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Having a well-curated wine list doesn’t guarantee you high wine sales. Building a successful restaurant business requires great attention to detail, knowing the crowd you want to attract, and providing exceptional customer service. Delicious drink and food pairings are a must too, alongside a clean, well-designed restaurant space.
If you have already worked on all aspects of your business and have curated a top wine list, built an amazing beverage inventory, and narrowed down your meal options, it’s time to think about ways to improve wine sales. Learning how to make a higher wine sales commission and training your waiters and sommeliers is a sure way to improve the profit of your business.
In this blog article, we want to share with you a few valuable tips and tricks that will help you earn a higher wine sales commission. Some may seem obvious or be things that you are already doing. However, there sure will be something you have not tried before and will help you boost these sales, making more money for the restaurant and yourself!
9 Ways to Improve Your Wine Sales Commission
Increasing commission on wine sales can be achieved through various strategies. These could aim to boost sales volume, maximize revenue per sale, and improve customer satisfaction. Here are some tips to help you increase your commission on wine sales:
1. Upselling & Cross-Selling
Encourage customers to try higher-priced wines by highlighting premium selections or suggesting complementary products such as cheese or chocolate pairings. Learn about the best wine and cheese pairings so you can provide your customers with an unforgettable experience for their taste buds. You can explore the best wine pairings in general too, so you can suggest even more options to your customers.
Cross-selling additional items like wine accessories or gift sets can also increase the overall sale value, although this is not a common practice at restaurants.
Key Takeaway: There are several techniques that you can use in order to increase your wine sales commission. Try using a good combination of them in your work and see which ones work best with your specific customer base. Learn how to read people well and adjust your tactics accordingly. Over time, you will master your skills and will be able to earn more on wine sales commissions.
2. Product Knowledge and Recommendations
Develop a deep understanding of the wines you sell. This includes their flavor profiles, origins, and production methods. Use this knowledge to make personalized recommendations tailored to each customer's preferences. By doing so, you are increasing the likelihood of a sale and potentially earning larger tips or a bigger wine sales commission.
Learning all about the different varieties of wine that are on the list can be hard but it’s not impossible. Focus on the higher quality wines first. If you have data on what are the most preferred wines by the customers, learn all about them as well. Whether we are talking about traditional wines, exotic wines, or the various sparkling wines - the more knowledge you have, the better wine sales commission you are going to get.
3. Offer Wine Tastings and Samples
Organize wine tastings or sampling events to allow customers to try different wines. When they are familiar with what you have to offer, and they are impressed by the quality of the wine and the service at your restaurant or wine bar, you get better chances of boosting sales. People will be more likely to get the wines they have tasted before and you also get the opportunity to recommend them a meal that will go perfectly with the beverage.
4. Build Relationships with Customers
Focus on building strong relationships with your customers by providing exceptional service, and offering personalized recommendations. Loyal customers are more likely to return and make repeat purchases. This is going to contribute to higher sales volume and therefore a higher wine sales commission over time.
5. Promotions and Special Offers
Utilize promotions, discounts, and special offers to incentivize customers to buy more wine or get higher-priced bottles. Limited-time promotions, such as wine-of-the-month or seasonal discounts, can create a sense of urgency and drive sales. This is something a restaurant manager or owner needs to decide on, but if you are a wine sales representative can suggest it.
If you have noticed that some wines remain untouched in your wine storage, it’s time to think about a promotion that will get these bottles out of your cellar.
6. Educational Events and Classes
Host wine education events or classes at your restaurant or wine bar to engage customers and help them develop a deeper appreciation for wine. By positioning yourself as a trusted expert, you can influence purchasing decisions and increase sales. This can also earn you recognition and referrals.
7. Focus on High-Margin Wines
Identify wines with higher profit margins and prioritize promoting these selections to customers. By emphasizing wines that offer better commission potential, you can maximize your earnings on each sale. This is something that can help you boost tremendously your wine sales commission.
8. Track and Analyze Sales Performance
Monitor your sales performance closely and identify trends or opportunities for improvement. Analyze which products are selling well and which ones may need more promotion or attention to drive sales and increase commission earnings. If you invest in good restaurant marketing, you are going to see results soon.
9. Continuously Improve Selling Skills
Invest in ongoing training and development to enhance your selling skills, product knowledge, and customer service abilities. By continuously improving your expertise and sales techniques, you can increase your effectiveness and ultimately boost your commission on wine sales. If you are not a certified sommelier, look for sommelier classes in your local area or online. They will help you expand your knowledge, which will help you earn a higher wine sales commission in the long run.
Frequently Asked Questions about Earning a Higher Wine Sales Commission
Have questions about the ways to earn a higher wine sales commission? Below, we have answered a few of the most common ones. Read the answers to learn more!
Are There Any Sales Techniques That Work Well for Selling Wine?
Building rapport with customers, actively listening to their preferences, providing educational information about wines, and offering tastings or samples are effective sales techniques for selling wine. When you build experience, you will see what works best for different types of customers and will be able to adjust your tactics accordingly.
Are There Types of Wine That Typically Offer Higher Commission Rates?
Wines with higher profit margins, such as premium or rare selections, often offer higher wine sales commission rates. By promoting these wines, you can increase your commission earnings on each sale.
How Can I Track My Sales Performance and Identify Opportunities for Improvement?
Use sales tracking tools or systems to monitor your performance, analyze sales trends, and identify areas where you can improve. Look for opportunities to sell more high-margin wines and enhance your selling techniques by undergoing additional training. If you are not a certified sommelier, it’s a good idea to look into that and invest the time and money into getting certified. This will help you increase your earnings in the future.