The Art Of The Digital Upsell: Increasing Average Order Value Without Sounding Robotic
“Do you want fries with that?”
The gold standard upsell question of the food industry was so good, it became the butt of a joke. But if your restaurant does upselling right, you’ll be laughing all the way to the bank.
The problem is the upsell is the first thing to go when staff get busy. During a lunch rush, your team is focused on one thing: getting the next person through the line. Speed is the priority, and the upsell is usually the first thing to get cut.
Human staff might remember to suggest an add-on some or maybe most of the time. A kiosk does it 100% of the time. It never gets tired, it never feels awkward asking, and it never forgets the high-margin sides. This isn’t about being pushy. It is about being helpful. When you do it right, you increase your average order value while actually making the customer happier.
The factors below are worth considering for your upselling strategy.
The Psychology of the No Judgment Zone
There is a hidden reason why digital orders are larger: the judgment-free zone.
Many guests hesitate to order an extra milkshake or a double-patty upgrade face-to-face because they do not want to feel judged by a person.
Self-ordering kiosks remove that social friction. When the interaction is private, guests are far more likely to choose premium modifiers and desserts. It is a service-first approach. Instead of a generic prompt to add more, smart systems frame it as Make it a Meal or Complete your Order. This makes the suggestion feel like a helpful nudge rather than a sales pitch.
Visuals Are Your Most Effective Salespeople
People eat with their eyes. A text line that says “Add Avocado for $2.00” is easy to ignore. A high-resolution photo of fresh avocado being placed on a burger is almost impossible to turn down. It triggers an immediate impulse buy.
High-quality visuals on the checkout screen act as a digital dessert cart. They remind guests of the items they might have missed during their initial selection. By showing the product instead of just listing the price, you turn a transaction into an experience.
The Right Recs at the Right Time
The biggest mistake an operator can make is overwhelming the guest. Too many pop-ups create click fatigue and kill the sale. You do not want to sacrifice speed for the sake of a few extra cents.
This is where our guided growth and premium support makes the difference. At INFI, we do not just give you the software and leave you to figure it out. We help you configure prompts to be high-impact and low-friction. We ensure your menu engineering supports your goals without slowing down the floor.
Revenue Is A Result Of Service
When you help customers build the meal they actually want, increased sales are the natural byproduct. You are not just forcing the sale to be done with it—you are facilitating a better experience.
The results of these shifts are measurable. INFI clients typically see an increase in check size of 25% through our platform’s upselling. This happens because the system uses logic rather than random guessing.
Context is everything. The system knows to suggest a drink with a sandwich, not another sandwich. This specific logic prevents the interaction from feeling robotic. It ensures every suggestion adds value to the meal the customer is already building.
Stop leaving money on the table because your staff is too busy to ask. Let the system handle the sales pitch so your team can focus on the hospitality that brings people back.
Ready to turn every order into a higher ticket? Reach out to INFI to get a demo and speak with a growth expert to audit your menu potential today.
