink

• While they browse the main course

• When they’ve finished their meal, and may want dessert or coffee

Train your staff to recommend, not push. Instead of “Would you like to add chicken?”, try:
“Our Cajun chicken pairs really well with that salad—it’s a guest favorite.”

Make Your Menu Work Harder

Menu design plays a big role in effective upselling.
Use:

• Strategic placement of premium options

• Clear price differences

• Tantalizing descriptionsBundles or combos that feel like a deal but maintain solid margins

Tech Tools That Support Upselling

POS systems can nudge servers with real-time suggestions based on orders.
QR code menus or digital ordering systems can spotlight featured upgrades or limited-time add-ons automatically.

Train for Authenticity, Not Aggression

Successful upselling stems from genuine enthusiasm. Let your staff taste what they’re selling so they can speak from experience. Track upselling performance by server and reward the ones who do it right.

The Bottom Line

Upselling isn’t about squeezing more money from guests—it’s about improving their experience while increasing your revenue. With the right tone, timing, and tools, it’s a strategy where everyone wins.