Upselling isn’t just a clever sales tactic—it’s a smart way to add value for your clients and give your bottom line a serious boost. Think of it as offering your client a VIP experience without them even realizing they wanted it. Whether you’re suggesting upgraded dining packages or offering custom décor, upselling is all about enhancing the event while adding to your revenue. Ready to learn how to do it right? From sales pitch to marketing tactics and even to investing in a sales and catering software, we will uncover all of it in this article. Let’s dive in.
What is Upselling in Catering?
Upselling in catering is simple: it’s about suggesting more premium services or extras that elevate the event. Imagine a client ordering a standard meal plan—upselling means offering them the option to upgrade to premium wines, artisanal desserts, or maybe even a photobooth package. It's not about forcing them into more; it’s about showing them what else is possible. It is a core part of sales and catering.
Take, for instance, when someone is planning a corporate event. They may have chosen a mid-range menu, but you could say, “For an extra $X, we can include signature cocktails that match the theme of your event. Your guests will love it, and it adds a personalized touch.” That’s upselling in a nutshell.
Why Upselling Matters in Catering
The beauty of upselling is that it works for both you and your client. By offering more, you enhance their event while also increasing your profit. Plus, it doesn’t require additional clients to boost your revenue—just better service to the clients you already have. Think about this: successful upselling can increase your event revenue by as much as 30-40% just by suggesting those extra little touches.
Remember, clients often don’t realize what they’re missing until you show them. Offering upgrades isn’t about being salesy—it’s about ensuring they have the best possible experience. And in an industry like catering, where word-of-mouth and repeat business are key, upselling can also lead to long-term relationships.
Catering Personalization: Tailoring Upsells to Each Client
Here’s the secret to making upselling feel seamless: personalization. Nobody likes a one-size-fits-all sales pitch. You need to customize your upsell suggestions based on the client’s preferences, the type of event, and their budget. Use data from previous events or ask questions about their vision to tailor your offers.
For example, if you know a client loves farm-to-table options, suggest upgrading to a locally-sourced gourmet menu. Or, if their event is a wedding, you might offer luxury linens or custom table settings that match their color scheme. The more you know about your client, the better you can offer upsells that feel like thoughtful suggestions rather than pushy sales tactics.
Crafting Irresistible Upsell Offers
Now, let’s talk about creating upsell offers that are too good to refuse. The key is in presenting them as enhancements, not just added costs. Frame your upsells around the benefits they bring to the event. Instead of saying, “We can add a champagne tower for an extra $X,” try, “Imagine your guests being greeted by a champagne tower as they enter—what a way to start the evening!”
Also, offering bundles or packages can work wonders. Instead of tacking on one item at a time, consider bundling several premium options together at a slightly discounted rate. People love feeling like they’re getting a deal, even when they’re spending more. You can grow your catering business a lot more with this approach.
Pricing and Packaging: Bundles and Add-Ons
Offering service tiers or bundled packages is a great way to upsell without it feeling like upselling. For example, you might have a basic catering package that covers the essentials, a mid-tier option with upgraded appetizers, and a high-end package that includes gourmet desserts, specialty cocktails, and premium décor. It’s about showing clients the possibilities and making it easy for them to choose a more comprehensive (and profitable) option.
Timing Your Upsell: Pre-Event, Onsite, and Post-Event
When you suggest an upsell can be just as important as what you suggest. Timing is everything.
- Pre-Event Upsell: This is your first opportunity, typically during the planning phase. The main event details are set, but this is when you can suggest enhancements like a signature cocktail or an upgraded seating arrangement.
- Onsite Upsell: Sometimes, upselling opportunities arise during the event itself. Maybe the client didn’t order enough appetizers, or they didn’t anticipate the need for extra staff. These last-minute additions can be life-savers—and great for your bottom line.
- Post-Event Upsell: Don’t forget about the future! After a successful event, reach out to your client with ideas for how you can make their next event even better. This not only opens the door for future bookings but also builds a lasting relationship.
Integrating Technology into Your Catering Upsell Practices
Let’s be real—technology is your best friend when it comes to streamlining your upselling process. Use software technology to make it a breeze to track client preferences, suggest relevant upsells, and even automate parts of the sales process. Imagine being able to offer personalized upsells based on a client’s past orders or event preferences—without lifting a finger. Event Temple’s seamless integrations with CRM and acting as the catering software champion itself means you can make upselling a natural part of your workflow.
You can even integrate online ordering platforms that automatically suggest upgrades during the client’s booking process. Whether it's recommending a more premium food option or additional event services, tech can make your upselling game smoother and more effective.
Measuring and Tracking Upselling Success
What gets measured gets improved. The same applies to your upselling efforts. It’s important to track your results so you know what’s working and what needs tweaking. Use KPIs like the percentage of clients who accept upsells, the average increase in event spend, and which upsell offers perform best.
Let’s say you’ve noticed that clients are consistently opting for premium dessert options but rarely go for upgraded linens. That’s a sign to rework your linen offers or focus on what’s already resonating with your audience. Analytics are your friend here.
Overcoming Common Challenges in Upselling
We’ve all been there—clients are hesitant about spending more, or they feel like they’re already maxed out. The trick is to address their concerns without being pushy. Highlight the value of what you’re offering.
If a client is concerned about the cost, explain how the extra investment will make their event more memorable for guests. You might say, “I completely understand where you’re coming from. But just imagine the wow factor this champagne tower will add when your guests walk in. It’s a small touch that can make a big difference in the guest experience.”
The Future of Upselling in Catering
As we look to the future, upselling in catering is only going to become more sophisticated. With advances in AI and machine learning, we’ll be able to predict customer preferences and tailor upsell suggestions even more accurately. Imagine being able to offer hyper-personalized upsells based on a client’s unique preferences, all powered by data and AI.
But no matter how advanced the tech gets, remember this: upselling is still about building relationships. If you’re using tools like Event Temple to help you offer the best experience, you’re already ahead of the game. Upselling should never feel like a sales pitch—it should feel like you’re giving your client the VIP treatment they deserve.
Conclusion: Upselling for Success
At the end of the day, upselling isn’t about squeezing more money out of your clients. It’s about giving them a better experience and ensuring their event is as special as possible. Start by understanding their needs, offer solutions that genuinely enhance their event, and let the upselling process feel natural. When you do it right, everyone wins—your client gets an unforgettable event, and you get a healthy boost to your bottom line.
Oh, and by the way, if you’re looking for tools to help you streamline this process, you should definitely check out Event Temple. It’s designed to help you manage your catering services and sales in one place, making your life easier and your business more profitable.
