What are some effective strategies to upsell your catering and banquet services?

1 Know your client's needs and goals

Before you propose any upselling options, you need to understand your client's needs and goals for their event. What is the occasion, theme, budget, guest list, and desired outcome? How can you tailor your services to meet their expectations and enhance their experience? By asking the right questions and listening to their answers, you can identify opportunities to upsell your services that align with their vision and add value to their event.

2 Offer packages and bundles

One of the simplest ways to upsell your catering and banquet services is to offer packages and bundles that combine different items or features for a discounted price. For example, you can offer a package that includes appetizers, entrees, desserts, drinks, and service staff for a fixed rate per person, or a bundle that includes a themed menu, decor, entertainment, and photography for a flat fee. Packages and bundles can appeal to your clients because they simplify the decision-making process, save them money, and provide them with a complete solution.

3 Highlight your specialties and exclusives

Another way to upsell your catering and banquet services is to highlight your specialties and exclusives that set you apart from your competitors. For example, you can showcase your signature dishes, seasonal ingredients, local sources, ethnic cuisines, dietary options, or custom creations that reflect your culinary expertise and creativity. You can also offer exclusive services or perks that are only available to your clients, such as a tasting session, a consultation with the chef, a personalized menu, or a complimentary gift. By highlighting your specialties and exclusives, you can demonstrate your value and quality, and entice your clients to upgrade their orders.

4 Use suggestive selling techniques

Suggestive selling is a technique that involves recommending additional or complementary items or services to your clients based on their existing choices or preferences. For example, if your client orders a cheese platter, you can suggest adding a wine pairing, or if they choose a buffet style service, you can suggest adding a carving station or a dessert bar. Suggestive selling can help you upsell your catering and banquet services by increasing the perceived value and variety of your offerings, and by creating a sense of urgency or scarcity.

5 Provide incentives and rewards

Finally, you can upsell your catering and banquet services by providing incentives and rewards to your clients for spending more or booking more frequently. For example, you can offer discounts, coupons, loyalty points, freebies, upgrades, referrals, or testimonials as incentives and rewards for your clients. Incentives and rewards can motivate your clients to buy more or book more, and also build trust and loyalty with your brand.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?