Upselling in Cafés & Restaurants: 11 Psychological Tricks for Higher Spend per Guest

In the gastronomy sector, it is not only about how many guests you attract – but also about how much each guest actually consumes. This is where upselling comes in: With targeted, psychologically clever methods, you can noticeably increase the average spend per visit. The best part? Your guests won't feel pressured but rather well-informed.

In this article, we will show you 11 proven upselling tricks that yield immediate results – whether it's a café, bakery, QSR, or restaurant.

1. Menu Design with Anchoring Effect

The so-called anchoring effect is a classic from sales psychology. When you place a particularly high-priced dish or drink on the menu, the rest automatically seems cheaper.

👉 Example: List a "signature dish" for €25. Suddenly, your €14 main dishes look very attractive price-wise – and are chosen more often.

2. Limited Editions & Seasonal Offers

People respond strongly to scarcity. Seasonal specials like "Pumpkin Spice Latte in autumn" or "Summer ice cream cups only in July" create urgency.

Guests know: "If I don't order this now, it will soon be gone." – and they tend to choose more often.

3. Recommendations by Staff

Upselling works best through people. When your service team actively makes recommendations, the order rate increases by up to 30%.

Important:

• Training with real examples ("Our homemade iced tea pairs perfectly with this dish.")

• Stay authentic – no forced sales pitches.

4. Bundles & Combo Offers

The classic: Menus instead of individual items.

A croissant costs €2.50, a coffee €3.00. As a bundle, the "breakfast deal" for €4.90 appears cheaper – and you increase sales compared to selling individually.

5. Placement in the Store

Products that are in the line of sight sell better.

• Snacks at the checkout

• Beverages in the fridge right next to the entrance

• Homemade cakes in a well-lit display

👉 Impulse purchases happen where guests wait.

6. Offer Premium Variants

"Small, medium, large" – guests know this structure and often automatically opt for the middle or larger option.

Premium add-ons also work:

• Organic milk instead of regular milk (+€0.50)

• Extra shot espresso (+€1.00)

7. Use Upselling Digitally

With online orders or in ordering apps, add-on sales can be excellently integrated:

• "Would you like a brownie with that?"

• "For just €1 more, you can get a large drink."

Digital tools make upselling scalable – and guests click more often than they would order in conversation.

8. Storytelling with Products

Products with a story are chosen more often, even if they are more expensive.

👉 Example:

• "Our cheesecake is baked according to a family recipe."

• "The beans for this espresso come from a cooperative in Colombia."

The feeling of exclusivity increases the order value.

9. Cleverly Offer Extra Toppings

Especially in the café sector, add-ons work extremely well:

• Syrup (+€0.50)

• Oat milk (+€0.50)

• Whipped cream (+€0.70)

These small extras add up to significant additional revenue.

10. Recurring Upselling Moments

Upselling doesn't have to happen only at the beginning. Use other moments during the service as well:

• Offer dessert after the main course

• Recommend a digestif after coffee

• Before leaving, suggest "Coffee to go for the road?"

11. Test & Optimize

Upselling is not a static system. What works today may be less relevant in three months.

👉 Tip:

• Test various offers in parallel

• Measure conversion rates ("How often was dessert ordered on a second visit?")

• Adjust your strategy

Conclusion

Upselling is not a "trick" to exploit guests – but a service tool that benefits both sides: Guests discover new products and enjoy a better experience, while you increase revenue per visit.

With these 11 psychological strategies, you can make your café or restaurant more profitable in the long term – without discounts or price increases.