11 replies
Recently, I walked into a bar / grill for happy hour and made a bee line for the bar. Upon sitting down, the bartender greeted me with the most brilliant greeting I have ever heard in my life. He said; "are you hungry, can I get you anything to eat?" In an earnest and sincere tone...

I had no intention of eating there. It forced me to process how I was feeling and so I looked at my phone - saw it was close to dinner time and said; "what the hell, give me a menu." I was there to drink for happy hour and potentially go elsewhere or home to eat. I wound up ordering the Chicken Sandwich with a Salad!

After leaving, I parsed this and broke it down psychologically. "What just happened there?" He didn't ask; "can I get you a menu?" or, "will you be eating with us today?" or, "would you like something to eat?" His tone was earnest, and sincere. It made me feel as if a friend were inviting me into his / her home to enjoy a meal.

I'm a firm believer in DEMONSTRATING HIGH VALUE to your offline prospects. The acronym is DHV and it is / has been taken directly from the laws of attraction. Imagine walking into a potential bar / grill client and before you pitch anything related to your offerings, showing them this little trick and then breaking down why / how it works?

It immediately drops their guard. Here you have given them some actionable - immediately actionable info that they can start using the instant you leave - for free. The stage has been set for you to build the sale from there.

So impressed was I that I called the owner to specifically talk about that experience. It was one of the more pleasant convos I have had with a business owner.

Meta Lesson: Stay alert to everything and everyone around you. Opportunities are everywhere.
#hungry
  • Profile picture of the author digichik
    This tip is great. It's funny how something that seems so insignificant can have such a direct impact on a business' profits.

    It's also funny how sharing a simple tip like this, and breaking down why it works, with a restaurant owner, can affect your profits by giving you credibility.
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  • Originally Posted by TheBigBee View Post

    Recently, I walked into a bar / grill for happy hour and made a bee line for the bar. Upon sitting down, the bartender greeted me with the most brilliant greeting I have ever heard in my life. He said; "are you hungry, can I get you anything to eat?" In an earnest and sincere tone...

    I had no intention of eating there. It forced me to process how I was feeling and so I looked at my phone - saw it was close to dinner time and said; "what the hell, give me a menu." I was there to drink for happy hour and potentially go elsewhere or home to eat. I wound up ordering the Chicken Sandwich with a Salad!

    After leaving, I parsed this and broke it down psychologically. "What just happened there?" He didn't ask; "can I get you a menu?" or, "will you be eating with us today?" or, "would you like something to eat?" His tone was earnest, and sincere. It made me feel as if a friend were inviting me into his / her home to enjoy a meal.

    I'm a firm believer in DEMONSTRATING HIGH VALUE to your offline prospects. The acronym is DHV and it is / has been taken directly from the laws of attraction. Imagine walking into a potential bar / grill client and before you pitch anything related to your offerings, showing them this little trick and then breaking down why / how it works?

    It immediately drops their guard. Here you have given them some actionable - immediately actionable info that they can start using the instant you leave - for free. The stage has been set for you to build the sale from there.

    So impressed was I that I called the owner to specifically talk about that experience. It was one of the more pleasant convos I have had with a business owner.

    Meta Lesson: Stay alert to everything and everyone around you. Opportunities are everywhere.

    Bee,


    this is exactly what we copywriters do. We don't talk like university professors "Excuse me, I can't help but notice that your skin seems deficient in X,Y,Z. You're simply not getting enough aminos! Can I offer you something from this menu?"

    Sure, extreme. But you get what I'm trying to convey.

    We talk to people...like people! Like two mates would talk. People do NOT want to be sold to; this much we know. So coming across as a buddy, rather than a salesman is one of the most effective selling 'tools' you can use.

    There's a lot of businesses shooting themselves in the foot by appearing TOO professional, stand-offish, and unapproachable. We're now seeing a lot of businesses take to social media platforms in order to connect more with their consumers, and build a relationship with them.

    Friendly sales is the way forward!
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    • Profile picture of the author Claude Whitacre
      TheBigBee;

      It is very rare that someone can step outside of themselves and analyze why they did something...or analyze what someone just said, and your reaction to it.

      I wonder if the guy at the bar even knew why he was saying that?
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      • Profile picture of the author MRomeo09
        I did some consulting for a restaurant once. We did some really cool stuff, much of it was directly connected to the waitstaff.

        Want to know one of the things that we were able to do that really increased sales. We had "specials" that weren't really specials. Imagine if you're talking to your server about what you're about to order and this exchange happens.

        Server: Let me ask you, were you thinking about ordering seafood or steak?

        You: Well I was thinking about the Prime Rib is it good?

        ServerLeans down to table level for intimacy) I tell you what, Lee is working in the kitchen tonight and he is awesome. I'm not sure if I can get it for you but he makes this special every now and again for one of our regulars it's a special Filet with this amazing Bournaise and sauteed mushrooms topping. I'll have to ask him if he can make it, but oh my goodness it is so good. It is $24.95, a little more than the Prime Rib($17.95) but well worth it. Do you want me to see if he can make it for you?

        Now I paraphrased it as I don't honestly remember the exact script we used, it was a lot more descriptive and scripted to perfection to leave the person drooling.

        We trained one of their middle of the line of the servers on this exact script and got her to execute it perfectly including putting a hand lightly on their arm or shoulder for just a second or two. She went from making on average $75 a night in tips to a few times getting over $200 a night in tips. Her tips went from around 18% most nights to almost 30%. And her per person average went up a ton(I can't remember exact percentage at least 30%).

        Why?

        We hit all of the things that people want in a restaurant experience. Unless you go to a restaurant every week(which is a different experience). Scarcity, exclusivity and that subtle psychology of I'm only offering this special to you- you're special. I'm lowering my voice, getting in your personal space, and even connecting physically for a few seconds.

        However most restaurant owners only think about how can I get more people in here, not how can I increase my profitability.

        Back down memory road. That was around 10-12 years ago. Fun client, and I ate free for years off a few hours of work.
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        • Profile picture of the author Claude Whitacre
          Originally Posted by MRomeo09 View Post

          Server: Let me ask you, were you thinking about ordering seafood or steak?

          You: Well I was thinking about the Prime Rib is it good?

          ServerLeans down to table level for intimacy) I tell you what, Lee is working in the kitchen tonight and he is awesome. I'm not sure if I can get it for you but he makes this special every now and again for one of our regulars it's a special Filet with this amazing Bournaise and sauteed mushrooms topping. I'll have to ask him if he can make it, but oh my goodness it is so good. It is $24.95, a little more than the Prime Rib($17.95) but well worth it. Do you want me to see if he can make it for you?
          Yup. Some waiters are the best salesman in the world (ladies to). He gets a bigger ticket, and you darn well feel like leaving a huge tip. After all, he went to bat for you. Genius.
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        • Profile picture of the author rugman
          Great stuff! I will give you the opposite. A few years ago my wife and i went out to eat - just wanted a burger but we both LOVE a good burger. We asked the waitress how the burgers were at the place - her answer - "I don't know I don't eat meat"! Another one of my all time favs - at a high end micro beer bar (I am nuts about micros) - I ask the girl about one of their beers that I have never heard of - answer "I don't know - I don't like beer"!
          HOLY CRAP!

          Originally Posted by MRomeo09 View Post

          I did some consulting for a restaurant once. We did some really cool stuff, much of it was directly connected to the waitstaff.

          Want to know one of the things that we were able to do that really increased sales. We had "specials" that weren't really specials. Imagine if you're talking to your server about what you're about to order and this exchange happens.

          Server: Let me ask you, were you thinking about ordering seafood or steak?

          You: Well I was thinking about the Prime Rib is it good?

          ServerLeans down to table level for intimacy) I tell you what, Lee is working in the kitchen tonight and he is awesome. I'm not sure if I can get it for you but he makes this special every now and again for one of our regulars it's a special Filet with this amazing Bournaise and sauteed mushrooms topping. I'll have to ask him if he can make it, but oh my goodness it is so good. It is $24.95, a little more than the Prime Rib($17.95) but well worth it. Do you want me to see if he can make it for you?

          Now I paraphrased it as I don't honestly remember the exact script we used, it was a lot more descriptive and scripted to perfection to leave the person drooling.

          We trained one of their middle of the line of the servers on this exact script and got her to execute it perfectly including putting a hand lightly on their arm or shoulder for just a second or two. She went from making on average $75 a night in tips to a few times getting over $200 a night in tips. Her tips went from around 18% most nights to almost 30%. And her per person average went up a ton(I can't remember exact percentage at least 30%).

          Why?

          We hit all of the things that people want in a restaurant experience. Unless you go to a restaurant every week(which is a different experience). Scarcity, exclusivity and that subtle psychology of I'm only offering this special to you- you're special. I'm lowering my voice, getting in your personal space, and even connecting physically for a few seconds.

          However most restaurant owners only think about how can I get more people in here, not how can I increase my profitability.

          Back down memory road. That was around 10-12 years ago. Fun client, and I ate free for years off a few hours of work.
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          Growing older but not up!

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          • Profile picture of the author bwh1
            Originally Posted by rugman View Post

            Great stuff! I will give you the opposite. A few years ago my wife and i went out to eat - just wanted a burger but we both LOVE a good burger. We asked the waitress how the burgers were at the place - her answer - "I don't know I don't eat meat"! Another one of my all time favs - at a high end micro beer bar (I am nuts about micros) - I ask the girl about one of their beers that I have never heard of - answer "I don't know - I don't like beer"!
            HOLY CRAP!
            90% just have a J.O.B

            The other 10% understand that they earn what they are worth

            To be a waiter is for most a emergency job getting some cash together to survive or pay for studies etc.

            For others it's a passion to serve people and make the most out of it, for them and their clients.

            Such a waiter has clients asking to be served by him only, like a hairstylist or famous designer.

            G.
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  • Profile picture of the author laurencewins
    Thinking out of the box is the best way to achieve success. People are used to being sold to in the traditional sense so if you can find a unique way to do it, then you'll win every time.
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  • Profile picture of the author bizgrower
    This is an interesting post. Training or not, the bartender gives a damn about you and
    the TCE (Total Customer Experience). It was a given that you would get a drink and
    he offered the "upsell".

    A local diner here will make about anything you want, even if it's not on the menu.
    You want fajitas? They always have the ingedients and a fair price for them. Want
    French toast or pancakes instead of toast, no problem... Only restaurant in town that's
    expanding.

    I do special pricing for groups at my hotel. "Tell your guests to say they are with the
    Smith Wedding party, and they'll get the special rate." Depending upon the season
    and group size, it's a little or a lot more discount than the published rate. (Sometimes
    more than the published rate because we are actually turning away sell out, full rate
    regular business.) It takes the pressure off at check in because just about everybody
    thinks that groups should be given more and we'd be at near zero occupancy without them.
    It also takes the pressure off when the event organizer begins talking to me because they think
    they are bringing me a lot more businesss than I would ordinarily have.

    Dan
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  • Profile picture of the author Jon Martin
    It's pretty incredible the tactics you can pick up without ever having to open up a sales book or a marketing forum. These little intricacies are EVERYWHEREE and the more we're able to pick up on them, the better we'll be able to hone our crafts. Awesome story.
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