Paul Rowett
Paul Rowett in Tips and How to's
August 11, 2016

How to make the most of suggestive selling

This week we will look at the four main types of suggestive selling. Each has its own unique benefits and requires different approaches when recommending items to your guests.

The many faces of suggestive selling

Conjunction: Suggesting an item that will complement a guest’s original purchase. This could mean suggesting a wine pairing with a meal, or a coffee with a dessert order.

Promotion: Suggesting that a guest take advantage of items on special. The best way to do this is to tell your guest about all specials available, before they have placed an order or made a reservation.

For example a guest may want to book two nights at your hotel. You offer a three night special that you have on offer at a price marginally more expensive than the two night stay.

Up-selling as a suggestive selling tool: This form of suggestive selling is when you recommend a product that is more expensive than a guest’s initial choice, or a larger portion that is only nominally more expensive.

Remember though, if you are suggesting a more expensive option, you need to be able to motivate how this product would be a better fit for your guest’s needs.

Targeting: Frequently this method of suggestive selling is used when your establishment has found a special item that will only be available for a limited time, or there is surplus stock of a specific item and it needs to be sold before a certain date.

The best way to encourage guests to purchase this kind of item is to push the limited availability angle. Generally guests are more likely to choose an item when they know it is available for a limited time only

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Paul Rowett
Paul Rowett
Chief Operations Officer at Lobster Ink