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If you ever find yourself staring at a heap of unsold food wondering where all the customers went, you’re not alone. Between rising costs, staffing challenges, and competition, selling enough grub to keep the lights on gets tougher by the day for many restaurants.
So how do you go from just scraping by to boosting sales and profits?
As industry experts who have helped 4800+ restaurants grow beyond 7 figures with 18% margins, we’ve put together 22 bite-sized tips to help you increase sales. These practical tips on how to increase sales in a restaurant not only bring in more sales but also create a better overall dining experience for your customers.
Let’s get started!
Menu engineering is all about strategically designing your menu to increase profits. You need to analyze which dishes make you the most money and which ones customers love the most.
You can figure out item popularity through surveys and sales data. Check profitability by calculating food cost percentage (total food costs ÷ food sales x 100).
The lower the percentage, the more profit that dish generates.
To better illustrate this, let’s say you run a pizza shop and want to see if your margherita pizza is profitable.
A pizza outlet aims to increase profits through strategic menu design. Its key objectives are:
Once you ID your high-profit, best-selling items, place them in prime spots on the menu – middle sections and corners catch the most eyes. Use contrasting fonts and colors to highlight them too.
Don’t forget to try a reliable Menu Engineering software like Apicbase or The Menues. These use AI and big data to constantly test and optimize your menu and prices.
Your online presence makes a big impact on new customer acquisition.
Start by optimizing your Google Business Profile listing. This profile pops up in maps and search results. Make sure your hours, address, menu, and photos are up-to-date. Ask customers to leave detailed reviews too. Those stars and kind words build trust.
Manage your reviews too – 77% of diners check these before visiting. Respond professionally to any criticisms and offer incentives for positive reviews.
Make sure to not neglect your website. According to a survey, 68% of diners have refrained from visiting a restaurant due to its website. Include an easy-to-use online reservation system and ensure your website is mobile-friendly.
Finally, create strategic location-specific SEO-optimized content that uses your city and neighborhood names organically. Write blog posts like “The Top 10 Restaurants in Venice Beach” and add those
Read More: SEO Strategy For Restaurants: How to 10X Conversions?
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All within 90 days.
Regularly analyze item costs, sale prices, and margins. Use this data to price dishes strategically.
Psychological pricing like charm pricing ($19.99 instead of $20) can boost sales significantly.
Why? Because people focus more on the first digit.
Another tip is to bundle high-margin items together. Diners perceive more value in a surf and turf combo than buying à la carte. Tier pricing works similarly. For example, a $10 burger looks like a steal next to the $18 Wagyu beef burger.
Ideal food cost margins range from:
Use lower margins on affordable dishes to hit various price points.
You can also offer daily happy hour deals, prix fixe menus, early bird specials, and other timed promotions to drive traffic during slow periods.
Just don’t discount too heavily!
Your talented staff is hugely impactful when trained on upselling and cross-selling skills. Educate your staff on menu options so they can easily describe dishes and suggest appropriate pairings.
For example, highlighting the wine that best compliments the braised short ribs.
It is also critical to understand the importance of role-playing. It builds confidence for seamless upselling during conversations. Teach phrases that feel more conversational than sale-sy when introducing add-ons.
Here’s an example of what to do and avoid:
✅”That salmon would pair perfectly with our chilled sake”
❌”Would you like sake with that?”
The first example suggests a specific pairing, while the second is a yes or no question that can easily be declined because it sounds pushy.
By implementing these tips, you can increase revenue and customer satisfaction at your restaurant.
Finally, consider offering staff incentives for hitting monthly upsell targets. An extra $1 for every $20 additional revenue generated can go a long way in motivating your team.
Turnover is how quickly guests move through your restaurant. The faster diners finish up, the more new customers your venue can serve.
You can amp up efficiency by optimizing seating arrangements so staff has easy access to multiple tables.
Cluster two tops together and ensure the aisles are clear for quick movement.
You should also train staff to eliminate lulls between courses and bus tables swiftly. The faster you flip tables, the more revenue you churn all night (or day).
There’s a reason restaurants invest an average of 3% of their budget on marketing and what better way to market your restaurant than on social media?
Platforms like Instagram and TikTok offer an unparalleled opportunity to showcase tempting menu items to droves of potential customers.
Dazzle followers with succulent burger pics and behind-the-scenes kitchen views. Run contests asking fans to snap and share photos of their #OOTD (Outfit of the Day) for a chance to win free appetizers.
Recruit a local food influencer to feature your restaurant in their popular vlog. You can also run promotions like a free dessert with an Instagram check-in to drive foot traffic.
Want more social media marketing tips? Read this blog.
The key is crafting social content that captures attention and conveys what makes your establishment unique.
Now, if you don’t have time to handle your socials, work with a restaurant marketing agency to develop an integrated social strategy across platforms. Companies like Restaurant Growth can find your customers where they are and turn them into loyal, word-of-mouth brand advocates through effective social media marketing.
Don’t sleep on socials! Our experts can help you go viral and 3X your order value.
When the kitchen hits a snag, so do sales. So, analyze your current kitchen workflows to identify choke points causing delays.
Are stations arranged logically? Does the expeditor have good sightlines? Are essential tools easily accessible? Suboptimal layouts waste precious seconds that add up for each service.
Investing in the right equipment also improves efficiency. Durable pots, pans, and utensils minimize replacement needs. Appliances like rapid-reheating ovens and cold storage prep tables can speed up cooking and access.
You should also train your back of house (BOH) staff on the best techniques for preparing ingredients, plating dishes, and maintaining their stations. Cross-training cooks enable them to switch effortlessly between stations as needs dictate. This prevents bottlenecks and keeps new orders flowing seamlessly.
Labor accounts for a huge chunk of total operating costs in full-service restaurants. Without diligent management, labor costs quickly spiral out of control. Thus, avoid bleeding profits by scheduling staff more strategically.
Use labor management software such as 7Shifts, Sling, and ScheduleFly to accurately forecast needs and align worker hours with customer traffic patterns.
💡 Pro tip:
Implement incentive programs, offering staff a bonus when sales targets are met.
Your point-of-sale system should do more than simply process payments. Use a cutting-edge POS to unlock valuable insights that inform smarter decisions around pricing, inventory, staffing, and more.
Choose a system with advanced reporting and analytics that tracks key performance indicators like peak dining hours, popular menu items, and server performance.
Use this data to identify new opportunities to maximize sales, whether that’s extending happy hour, up-charging add-ons, or reworking the floor plan to accommodate more covers.
Integrating your POS system with other restaurant management platforms like online ordering and inventory creates a seamless flow of information to help you make better business choices.
The pandemic sparked a major shift towards off-premises dining. As a result, more than 60% of customers now prefer to order takeout or delivery versus dining in.
So, if you don’t already offer online ordering and delivery, it’s past time. Partner with major delivery platforms like UberEats and DoorDash to expand your reach. Adapt your menu layout, descriptions, and prices to entice remote diners.
Promote your takeout and delivery options prominently across platforms. Train staff to provide excellent service for packages.
With the right digital infrastructure, off-premises revenue offers an easy lever to keep sales climbing, rain or shine.
Moreover, as internet-savvy generations like Millenials and Gen Z dominate the market, establishing a seamless online ordering and delivery program is essential for long-term viability.
Catering takes your food to places beyond your restaurant.
First, develop a separate catering menu that travels well and handles volume, like sandwiches, salads, and pasta dishes. Create budget-friendly packages for 10, 25, and 50 people. Offer premium packages with higher-end options like grilled salmon, shrimp cocktails, skewers, etc.
Then, make a list of potential clients within a 10-mile radius. Think hotels, convention centers, local companies, wedding venues, etc. Create promotional materials like flyers and emails to pitch your new catering program.
Keep your menu fresh and exciting. Introduce seasonal specials, signature dishes, and varied price points.
Add limited-time offers connected to holidays, local events, or seasonal ingredients. For summer, create a mouthwatering berry salad with watermelon, strawberries, feta, and balsamic vinaigrette. Come fall, tempt customers with a hearty pumpkin ravioli special.
Invent 3-5 signature dishes you’re renowned for, only available at your restaurant. It could be a secret-recipe chicken parmesan, spicy seared ahi tuna tacos, or your Nona’s famous tiramisu. Promote these unique offerings online and on your storefront.
Remember these are just some of the many examples so feel free to explore more and see what works for your restaurant.
Finally, provide options at low, moderate, and higher price points, like $10 lunches and $50 surf-and-turf dinners. This casts a wider net to attract all different budgets.
A diverse, crave-worthy menu keeps ‘em coming back for more!
Recommended Reading: Ideas for Restaurant Specials to Increase Orders by 30%
Reward your super fans for their patronage. Offer loyalty programs with points, deals, and VIP access for frequent visitors.
Apps like Belly allow customers to easily collect loyalty points during each transaction. It also provides valuable customer data for targeted marketing campaigns.
Other programs like Stamp Me work on “buy 10, get 1 free” punch cards. Why not offer a discount on their next visit once they reach a certain number of stamps?
While you’re at it, don’t forget about loyal regulars. They also deserve VIP treatment with perks like priority seating, free dessert on their birthday, and members-only events.
Make it easy for devotees to share the restaurant’s love. Incentivize referrals from satisfied customers. For every new guest they bring in, give the referrer a discount code or bonus points. The new guest also gets $20 off their first order.
Drive customers through the door with can’t-miss occasions and temptations.
Host monthly events tied to changing seasons, holidays, or cultural celebrations. Throw a huge Cinco de Mayo fiesta, a Friendsgiving potluck, or a spooky Halloween party.
You can also organize one-off experiences like cooking classes with your chef, intimate wine dinners, guest chef pop-ups, and “meet the farmer” nights.
For daily incentives, run happy hour deals, lunch combo specials, all-you-can-eat buffets, or “kids eat free” nights.
Splash these happenings across your website, email database, social media channels, and local publications. Unique events position you as the go-to spot for good times and great deals!
Email is your digital megaphone, allowing you to reach customers directly in their inboxes. Send targeted promotions, event announcements, and VIP offers.
Segment your list by customer type, like frequent diners vs. first-timers.
Next, create campaigns tailored to each group. Welcome new subscribers with a 15% off coupon or send loyal regulars insider info on upcoming members-only events – the choice is yours!
You can also promote holiday feasts, trivia nights, wine tastings, chef collab dinners, and other special happenings to boost attendance.
Grow your subscriber base and boost bottom lines with personalized email marketing services by Restaurant Growth.
Make guests feel like VIPs by personalizing each visit. Remember names, orders, and special occasions.
Train staff to address customers by name and recall previous orders or preferences. Capture key details in your CRM system like “John’s wife loves the bruschetta” or “It’s the Jones family’s weekly Wednesday visit.”
Track birthdays, anniversaries, and other meaningful events so you can celebrate with customers. Surprise them with a special message on their cake, champagne toast, or customized menu offerings.
Study order history and reviewer feedback to understand menu favorites, dissatisfactions, and dietary needs…then cater to individual preferences.
When customers feel genuinely seen and valued, they transition from occasional visitors into raving fans who dine with you week after week.
Let your fans take your brand home with them! Offering merchandise like t-shirts, hats, and reusable bags with your logo not only drives sales but also free advertising when customers sport your brand around town.
Sauces and spice blends that showcase signature flavors on the menu make excellent retail products too. Arrange an enticing display by the host stand to capture impulse purchases from folks waiting for a table.
Gift cards encourage return visits and give your biggest fans an easy gifting option for birthdays and holidays. Consider offering a small bonus amount as an incentive to pick one up.
They say knowledge is power, and analyzing sales and customer data hands over that power to make smarter decisions.
Track key metrics like:
Customer numbers refer to the total count of unique customers who have visited your restaurant within a specific period of time.
This metric calculates the average amount of money each customer spends per visit.
Gathering feedback from customers through surveys or online reviews can provide valuable insights into areas for improvement.
To track which dishes are the most popular among your customers, follow sales data for each menu item.
Try changing up price points and compare sales numbers. A/B test a signature item at different prices to find the revenue sweet spot.
For example, if a burger is priced at $12 and sells 100 units a week, try raising the price to $15 and see if sales decrease or increase. Data-driven decisions lead to increased profitability and customer satisfaction.
Moreover, crunching inventory and sales figures show exactly how much product flies out the door. Use this info to order just enough ingredients to meet demand without overstocking.
Restaurant Growth’s in-house analytical dashboard makes number-crunching easy, so you can focus on dazzling diners.
Bring customers into the kitchen for a little show and tell! Cooking classes let folks learn pro tips from your talented staff while getting a behind-the-scenes peek.
Curate ultra-cool dining events like wine dinners, cocktail classes, and chef’s table experiences. These exclusive happenings go for premium prices while providing guests with bragging rights.
For a more budget-friendly option, offer short kitchen tours before service. Patrons get insider access, you score free word-of-mouth marketing.
It’s a win-win!
Waste not, want not! Inventory management tracks exactly what’s on hand and what’s going out.
You can use inventory management systems like Oracle, Restroworks, etc., to monitor stock levels in real-time, set up automatic reorder points, and reduce food waste by using ingredients before they expire.
By implementing inventory management systems, you can streamline operations, minimize over-ordering, and maximize profitability. Plus, having a clear picture of your inventory ensures that you can always meet customer demand without running out of key ingredients.
Conscientious companies are in high demand these days. Adopting ethical practices like sourcing responsibly raised meats and poultry makes choosing your spot feel good for patrons.
Cut down on plastic waste by swapping straws for reusable ones and serving water only upon request.
Little changes add up for the environment.
Support neighborhood producers and family farms by featuring their ingredients. It sets your menu apart while boosting the local economy.
Moreover, being energy-efficient saves money and earns serious green credit. For this, upgrade kitchen equipment to more sustainable models as older appliances need replacing.
Another good idea is to team up with charities and nonprofit groups that give back. Donate a portion of the proceeds or host regular fundraising nights to mobilize your customer network for good causes.
Implementing the tips above can spur substantial sales gains for your restaurant. But it’s difficult to tackle such an ambitious project alone.
At Restaurant Growth, our team of industry specialists offers unrivaled support for restaurateurs seeking to boost revenue. From 1:1 coaching and weekly webinars to holistic marketing solutions, we partner with you to customize a growth strategy tailored to your distinct concept and goals.
Stop struggling and start scaling with hands-on guidance from the pros and boost reservations by 3x all within 3 months.
An effective action plan to increase restaurant sales may include steps like refreshing your menu, gathering customer feedback, hosting special events, promoting online, and tracking sales data. Following a structured plan can help you execute strategies to improve restaurant sales.
You can increase restaurant delivery sales by partnering with delivery services, offering discounts on delivery orders, ensuring your menu is optimized for takeout, and promoting your delivery options online and on-site. Focusing efforts on your delivery channel can help drive incremental revenue.
To increase sales without traditional advertising, focus on strategies like improving your menu, training staff, collecting customer data, upgrading ambiance, and leveraging word-of-mouth marketing. There are many organic ways to boost restaurant sales that don’t require a large marketing budget.
From strategic marketing planning to seamless execution, we’ve got you covered!
