Although the current situation for restaurants compared to other business groups seems more hopeful, purchasing power is returning, and customers are dining in the restaurant again, most of them still agree that sales are not as high as before the COVID crisis, but expenses are only increasing. The price of ingredients has also increased. Thinking about it is stressful, so don't waste your time being stressed.Let's think of ways to increase sales.Because right now, even big brands are adapting to all kinds of strategies to increase sales.
Review the sales equationLet's review the sales equation first to highlight where sales come from:
“Average per head x number of customers” is as short as that, but this equation has a lot of power because if you understand it, it will lead to planning to increase sales. Wow! Are you excited yet? Relax, this is just the beginning. Let’s decode the value of this equation. Average per head means the average payment for one meal per one customer who comes to eat. For example, Table 1: 4 customers come to eat. Sales for this table are 1,000 baht, showing that the average per head is 1,000 / 4 = 250 baht/person. So what's next...
Now that we know where sales come from, we can plan how to increase the average number of customers who come to eat per meal.Or increase the number of “customers” each day
If you ask me what I would recommend to add, I would recommend that:Choosing to increase the average per capita is probably less difficult than increasing the number of customers.Since customers are already sitting in your restaurant, you just have to think about how to make them pay more, and you should set how much you want to pay per person.
Secret techniques to increase average per capita
Let me share some techniques on how to increase the average per head that every restaurant can easily do, but I don't know why people don't do it often!
Remove plain water from the table because plain water is less profitable. Tell the staff not to ask customers “What water would you like to drink?” or “What drink would you like?”Asked like that, 99% of the time, the answer is plain water. But have the staff tell you what kind of water our shop has: chrysanthemum tea, pandan leaf tea, watermelon smoothie, iced tea. Choose what you want to sell and what makes a good profit, such as "Would you like our special formula of green tea mixed with collagen?" Sell it directly and the sales of water per table will immediately increase.
How many dishes should one table serve? This requires training for staff to understand that if there are 2, 3, or 4 or more customers,How many dishes should be on the table so that you can observe whether the customers have ordered their fill?If not, then enter the sales promotion operation. To sell any menu, you have to look at what main dishes the customer has ordered. What side dishes and additional dishes should be ordered to go together?
Finished with the savory, ended with the sweetIn this case, we have to train our staff to observe that after customers have finished their main course, they should go in with the dessert menu and introduce the shop's signature desserts to the customers. We emphasize that you should go in with the menu so that customers can visualize the dessert menu. If the picture looks delicious, it's hard to miss out.
It's 3 simple points, but believe it or not, this is the real situation.Most of the staff at each restaurant only serve to deliver the menu and wait to take orders.I would like to remind entrepreneurs thatIn order to increase sales, the most important thing is the employees because they are the ones who provide service to customers.Therefore, training employees in how to serve customers is very important. The set of sentences that employees have to communicate with customers must be prepared and practiced. The type that customers ask what is recommended on the menu and cannot answer is considered a loss of sales opportunities for the shop.
Learn Standard Operation Procedures, service standard control, in online courses.“Systematic establishment of restaurant standards” for free! Including welcoming customers and serviceClick before following the steps below.
And in this era, restaurants are not just selling food menus. Many big brands have moved to sell other products such as fish sauce, soup, sauce, souvenirs, snacks, or even Meal Kits ready to cook at home. Some restaurants have spicy chili paste menus and put them in beautiful packages to sell separately. They are products outside the menu line but can increase sales for the restaurant. It depends on the mindset and management method, focusing on the sales equation. Then, how to increase sales depends on planning.Click here to read the article “Meal Kits”, a new way to generate income for restaurants.Click here to read other articles.
