What does dessert have to do with upsells?

For my favorite new restaurant everything!

That’s because they recently increased their dessert conversion to 80-85 percent.

How in the world did they do this — especially since the industry standard is 10%?

By giving people what they need to say yes.

You’ve heard those words from me before, but hear them now from Chris at Season 52.

Pretty cool, right? It’s hard to take notes from a video, so here are your key business takeaways again:

1. Put out the tools. Follow Chris’ lead and never give out an order form without a table full of pens. You may recall that I walked away from a $13,000 program I was interested in, in part, because I couldn’t get a pen. Don’t ever let that happen to you.

2. Give people what they’re looking for. The way that they want it, the way that they’re consuming it. As with the shrinking dessert, maybe our 90-minute or two-hour deliveries should be shrinking as well. Maybe they should be in fifteen and twenty-minute increments. I don’t know, but I think this is a great question for us all to ponder.

I’ll see you online, and, I hope, at one of our live events this year as well.