5 Upsell Strategies That Actually Work in Restaurants and Bars
Upselling in restaurants and bars isn’t about squeezing more out of your guests. It’s about elevating their experience so the meal feels fuller, more memorable, and more personal. When the offer feels natural and rooted in hospitality, it increases check average and guest satisfaction. The best restaurants, cocktail bars, and hotel F&B programs excel at this because they treat upselling as part of the guest journey—not a last-second sales pitch.
Here are five upsell strategies that consistently work in top restaurants and bars, and how we at Wits End apply them in the field.
1. Build Upsells Into the Natural Rhythm of Service
In high-performing restaurants and bars, upselling isn’t reactive—it’s timed to the service. Guests are more receptive when the offer fits into the flow. Some examples:
Greeting & Beverage Start
Instead of asking, “Can I get you something to drink?” try:
“Would you like to start with one of our signature cocktails or a glass of sparkling?”
“Our bartender has a beautiful seasonal Negroni—may I tell you about it?”
When Taking the Order
Use the transition moment to suggest shareables:
“While the kitchen prepares your mains, may I offer to start with a small plate of our charred shishitos or oysters to share?”
At the Bar
Bartenders can naturally offer premium upgrades:
“This cocktail has a richer finish with the “____” añejo. Would you like me to change it?”
Dessert & Digestifs
Present dessert with a pairing:
“Our pastry chef just finished a warm apple crumble that goes perfectly with a nip of bourbon or Amaro Nonino.”
Our style: Map where upsells naturally fit into your specific service style so they feel like part of your hospitality—not an add-on your team have to remember.
2. Personalize Based on What Guests Order and How They Behave
Restaurants and bars have an advantage: everything you need to upsell is happening right in front of you. You can read the table, the style, the pacing, and the mood. Some cues to watch for:
Guests exploring the wine list
Offer bottle value:
“If you both enjoy fuller reds, I have a beautiful bottle that would give you more value than two glasses.”
Guests ordering multiple small plates
Suggest an additional dish with purpose:
“Since you ordered the crudo and flatbread, I’d recommend adding something warm to balance it. The grilled octopus is a guest favorite.”
Celebratory energy
Birthdays, anniversaries, promotions:
Suggest sparkling to start, dessert wine at the end, dessert boards, or a chef’s special to celebrate.
Bar guests lingering
Encourage another round with intention:
“If you enjoyed that, I have a similar cocktail with a smokier profile. Would you like to try that next?”
Our style: We teach teams how to “read a table” quickly and use simple tags or notes to make the next recommendation more personal and more accurate.
3. Give your team Natural Language That Invites, Not Pushes
Scripts shouldn’t feel like scripts. They should feel like warm suggestions. Top restaurants train the delivery of the message, not just the message.
High-impact phrasing:
Benefit-first
“If you prefer a smoother cocktail, I recommend the “____” with aged rum. It has softer edges beautifully.”
“For the table, the large-format steak is a better value and perfect for sharing.”
Permission-based
“May I make a quick recommendation that pairs well with what you ordered?”
Either/or framing
“Would you prefer the classic pour or the reserve option for a deeper flavor?”
Avoid:
Dumping choices: “We have fries, tots, mac, salad, or brussels. May I order you one?”
Leading with pricing instead of value.
Offering when guests clearly want to keep it simple.
Our style: We run realistic role-plays that help your team build confidence and intuition so upselling feels smooth, natural, and anchored in genuine hospitality.
4. Engineer Menus, Bar Setups, and Visual Cues That Sell Themselves
Your environment can do a lot of the upselling for you—if it’s intentionally designed.
Menu design that works:
Strategic placement
Place high-margin cocktails, popular appetizers, and profitable entrees where eyes land first, 2/3 up the page.
Add-ons with intention
“Add burrata,” “make it truffle,” “elevate the spirit,” “pairs with our house martini.”
Thoughtful wine & cocktail flights
Drivers of check average and exploration.
Visual cues:
Backbar displays
Featuring premium bottles sparks natural questions.
Dessert trays or visible pastry counters
Seeing it sells it.
Tableside moments
Carving, finishing, garnishing—anything theatrical drives interest.
Digital elements:
QR menus can recommend wine pairings or highlight featured cocktails, but remember how impersonal they can be. It takes the human element out of it, which may not create recurring guests.
Online reservations can offer pre-ordered appetizers, bottles, or tasting menus, but the human component needs to be restored upon arrival. For example, if you pre-sell a prix fixe menu, be sure to offer some form of ordering table-side, even if it’s just selecting certain dishes. For tasting menus or pairings, go over them before serving the first course, even if they’re set menus.
Our style: We look for “silent upsell” opportunities—moments where guests invite the upsell simply by what they see or how your menu is structured.
5. Make Upselling a Team Game, Not a Mandate
Upselling only sticks when the entire team understands why it matters and sees its impact.
Build a culture around it:
Set focused goals
Desserts sold per server
Bottles or by-the-glass sold
drink-to-guest ratio
Run one or two-week sprints
Focus on just one category—dessert, wine, cocktails, share plates.
Teach, practice, measure, celebrate.
Share wins in pre-shift
“John gave a hesitant guest a full mezcal tasting because he listened and recommended the right options. They bought a high-end selection”
Reinforce ethics
No pushing. No pressure.
Recommend only what genuinely enhances the meal and aligns with the guest’s budget and vibe.
Our style: We make upselling measurable, repeatable, and fun—using simple dashboards, team incentives, and story-sharing that builds confidence and cohesion.
Upselling Should Feel Like Hospitality, Not Sales
Restaurants and bars don’t need aggressive tactics. Nobody wants that. They need intentionality.
The team should:
Offer at the right moments.
Tailor suggestions based on what’s happening at the table.
Use warm, confident language.
Managers should engineer menus and spaces that naturally highlight great options.
Managers should build a culture where your team feel empowered and excited to take guests on a more elevated journey.
At Wits End, we help restaurants and bars refine these behaviors so upselling becomes a natural extension of your guest experience and a powerful driver of revenue, loyalty, and team confidence.
If you want help designing upsell scripts, training modules, or service mapping for your concept, we’d be thrilled to partner with you.
