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Successful Upselling Techniques to Increase Your Check Average

December 01, 2022

There are many ways to increase your check average. One way is to upsell. Upselling is a sales technique in which a customer is offered the opportunity to purchase an additional product or service. Customers are offered additional or more expensive items that are related to what they're already buying. Here are five upselling techniques that can be used in a variety of selling situations.


1. Always upsell using descriptive language

The customer needs to be able to visualize what you intend to upsell. Servers must have in-depth knowledge about each dish and use rich, vivid descriptions to entice customers.

Descriptive language is the use of words that appeal to the senses and create mental images for customers. It influences sales and has a direct impact on customers’ decisions.

2. Use a price anchoring strategy

Price anchoring is a marketing strategy that has been proven to be effective in various industries. It affects customers’ perception of the price of a product.

By increasing the prices on your cheapest offerings, you will make all of your menu items appear more affordable when compared to the more expensive ones. Customers who are used to paying a hefty sum for expensive items won’t bat an eye at prices near the average range.

3. Get a read on each guest

Be sure that your pitch is tailored specifically for each customer. Successful up-selling is all about the customer's needs. To do this, you must ask the right questions and listen to their responses.

Focus on what the customer wants and what is important for them - not on what you want for them. By understanding your guests, you can better offer items that are truly appealing to them.

4. Upsell using your Point-of-Sale system

If you haven't gotten on board with using your POS to upsell, you're missing out! The POS can be an incredibly powerful tool when it comes to making more sales.

When you use your POS to upsell, you’re able to provide customers with suggestions that are based on their previous order history and customer data and tailored to their preferences.

This means that you can increase your cheque average by suggesting items customers might like, rather than just blindly recommending expensive food or drink.

5. Offer limited-time deals

You could leverage the psychological fear of missing out. Offer limited time offers as an incentive for making a purchase now rather than later.

The idea is simple: tell your customers that they can't miss out on this amazing deal because it's only available for a limited time. This will cause them to feel anxious about missing out on the chance to try out that yummy meal!


It's important to note here that upselling isn't always about trying to get more money out of your customers—it can also be about providing them with something they might not have considered in the first place!

Don't be afraid to upsell. It is not an easy task to persuade people to buy more than they originally intended, but with the right technique, you can easily make it a reality.