5 Suggestive Selling Tips for Food Trucks
A common request from food truck owners to their staff is to raise the averages per customer order. The typical response from employees is to roll their eyes and head to their workstation to finish up side work before the truck opens it’s service window.
No one wants to be sold, yet we all want to buy. Selling has negative connotations of pushy salespeople. Now suggestive selling. That’s different. Someone who suggests something is doing us a favor.
I’m guessing that one of the easiest strategies to increase sales, suggestive selling, has been abandoned by most operators. When things are down, it’s easy to pull out the fold up chair, grab a beer and have a pity party.
Well, let’s discuss how to use the power of suggestive selling to build food truck sales. Here are the key points:
Don’t Sell. Your food truck staff should suggest what would enhance a guest’s experience, not sell them something they’ll regret later. That 100 pound woman does not need, nor will she appreciate a double cut pork chop, since most of it will have to wait to be eaten until she gets home.
Enhance The Experience
The best upsells enhance the customers food experience. Recommend a shot of reduced Bailey’s or Amaretto to pour over the cheesecake. Not only will it turn an ordinary cheesecake into extraordinary cheesecake but it can often doubled the sale. Often your guests will leave thrilled with taking this type of suggestion.
Sell The Benefit
Booking those catering jobs. There are certain items that were almost a given a catering client should order like drinks and desserts. If you ever meet with resistance with the drink up sell, use something similar to this script, “Our drink packs give you enough for each guest to have two drinks. You can pick from two flavors in gallon jugs: sweet tea, unsweetened tea, peach tea and lemonade. We give you the cups, ice, lemons, sweeteners and spoons for only $1.25 per guest. It sure beats heading down to [insert local grocery store chain here], loading up your cart with all of that and hauling it back to your office.”
The mental picture of wasting an hour, lifting heavy drinks to save a few bucks could make the sale. The benefit for your customers is time and energy savings!
Give Them A Reason Why
Why should I buy from you? Why should I take your suggestion. Sometimes you may offer a discount if the guest takes an up sell or if they buy two up sells. “We made too many of our fudge-nut iced brownies. If you order the drink pack for only $1.49 a guest, I can throw in the fudge-nut iced brownies. That’s a $1.25 a guest savings.
“Would you like dessert?” “Would you like brownies?” “Would you like to add our homemade fudge-nut iced brownies to your catering order? They’re a little thicker and richer than regular brownies, but not quite as thick and rich as a piece of fudge. It’s the perfect bit of sweet after one of our barbecue lunchs.”
Now which phrase would get you to buy? Enough said.