Influence Tips for Running a Restaurant – Part 3

Welcome to the third part of this series, directed at those working in the restaurant industry. I believe that applying the principles of influence in an ethical manner can create a win-win-win scenario for restaurants, waitstaff, and customers alike.

A couple of weeks ago, I wrote about a way for servers to increase their tips. Today, I’ll share another strategy servers can use to take home more pay. Believe it or not, something as simple as a mint can encourage many people to tip more.

Now, you might be thinking, “I’d never tip more just because I got a mint.” While that may be true for you, not everyone feels the same. If some customers are inclined to tip more simply because they received a mint, isn’t it worth the effort?

In one study, researchers found that servers who gave a single mint to customers increased their tips by more than 3%. But here’s where it gets interesting: when servers gave two mints, tips more than doubled—they increased by 14%! That’s right; servers who routinely handed out two mints saw their tips rise significantly. And since handing out two mints takes no more effort than giving one, it’s a smart move.

You may be wondering, why does this happen? Researchers believe it’s due to the principle of reciprocity. This principle of persuasion tells us that people feel obligated to give back to those who’ve given something to them first. The simple act of giving mints taps into this principle, prompting patrons to open their wallets a little wider. The more mints customers received, the deeper they dug into their wallets.

But wait—there’s more!

The study tested a third approach. In this scenario, servers gave patrons a single mint and began to walk away. However, before they got too far, they would turn back, approach the table again, and say something like, “You guys have been great,” while handing out an additional mint. Believe it or not, this tactic resulted in tips that were nearly 25% higher than the control group!

Interestingly, it was still only two mints per person, but the personal touch made all the difference. The act of returning to the table, coupled with the kind words, made the gesture feel unique and special to the customers.

Of course, this tactic isn’t appropriate for every customer. Not all patrons are “great,” so it would be unethical—or even manipulative—to use this approach universally. However, for tables that are genuinely enjoyable to wait on, this personalized engagement can lead to higher tips.

The next time you’re dining out and notice mints near the door as you leave, you’ll know that the restaurant is missing a golden opportunity. By leaving mints out for self-service, they’re bungling a chance to help their waitstaff make more money while delighting customers.

Smart servers might even consider investing in their own bag of mints. With the extra cash they’d earn from larger tips, they could easily afford it—and then some!

Next week, we’ll conclude this series with a final post offering more tips for those in the restaurant industry.

Brian Ahearn, CMCT
influencepeople
Helping You Learn to Hear “Yes”.