Upselling & Cross-Selling Guide
Upselling & Cross-Selling Call Guide for Caterers
This guide helps you transform every inquiry from a simple food order into a high-value event package. By mastering these call techniques, you can increase your average booking from a $500 drop-off to a $1,500 full-service experience without sounding pushy or corporate.
Spotting the Upgrade Potential
Every call starts with a basic need, like a corporate lunch for 20 people. To upsell, you must listen for 'pain points' during the intake. If a caller mentions they are 'stressed about the setup' or 'have a lot of VIPs attending,' that is your cue to offer more than just food. Instead of a $20 per person drop-off, pitch a $35 per person 'Executive Service' that includes linen rentals, on-site plating, and a dedicated server. This moves the job from a simple delivery to a professional event. Using a service like SkipCalls ensures you never miss these high-value leads while your hands are busy in the kitchen, as the AI can capture these specific event details for you.
Key takeaway: Listen for emotional cues like 'stress' or 'VIP' to trigger a move from drop-off food to full-service catering.
The Power of the Premium Bundle
Caterers often lose money by itemizing every small detail like coffee, water, and cookies. Instead, create 'Experience Bundles.' For a wedding inquiry, don't just quote the $75 per plate dinner. Offer a 'Platinum Celebration Package' for $110 per plate that includes a signature cocktail hour, late-night snack sliders, and a champagne toast. Most clients prefer a single price that covers everything because it simplifies their planning process. When you bundle, the perceived value increases even if your food costs only go up slightly.
