I often talk to some restaurant owners about the operation of the store. In fact, if you want to run a store smoothly, you need to pay attention to many problems, because the situation and business of each restaurant are different. You can adjust and set the standards in your store according to these categories. I often tell shop assistants a concept: there is no standard for your work. Therefore, all aspects of a store's operation process need to be standardized as much as possible, and employees can also be trained by themselves.
Today, we will talk about one of the points, that is, how the clerk guides customers to order food during the meal. We combine the requirements of a Chinese restaurant for the clerk to guide the order. First of all, we need to unify the concept, that is, ordering food can not be across the board, but should be different from person to person and targeted. Only in this way can we have a better chance to win the business with the most accurate psychology and needs of my customers. Specifically summarized from the following five aspects.
1. Master 9 correct sales skills.
(1) Introduce seasonal dishes, and use fashionable eating methods, allusions and cooking nutrition to promote dishes, so that guests will feel that you are professional and willing to accept your recommendation.
(2) If the guest asks if the food is good? Be sure to say yes. Tell the guests that you like this dish very much.
(3) If there are no raw materials, don't say "no" and ask for another explanation. You can say "sold out" and immediately recommend several similar good dishes for guests to choose from.
(4) Don't introduce the menu to customers just now. Let customers watch it for a while, and then use language art to sell the dishes you want to sell.
(5) If the customer is half-hearted, when making up his mind, he should use language skills to let the customer make a decision as soon as possible.
For example, Mr. Chen, would you like to order a light "stewed shark's fin with papaya", a strong "braised broccoli in brown sauce" and "fried ribs with celery"? Which one do you like? etc
(6) Be sure to repeat the name and weight of the dish after ordering, and remind the customer of the time to serve the first dish (no more than 15 minutes).
(7) Pay attention to the ladies, elders, hosts and guests when handing the menu, and use honorifics to answer questions and take pains.
(8) When selling, use vivid and auspicious words to arouse customers' appetite.
(9) For the food you specially sell to customers, be sure to track the quality and ensure that the dishes on stage are the same as those you introduced.
Second, consider the customer's spending power.
1 ordinary income customers
Ordinary consumers account for most of the restaurant, so pay more attention to economy when ordering, and restaurant staff can recommend some home-cooked dishes to them.
2 middle and high income customers
Middle and high-level consumers do not pursue high consumption, but they have certain consumption power. Restaurant staff can recommend some high-end dishes to them appropriately.
Three: order food for customers according to their residence and specific living habits.
1: For elderly customers, you can recommend some soft, cholesterol-free, low-fat foods and easily digestible dishes.
For those who are in a hurry to eat, the restaurant can recommend some foods that are convenient and quick to make.
3. Generally manual workers recommend dishes with heavy flavor, high oil and high calorie (such as chicken, duck, eggs, meat, etc.). ).
Northerners like pasta, which has a heavy taste and is often greasy and salty.
Customers in Hunan and Guizhou have a strong taste and like spicy food, while Sichuanese like spicy food.
6. Customers in Jiangsu, Zhejiang and Shanghai prefer sweet food with light taste.
7. Customers in Guangdong, Hong Kong and Macao like raw, crisp, fresh and sweet, with light taste, and like to drink old fire soup before meals.
4. Combination of various leaf area indices
1: combination of cooking methods: while cooking, customers can be recommended to take care of cooking dishes such as cooking, roasting, stewing, buckling and steaming.
2. The collocation of cold dishes and hot dishes generally requires both cold dishes and hot dishes when dining. When customers order more cold dishes and less hot dishes, they can be reminded appropriately.
3. Combination of serving speed: Some dishes, such as Dongpo elbow, take a relatively long time to cook, so you can recommend some dishes with faster cooking speed to customers so as not to keep them waiting for a long time.
4. Color combination of dishes: When ordering, you can consider the appropriate combination of different colors, such as green, yellow, red, white, etc., which can increase the visual pleasure and psychological ease and increase the appetite of customers.
5. Vegetarian collocation: Too much greasy food is not good for your health, so customers can be advised to pay attention to the appropriate vegetarian collocation when ordering food.
6. Combination of shapes: The shapes of food are strip, block, flake, granule, velvet and so on. The combination of dishes with different shapes also helps to form a visual aesthetic feeling and appreciate the diversity of food cooking methods.
5. The number of people who eat is commensurate with the weight of food.
Restaurant staff should consider the number of customers when recommending dishes to customers, and determine the weight of ordering for them accordingly. But the final dish should respect the wishes of customers and the actual situation. Usually the weight of each dish is fixed, but there are also some special dishes that have different weights according to the needs of customers.
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