Glossary

Upselling

Upselling is guiding a guest toward a larger, premium, or additional item to raise the value of their order.

How upselling works

Upselling can be a server suggesting a premium pour, an add-on prompt to a dish, or a menu that places a higher-margin option beside the standard one. Done well it reads as hospitality, offering the guest something they are glad to have rather than a hard push.

The menu itself is the quietest, most scalable upseller: clear add-ons, suggested pairings, and well-placed premium options lift average check on every table without a word from staff.

  • Trade up — a premium version of what the guest already wants
  • Add on — sides, drinks, or dessert that round out the order
  • Pair — a suggested wine, cocktail, or course

Example

A menu lists an optional add of grilled shrimp for $7 beneath a $19 pasta. A clear, appealing prompt converts a share of orders and lifts average check with no extra service effort.

See also

Average checkMenu psychologyContribution margin

Related

How to write menu descriptionsMenu description generator

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