Another very important principle in planning profit is "Selling with Suggestions." Selling with Suggestion must be designed to increase the satisfaction and enjoyment of the customer. It is really an educational process where the Server can educate the customers on features of the restaurant that could enhance their dining experience. Selling with suggestions is a great marketing tool and you should have a separate manual to use for training your employees.

One important factor in the success of your "Selling with Suggestion" program is the menu worksheet that allows you to structure your guest dining cycle for maximum success. Take the time to use this worksheet to get maximum success at your restaurant. The areas of planning, as discussed on this page, need to be incorporated before your initial marketing campaigns in order for you to maximize the possibilities of profit during the marketing campaigns.

It is the responsibility of the Owner/Manager to make sure that the menu is structured so the Server has ample opportunities to Sell With Suggestions to the customers.

You will be successful if you develop a marketing attitude and you must have a desire to please every guest and to make their dining experience more than they expect it to be. You need to know your menu items if you are going to be successful marketer.

You must plan your strategy; you need to use correct judgment, proper techniques and descriptive words and phrases to market each menu item. You should always suggest at least two items the guest did not originally order.

The Server creates an atmosphere that makes it easy for the guest to buy; to enjoy; and to have more pleasure. In reality our guests want to have more of everything life has to offer. As they become aware of additional menu items that will increase their pleasure, they will leave a larger tip which will increase your pleasure.

What is best for the guest? ... This is always the deciding factor in selling.

Creating a hospitality atmosphere allows you to market your menu effectively. Be a professional at all times. Do not try to use high-pressure techniques or tricks to get your sale. Do not oversell; always keep in mind that you want what is best for the guest.

Do not be discouraged when you do not sell every time. You are not a high pressure salesperson. You are suggestive servicing your guests. You want to increase the guests' enjoyment. You are making them aware of the options and are giving them the opportunity. You also need to remember to market the entire dinner cycle, just because the guest does not accept your suggestions at the beginning of the meal does not mean they won't accept your suggestions at the end. Don't be surprised after suggesting dessert to hear the guest say: "I've been saving room for your fresh strawberry pie." Create a hospitality relationship with each guest you serve.