If bartenders get slammed, they are probably not thinking of upselling. Bartending schools indeed teach upselling, like the New York Bartending School. But it is a lost skill. It’s also a useful skill. Upselling techniques for wine, beer, or cocktails will help bartenders turn around a slow shift. Your ability to master the standard Pour can have a significant impact on the amount of profit you make. You can use menu engineering in order to highlight the most profitable items that have great types of rum. Even a great display for liquor bottles can be helpful.
You’re at the right place if you want to learn how to upsell your bartending services. Here are some tried and true tips to turn any slow evening into a profitable one, adding some nice tips to your bartender’s salary.
How to upsell as a bartender
We’ll start with some general alcohol upselling strategies and then move on to a more specific bar-specific upselling system based on the type of drink.
What is upselling in bartending?
Upselling is the sales technique that uses bartending fundamentals to encourage guests to buy more alcohol. Learning how to sell drinks is essential for bartenders.
How to sell more cocktails and alcohol in general
It is a combination of psychology, language, and sincerity that bartenders use to upsell. You can make the most of your bartending license. You can make a great deal of money if you know how to price liquor. Here are five things you should keep in mind when selling alcohol and cocktails:
Nodding
In bars and sales in general, nodding when recommending or affirming a drink is a commonly used upselling method. The key is subtlety. Bartenders are expected to shake a little when taking drink orders. You can surprise your head by indicating that you are offering call liquor rather than well liquor. It will then feel less sales.
Bookending
The bookending technique is a bar upselling method that places the product you are selling at the top and bottom of a list. Imagine a client who enjoys reds with a lot of body. Bookend would be something like: “We have 2009 Bordeaux, Chilean Syrah or California Cabernet. Or, yes, that 2009 Bordeaux.” This may seem silly, but this works. You can improve your happy hour skills and sell more drinks at happy hours. If you are familiar with the 86 meaning, you can also upsell to another drink.
Eye Contact
You’re more likely to sell a drink if someone believes you are recommending it sincerely. If you are trustworthy, people will be more likely to trust you. Eye contact is the key to making a sale. Learning how to sell more is all about eye contact. It’s not just because it’s a popular topic. It isn’t easy to communicate sincerity and trustworthiness to someone quickly. We can use eye contact to convey reliability and seriousness.
Key Takeaway: Upselling techniques for wine, beer, or cocktails will help bartenders turn around a slow shift.
The Language of the Speaker
The average person spends their whole life sifting sales pitches. They can tell when you’re trying to sell them something. Use descriptive language, but don’t go overboard. You can provide guests with a delicious and amazing experience at any price. Your speech should reflect how you feel about the beverage. You should research the product you are selling to come up with words you would use if you were really selling it. When you give your recommendation, then it will be true.
Intonation & Speed
When recommending or selling cocktails or drinks, use a downward inflection. This means that your voice will change from a high to a low note within a vowel. This implies that your statement is final: you are 100% sure they will like this cocktail or wine.
Even though bars can be busy, you should slow down if you are trying to sell alcohol or discuss the cocktail menu. You can also talk about the different menus. When learning to upsell, this accomplishes two goals. The area around your guests will make them feel like they are in a port during a storm. If you speak too quickly, you invite the guest to ignore what you are saying. You’re almost missing it yourself.
How to upsell cocktails
There are specific techniques that bartenders can use to increase sales of cocktails. The first and most obvious way to upsell a cocktail is by upgrading the liquor. The second is to recommend a completely different drink using the same liquor. After opening a bottle of liquor, the alcohol can become bad. It is important to use all of it.
Upgraded Liquor
Upsell a call liquor if someone orders a well-liquor. Upsell a premium if someone orders call liquor. Upsell a rehoboam to someone who orders, say, a fifth of liquor. Hah, just kidding. It’s easier said than done. You can increase your profits and offset your alcohol costs by doing this.
Know everything you can about the top shelf and premium spirits. You can then tell interesting stories or share facts about the liquors.
“Great choice. Our double-barrel, reposado Tequila really brings out the marg. The tequila is aged in oak barrels for 11 months, and then in toasted oak barrels for another month. Maestra Tequileras are the only females who oversee the entire distillation process. That’s like a tequila master distiller designation. It’s so great .”
“Ah, Gin fan? “Me too. You have to try The Botanist. We just received a brand-new Scottish Gin. It’s infused with 22 wild Scottish botanicals that are locally harvested on the Isle of Islay. The distillery is located on the same island. It is great in classic martinis .”
The more contextualized something is, the more it will mean to guests and the more they’ll buy it.
Know when not to upsell. You’re unlikely to be able to upsell Seagram’s Seven if someone shouts, “7 and 7 On the Rock” when they sit down.
Similar cocktails according to liquor type
If someone orders a Negroni, you can make a good recommendation. Now you know that they enjoy Campari and sweet Vermouth. Say something like:
“I love Negronis!” Have you tried a Boulevardier before? It’s similar to a Negroni but with whiskey. I like mine with Templeton Rye. You should try it at least one day .”
Knowing when to avoid this is part of how to upsell properly, as in the case of the person who ordered 7 and 7. You should probably give them their drink and then leave them be. You can make your recommendation easier by sticking to the drinks that every bartender must know. Also, knowing What one part of a drink means will help you maximize your margin of profit.
How to upsell wine techniques
You need to know everything about the wine you are selling to be able to upsell it as a bartender. Upselling wine is more difficult than any other product sold in a bar. This includes their origin, taste, and the best pairings. Wine profitability will be higher than any other type of alcohol. You will avoid the wine from going bad by selling more wine.