how to raise sales in restaurant: 7 proven growth tactics

If you're wondering how to raise sales in restaurant operations, start by looking at the most powerful sales tool you own: your menu. It’s not just a list of what you sell; it's a strategic guide designed to steer customers toward your most profitable dishes. Making a few smart tweaks to the layout, descriptions, and pricing can make a huge difference to your average check size without ever feeling pushy.

Rethink Your Menu to Maximize Profitability

Think of your menu as a piece of prime marketing real estate sitting right in your customer's hands. When you engineer it correctly, it can single-handedly boost your revenue by shaping what your guests decide to order. This isn't about guesswork; it's a data-driven strategy known as menu engineering.

The first thing you need to do is dive into your sales data. The goal is to identify your 'stars'—those unicorn dishes that are both wildly popular and highly profitable. These are the items you want to put on a pedestal. At the same time, you'll uncover your 'puzzles' (high profit, low popularity) and 'dogs' (low profit, low popularity), which need a new strategy or need to be cut.

By figuring out which items are actually making you the most money, you can redesign your menu to make them completely irresistible to guests. This simple shift is the first real step in turning your menu from a simple list into a revenue-generating machine.

Design with Psychology in Mind

Once you know which items to feature, it’s time to play a little psychology. Eye-tracking studies have shown that a diner's gaze naturally lands on the top right corner of a menu first. That spot is gold. It’s exactly where one of your star dishes should live.

But it doesn’t stop there. Here are a few other simple but effective tricks:

• Use mouth-watering descriptions: "Chicken Breast" is boring. "Pan-Seared Tuscan Chicken with a Rosemary-Garlic Glaze" sounds like an experience. Great adjectives don't just sell the dish; they can justify a higher price, too.
• Try charm pricing: We’ve all seen it. Pricing something at $14.95 instead of $15.00 makes it feel like a much better deal, even when the difference is just a few cents.
• Ditch the dollar signs: Believe it or not, studies show that diners spend more freely when currency symbols are removed from the menu. It takes the focus off the cost and puts it back on the food.

For a deeper dive into these tactics, our guide on menu engineering for a strategic approach to maximizing profitability has you covered.

Align Your Offerings with Market Trends

A great menu doesn't exist in a vacuum. You have to keep an eye on what's happening in the broader industry. For instance, current projections show strong growth for chicken and Mexican concepts, with expected increases of 6.9% and 6.2% respectively in 2025. On the flip side, categories like burgers and pizza are seeing a slowdown, which means those restaurants might need to get more creative with their promotions to compete.

And remember, profit isn't just about what you sell—it's also about what you don't waste. One of the most impactful ways to boost your bottom line is by reducing food waste in restaurants profitably, as every bit of waste eats directly into your margins. When you combine brilliant menu design with smart, efficient operations, you’ve got a winning formula for growth.

Master the Art of Upselling and Cross-Selling

Let's get one thing straight: effective upselling isn't about being a pushy salesperson. It's about enhancing the guest's experience. When your team stops being order-takers and starts acting like culinary guides, you'll see your average check size climb without ever making a customer feel pressured.

It all starts with arming your staff with knowledge. A server who genuinely knows the menu—inside and out—can make confident, personal recommendations that feel like genuine advice, not a sales pitch. Train them on specific pairings. Think about which local IPA brings out the best in your spicy burger, or which sauvignon blanc makes the seafood pasta sing. That’s not just a suggestion; it’s expert guidance.

The real secret is to build on what the customer has already chosen. Someone orders a steak? Suggesting sautéed mushrooms or a blue cheese crust is a natural cross-sell that makes their great meal even better.

Actionable Upselling Techniques

You can't just tell your team to "sell more." That's a recipe for awkward interactions. Instead, give them a playbook of specific, easy-to-use techniques that build their confidence and get immediate results.

Here are a few tactics I've seen work wonders:

• Recommend a Signature Starter: As a table gets settled, don't ask if they want an appetizer. Suggest a specific one. "While you're looking over the menu, can I get our signature crispy calamari started for the table? It's perfect for sharing."
• Guide Them to Premium Sides: The phrase "Would you like a side with that?" is a missed opportunity. Instead, paint a picture: "The grilled salmon is fantastic, and it pairs beautifully with our truffle fries or the loaded baked potato."
• Build Smart Combos: Bundle items to create an obvious win for the customer. A "Lunch Express" combo with a sandwich, soup, and drink for a small discount feels like a great deal and encourages a higher spend than ordering everything separately.

Craft Compelling Drink Pairings

Beverages are your golden goose. Alcohol, in particular, carries some of the highest profit margins in the business, so training your staff to suggest the right drink is a direct line to a healthier bottom line. This is about more than just "red wine with red meat."

Get your servers comfortable asking about a guest's tastes. If someone mentions they like a light, crisp beer, your server can immediately point to a specific pilsner on the menu and explain exactly why its notes complement their chicken dish. This kind of personalized service not only bumps up the check but makes the whole experience more memorable, turning a one-time visitor into a regular.

Embrace Digital to Drive More Orders

Think of your restaurant's website and social media as your digital front door. For a huge number of potential diners, this is the first impression they'll get—and often, it's the only one that matters. A strong, user-friendly online presence isn't just a "nice-to-have" anymore; it's the primary way customers will discover you, browse your menu, and ultimately decide to place an order.

The goal is to make the journey from browsing to buying as short and simple as possible. If someone finds your signature burger on Instagram, they should be able to order it in just a couple of clicks. A slow, confusing, or clunky ordering system is a guaranteed way to send a hungry customer straight to your competition.

That’s where having a direct, integrated system can really make a difference. Third-party apps have their place—they can certainly get your name out there. But those commission fees are brutal, and they often slice right through your already-thin profit margins. Even worse, those apps stand between you and your customers, holding onto valuable data that you could be using to build direct relationships.

Own Your Online Ordering Experience

Bringing your online ordering in-house by integrating it directly into your website puts you back in the driver's seat. You get to control the entire customer experience, keep 100% of the revenue from each sale, and build a brand that people connect with. You’re not just another listing on a crowded app; you're the destination.

The benefits are huge. You sidestep those hefty commissions and, more importantly, you start building a loyal following that you can market to directly. Taking control is often the smarter long-term play.

Even in a digital setup, you can still guide customer choices and upsell effectively. It's all about presenting the right options at the right time.

This simple flow is a great example of how a few well-placed prompts—like asking if they want to add a drink or a side—can naturally boost the average check size without feeling pushy.

Deciding between a third-party platform and your own system involves trade-offs between convenience, cost, and control. Here’s a quick breakdown to help you compare.

Comparing Online Ordering Platforms

While third-party apps offer a shortcut to an audience, an in-house system is an investment in your brand's future, giving you the tools to build a sustainable and profitable business.

Turn Social Followers into Regulars

Your Instagram and Facebook pages are so much more than just digital photo albums. They're powerful sales engines waiting to be fired up. Stunning photos of your food, behind-the-scenes videos, and fun polls don't just get likes—they build a community of fans who are eager to support you.

But you have to connect the dots. Engagement is great, but you need to guide those followers toward making a purchase.

• Make it Obvious: Add a prominent "Order Now" button right on your profile that links directly to your ordering page.
• Target Smart: Use geotargeted ads to push your lunch specials to people working or living within a few miles of your restaurant.
• Create Exclusives: Run a social-media-only promo, like "free fries with any online order using code INSTA," to create a little urgency and easily track where your orders are coming from.

A smart digital strategy isn't about being on every platform. It's about creating a direct, easy-to-follow path from online discovery to real-world sales. You have to meet customers where they are and make it a no-brainer for them to choose you.

The market data backs this up completely. The global foodservice market is projected to hit $4.1 trillion by 2033, and a huge chunk of that growth is coming from digital ordering. With U.S. restaurant sales alone expected to reach $1.6 trillion by 2025—an 82% leap from 2020—it's crystal clear that adapting to online convenience isn't optional anymore.

To really get your online strategy firing on all cylinders, check out this comprehensive guide to digital marketing for restaurants.

Build a Loyal Customer Base That Returns

Getting new people in the door is always great, but let’s be honest—the real backbone of a successful restaurant is the regulars. The secret to long-term growth isn't just about attracting first-timers; it's about making them want to come back.

It costs a whole lot more to find a new customer than to keep an existing one happy. That’s why a smart loyalty program isn't just a nice-to-have; it's one of the best investments you can make to boost your restaurant's sales.

You're giving guests a solid reason to pick your spot over the dozens of other options out there, again and again. This creates a dependable income source and, even better, a tribe of fans who will rave about you to their friends.

Design a Rewards Program That People Actually Use

The best loyalty programs are the ones people don't have to think about. Forget those old paper punch cards that end up lost at the bottom of a purse. Today’s programs need to be digital and tied directly into your POS system, making it a breeze for both your team and your guests.

Here are a few models that work really well in the real world:

• Point-Based Systems: The classic for a reason. Customers earn points for what they spend, then cash them in for rewards like a free appetizer, a discount, or maybe even some cool branded merch. It’s simple and effective.
• Tiered Rewards: This approach adds a bit of a game to it. As customers spend more, they "level up" to unlock better perks. A "Silver" member might get a free birthday dessert, while a "Gold" member could get first dibs on reservations and invites to exclusive tasting events.
• Cash-Back Programs: This one is incredibly straightforward. Giving a small percentage of each purchase back as a credit for their next visit is a powerful motivator. A 5% cash-back reward, for example, is a direct incentive to return sooner rather than later.

It's not just about the free stuff. A great program makes your customers feel like insiders—part of an exclusive club. It should feel like a genuine "thank you" for their business, not just another marketing ploy.

Use Data to Create Personalized Experiences

Once your loyalty program is up and running, you'll start to see some amazing patterns in your customer data. You'll know who your top spenders are, what dishes they can't get enough of, and what days they love to visit. This information is pure gold.

You can use this data to send out automated, targeted offers that feel personal and thoughtful. Imagine one of your regulars getting an email a week before their birthday offering a complimentary glass of prosecco or their favorite dessert on the house.

Or what if you notice a familiar face hasn't been in for a while? A simple "We miss you!" email with a small discount can be the perfect nudge to get them back in the door.

These little touches do so much more than just drive a sale; they build a real connection. You can find more ideas in these proven restaurant customer retention strategies you must try. When you make your guests feel seen and genuinely appreciated, you create the kind of loyal following that every profitable restaurant is built on.

Optimize Operations and Empower Your Team

An efficient, motivated team is the engine that drives your restaurant's success. It’s that simple. The speed of your kitchen, the attentiveness of your servers, and the overall flow of service directly dictate how much you sell and how often guests decide to come back. Fine-tuning your operations isn't just about shaving a few dollars off your expenses; it's a direct strategy for boosting sales by creating a smoother, faster experience for everyone who walks through your door.

It all starts with giving your team the right tools and fostering a supportive environment. When workflows are smooth and communication is crystal clear, your staff can stop wrestling with clunky systems and focus on what they do best: serving customers and selling your amazing food.

Let’s be honest, the industry is grappling with some serious staffing challenges. As we look toward 2025, a staggering 70% of restaurant operators say they’re struggling to fill open positions. In response, savvy owners are getting creative with flexible scheduling and prioritizing employee well-being to keep their best people around. They're also leaning on technology to make life easier, a move we've seen from giants like Yum Brands and Papa John’s to improve both kitchen efficiency and customer satisfaction. You can dig deeper into these restaurant industry statistics to see how they might affect your business.

Bridge the Gap Between Your Kitchen and Floor

One of the biggest bottlenecks in any restaurant is the communication breakdown between the front-of-house (FOH) and back-of-house (BOH). Think about it: a server scribbles an order on a notepad, runs it back to the kitchen, and then has to clarify a special request. That's a classic recipe for mistakes and long ticket times. This is where modern tech truly changes the game.

• Modern POS Systems: A solid Point of Sale system, especially one with tableside ordering tablets, lets servers fire orders directly to the kitchen in real time. This immediately cuts down on errors and gives your cooks a valuable head start.
• Kitchen Display Systems (KDS): A KDS is a game-changer. It replaces messy paper tickets with a digital screen that organizes orders by priority and cook time. Nothing gets lost in the shuffle, the kitchen pace is managed perfectly, and you turn tables faster.

When your kitchen and servers are perfectly in sync, orders fly out faster and more accurately. This doesn't just lower the stress level for your team; it directly translates into serving more guests per shift, which means more money in the bank.

Empower Your Team with Data and Smart Training

Your POS system is so much more than just a cash register—it's a goldmine of sales data. You can pinpoint your peak hours, identify which dishes are flying out of the kitchen, and even see which servers are bringing in the highest check averages. Use this information to build smarter schedules and design training that actually works.

For instance, if you notice one server consistently sells more of your high-margin desserts, don't keep that a secret. Ask them to share their approach with the rest of the team during a pre-shift meeting. This builds a culture of shared success, not competition.

At the end of the day, a well-trained, confident, and motivated team is your single greatest asset for increasing sales. By giving them the right tools and support, you aren't just optimizing operations—you're investing in a fantastic customer experience that keeps people coming back and grows your bottom line.

Answering Your Top Questions About Boosting Restaurant Sales

Even with a great strategy, you’re bound to have questions as you work to drive up sales. Let's tackle some of the most common ones I hear from restaurant owners.

I Need to Increase Sales Now. What's the Quickest Way?

For the fastest results, you need a one-two punch: sharpen your menu and train your team. Seriously, you can do this this week and see a difference by the weekend.

First, pull your sales data and find your "stars"—the dishes that are both popular and profitable. A quick menu redesign that puts these front and center will immediately draw your customers' eyes to your highest-margin items.

At the same time, rally your servers. Dedicate your next pre-shift meeting to one simple upselling goal. Maybe it's suggesting a specific craft cocktail or a signature appetizer to every table. Make it a friendly competition.

I've seen restaurants run a simple weekend contest for the server who achieves the highest average check. A small cash prize or a gift card is all it takes to get the team engaged and focused on thoughtfully enhancing the guest's order.

These two moves—spotlighting profitable dishes and getting your team excited to sell them—are the quickest way to get a cash-flow bump without spending a dime on anything new.

Should I Chase New Customers or Focus on My Regulars?

The chase for new customers is exciting, I get it. But your regulars are where the real money is. Retaining your existing customers gives you a much better return on your effort.

Loyal guests are the foundation of any stable restaurant. They spend more over their lifetime with you, and even better, they become your best marketing tool when they rave about your place to friends and family.

Of course, you want both, but your efforts should lean heavily toward taking care of the people who already love you.

• Keep it simple: A basic loyalty program can work wonders. Make it easy to sign up and even easier to get rewards.
• Listen up: Actively ask for feedback and, more importantly, act on it. Showing you care goes a long way.

Think of it like this: new customers grow your audience, but loyal customers build your business.

How Much Should I Really Spend on Tech Like a New POS?

Don't buy technology for technology's sake. Your investment should solve a real, specific problem that's costing you money or hurting the guest experience.

For instance, are your servers constantly getting slammed on busy nights, leading to order mistakes and bad reviews? That's when investing in a modern POS with handheld tablets makes perfect sense. It directly tackles the bottleneck by speeding up service and improving accuracy.

Or maybe you're bleeding cash from third-party delivery commissions. In that case, putting money into your own commission-free online ordering system for your website will pay for itself in no time. First, identify the pain point, then find the tech that fixes it.

My Marketing Budget Is Tiny. Where Should I Spend It?

If you're working with a small budget, go all-in on local digital marketing. The absolute first thing you should do—and it's free—is to claim and fully deck out your Google Business Profile. For most potential customers, this is the first impression they'll have of you.

• Show off your food: Upload drool-worthy, high-quality photos of your dishes, your dining room, and your staff.
• Get the details right: Make sure your hours, address, and phone number are always 100% accurate.
• Build trust with reviews: Encourage happy customers to leave reviews, and make a point to respond to them (both good and bad!).

After you've nailed your Google profile, pick one or two social media channels where your ideal customers hang out. You don't need to be everywhere. Just be consistent, show off what makes you special, and encourage your guests to tag you in their photos. That kind of authentic, user-generated content is marketing gold.

Ready to streamline your operations and unlock new sales potential? Biyo POS provides an all-in-one solution with features like integrated online ordering, advanced sales analytics, and loyalty program management designed to help your restaurant thrive. Discover how we can help you grow by visiting our site and starting your free trial today.