Successful upselling requires a balanced approach across both digital and traditional channels. When done well, brands can increase their average check size by as much as 17%. Whether you're focused on growing online revenue or maximizing in-store sales, these proven tactics can help increase your average check size while enhancing the guest experience.
1. Strategic Digital Menu Design
Your online menu is your silent salesperson, but many restaurants fail to utilize its full potential. Place your highest-margin items where they'll get the most attention – typically at the top of categories and above the fold on mobile devices. Instead of using generic category names, create clear section headers that encourage exploration. "Guest Favorites" or "Chef's Selections" drive more engagement than basic category names, guiding customers toward premium selections naturally.
2. Smart Modification Flows
The modification sequence in digital ordering presents a unique opportunity to drive revenue. Instead of overwhelming customers with every possible option, present modifications strategically. A well-designed modification flow should:
- Group options into "Classic" and "Premium" tiers
- Lead with the most popular premium add-ons
- Create clear upgrade paths that feel natural
- Maintain simplicity while offering more choice
For example, when a customer selects a burger, start with premium protein options before showing standard toppings. This approach makes upgrades feel like enhancements rather than upsells.
3. Cart Optimization
The digital cart is prime real estate for increasing order value, yet it's often underutilized. Smart cart optimization strategies include:
- Progress bars toward free delivery thresholds
- "Frequently paired with" suggestions based on cart contents
- Smart bundles that complete the meal
- Targeted add-on recommendations
Show clear progress toward order minimums or free delivery – this creates a natural incentive for customers to add items. Highlight "frequently paired with" items based on actual ordering data, making relevant suggestions that enhance the meal. When done right, these tactics can turn a single item order into a complete meal, increasing both satisfaction and check size.
4. Personalized Digital Recommendations
Use order history to make relevant suggestions that feel helpful rather than pushy. When a customer logs in, show them new items similar to their past orders or premium versions of their favorites. If someone regularly orders lunch combinations, highlight new seasonal variants or premium proteins they might enjoy. This personalized approach not only increases check averages but also makes ordering faster and more relevant for your customers.
5. Time-Based Digital Promotions
Your digital menu should evolve throughout the day to match natural ordering patterns. Morning hours should feature breakfast bundles that make ordering efficient for rushed customers. During lunch, highlight combinations that appeal to both individual diners and office orders. Evening ordering can emphasize family meals and premium entrée options that match dinner occasions.
6. Strategic Drink Suggestions
Beverage sales present major upselling opportunities across all channels. In your digital ordering flow, create compelling drink bundles and ensure strategic placement of beverage options. For in-store service, train servers to suggest specific drinks that match the season or occasion. Instead of asking, "Would you like a drink?" they should suggest, "Our house-made iced tea has been perfect for these warmer evenings."
7. The Premium First Approach
When presenting options either digitally or in person, leading with premium selections makes standard upgrades feel more reasonable. In your digital modification flow, showcase premium proteins before standard options. For in-store service, start wine suggestions with reserve selections before moving to house options. This technique works because it sets an anchor point that makes moderate upgrades more appealing.
8. Limited Time Offers (LTOs)
Create urgency and drive higher check averages with strategic limited-time offerings. Seasonal menu items, holiday specials, and weekend-only features can drive both immediate sales and repeat visits. The key is promoting these items effectively across all channels and ensuring they deliver value that justifies premium pricing.
9. Bundle Engineering
Well-designed bundles can significantly increase average check size while providing real value to customers. Create combinations that make sense for different occasions: family meal deals for dinner, drink and appetizer pairings for social occasions, and complete meal bundles for individual diners. The key is making the value proposition clear while ensuring the bundle price drives higher revenue than à la carte ordering.
10. Smart Dessert Strategy
Desserts represent a significant opportunity for increasing check averages, but they require a strategic approach. In digital ordering, feature desserts prominently and highlight items that travel well for delivery. Create dessert bundles for family meals and showcase unique or limited-availability items. For in-store service, mention desserts that require advance ordering early in the meal to create anticipation and increase attachment rates.
Implementation Strategy
Success with these tactics requires a systematic approach. To get started:
- Choose 2-3 strategies that align with your current capabilities
- Create a clear rollout plan with measurable goals
- Train staff thoroughly on new procedures
- Monitor results and gather customer feedback
Most importantly, ensure your staff understands the why behind each tactic – when they believe in the value they're offering, upselling feels natural, and customers respond positively.
How Checkmate Helps
Checkmate's platform makes implementing these tactics seamless across your operation. Our unified channel management solution enables brands to create and launch digital menus at scale from one place. We integrate with your existing tech systems so that digital ordering is a seamless extension of your business. Brands using Checkmate get a full custom digital ordering website/app and a host of ways to implement these upselling strategies.
Focused on increasing your restaurant's sales this year? Let's talk about how Checkmate can help you implement these strategies effectively.
