More revenue per table: seven methods that aren't a price increase

There are only three ways to get more revenue out of your business: more guests, higher prices, or more per guest. The first costs marketing and seats you don't have. The second feels like a risk to every business owner. The third is the only one you can influence starting tomorrow.

And there's more room there than most establishments think, because the average table leaves with at least one order that could have been placed too.

Where the room is

Do the math for your own place. Take the number of tables per evening, and assume that one in three tables orders one extra four-euro drink. With forty tables, that's over fifty euros per evening, and over fifteen hundred euros per month. Without changing a single price on the menu.

One extra drink at one in three tables is already more than a thousand euros per month for an average establishment.

Seven ways, from easy to structural

1. Ask at the right moment

The question "anything else to drink?" lands differently when the glass is half empty than when it's empty. With an empty glass, the guest has already mentally moved on from that drink. Teach your staff to look for half-empty, not empty.

2. Make dessert a choice, not a question

"Would you like dessert?" is easy to answer with no. "We have a crème brûlée and a chocolate mousse today, shall I show them to you?" is not. The difference in acceptance is large enough to notice in the register.

3. Shorten the time between ordering and ordering

The biggest brake on an extra order isn't the price but the waiting. A guest who has to raise their hand for five minutes won't order anything more. A button on the table that lets them order more without waiting removes that brake.

4. Keep the table occupied with something fun

The period between clearing the main course and paying the bill is commercially the most valuable of the evening, and at the same time the quietest. A guest who has something to do there stays. A guest who gets bored asks for the bill. At TablePlay, that's exactly the moment tables compete against each other; see the games.

5. Reward instead of discounting

A discount lowers your margin on something that would have been sold anyway. A reward for something the guest wouldn't otherwise have done doesn't. A free coffee for the winning table costs you fifty cents and provides a reason to stay another half hour.

6. Make the menu easier, not bigger

A guest with choice stress picks the familiar option and stops there. A menu with fewer items and clear categories leads to more orders, not fewer.

7. Collect reviews while it's still fun

This doesn't generate revenue directly, but it does bring the next guest. Ask for a review while the experience is still fresh, not by email three days later.

Where the money is during the evening

When you divide an evening into parts, revenue collects into three blocks, and they're not equally easy to influence.

The first round

This happens automatically. Everyone who sits down orders something. There's little to gain here except speed: the sooner the first drink is served, the sooner the second one comes up.

During the meal

This is where most of the revenue is, and the least room. A guest who is eating orders at their own pace and won't be steered. The only thing that helps is being available the moment the glass is half empty.

After the main course

This is the block where the difference is made, and where most establishments leave it on the table. The plates are gone, the conversation slows down, and the guest starts weighing: something more, or shall we ask for the bill. Every minute you delay that decision increases the chance of the former.

A table that stays seated for another twenty minutes after the main course orders something more in well over half of cases. A table that immediately asks for the bill, never.

What you can measure

What you don't measure, doesn't change. These four figures are enough to know whether something works:

1. Average spend per table, per day of the week.
2. Share of tables that order dessert or coffee.
3. Average time a table is occupied.
4. Number of reviews per week, and the average rating.

If something changes in your establishment, look at these four after two weeks. If nothing shifts, stop doing it.

What doesn't work

Two things that are often tried and rarely deliver anything. The first is pushing: a guest who has said no twice and is asked a third time doesn't order after all but is less likely to come back. The second is a promotion nobody sees, such as an offer only listed on a small sign at the entrance.

Curious what this costs for your number of tables? That's covered on the pricing page.