What a Bar-Fly Hears:
Whether you’re the owner, server, or bartender, always be Up-Selling. Help them decide to spend more money. All you’re doing is helping them make a decision while increasing profit and hopefully receipt of a bigger tip.
IE: If asked, “What do you have on tap?” Always start with better beer draft options. Domestics should be mentioned last. A Bar-Fly makes their decision within the first 3 options they hear most of the time.
IE: If asked, “What do you recommend?” Have either a signature cocktail or a personal favorite ready. It might be a Red Bull & Vodka, a Boston Lager, a sipper like a Negroni, or maybe a Top Shelf Dirty Martini. Most of the time they’ll go with one of your suggestions.
Interactions that Influence:
Follow Up – A simple, “Would you care for another drink?” or “Want to try one of my favorites?” could lead to an additional order, shot, or a higher priced cocktail or beer.
Return Customer – This can be accomplished in a number of ways:
- A simple “Thank You” for coming in, or “See you again soon” makes a Bar-Fly feel included
- Quality service – fun, pleasant, smiling bar and wait staff helps a Bar-Fly feel special
- Messaging – information about weekly events or nightly features keeps a Bar-Fly informed
- If you have a Happy Hour or drink specials, display them
- If you have regular or special events, post them
- Make sure your staff is aware and are verbally promoting
- Hit Bar-Flies in the bathroom – easy real estate for posters or feature frames
The Used Car Salesman close –
“How do I put you in this car today?”
I haven’t done any research on this, but a used car salesman has to be one of the best Up-Sellers in the world. Many work on commission only. For them, it’s all about making the sale and Up-Selling a customer into a vehicle that makes the salesman more money.
Up-Selling at the bar can have a parallel strategy. The beauty is, everyone walking into a bar wants to, and is ready to buy. Should be an easy sale! Question is: Do you want to put them into a Cadillac Margarita or Tan Ferrari?
1.5oz top shelf Tequila
1oz Lime Juice
Grand Marnier float
Best served shaken and poured over ice or blended
1/3 Irish Cream
Best served over ice chips, do not shake or stir
People love trying new things, be sure to make menus easy to read and easy to read. Avoid jargon that might confuse a Bar-Fly.
The bar business might just be the easiest sales job out there. Everyone who walks through the door is going to buy something. That purchase might be a beer, shot, cocktail, or non-alcoholic beverage. Your goal should be Up-Sell every one of them.
Why? The business makes more profit, and higher bar tabs lead to bigger tips.