Upselling Creates Better Events

Most salespeople think that the goal of upselling is to make more money. Upselling certainly leads to more money, but the greatest benefit to a catering business is a better event for the client, guests and your company. Think of upselling as a sales tactic that is also a marketing bonanza.

You can upsell just about anything, by offering your clients choices. Here are some of the items that caterers can up-sell:

• Food items

• Multiple entrees

• Garbage removal

• Food presentation

• Unlimited bar service

• Table centerpieces

• Buffet display equipment

• Ice carvings

• Location and/or view

• Table sizes and/or shapes

• Specialty lighting

• Not using chafers

• Color and styles of chairs

• Entertainment

• Time of delivery

• Different plate garnishes

• Flowers

• Executive chef at event

• Glassware, plates, flatware

• Special effects

• Valet parking

• Linens and napkins

• Event-planning

• Bottled spring water

• Size of bride’s room

• Security personnel

• Non-alcoholic bar

 • Earlier or later start time

• Take-away guest gifts

• Plate covers

• Staff serving

• Style of service

• Souvenir menus

• Ratio of staff to guests

• Children’s menus

• An additional event

• Types of hors d’oeuvre

• Event insurance

• Portion size

• Pre- and post-event cleaning