How to Increase Catering Sales: 10 Proven Strategies to Grow Your Business

The catering industry is booming. As social events become more experiential, the demand for high-quality catering is higher than ever. In fact, recent data projects the U.S. catering market will continue its steady growth through 2030.

But growth attracts competition. Whether you manage a dedicated catering company, a hotel event department, or a restaurant with an off-premise program, having great food is no longer enough. To truly scale, you need to combine culinary excellence with seamless technology, data-driven marketing, and a frictionless customer experience.

Here are 10 actionable tips to refresh your strategy, capture more leads, and increase your catering sales this year.

1. Streamline the Booking Process with Frictionless Tech

In 2025, convenience is king. If a client can’t book your catering services easily online, they will likely move on to a competitor that does.

Stop relying on phone tag and PDF menus. Tools like TripleseatDirect allow customers to book catering, select menus, and pay deposits directly from your website or social media channels—24/7. This “Amazon-style” ordering experience removes barriers to entry, capturing sales even when your office is closed.

2. Leverage Data to Drive Marketing Decisions

“Post it and hope” is not a marketing strategy. To maximize your ROI, you need to know exactly who your customers are and what they want.

Use Tripleseat Insights to analyze your sales data. Which months are your busiest? Which corporate packages are your best-sellers? Use this data to craft targeted email campaigns. For example, if you see a dip in January, run a “New Year Kickoff” promotion in December targeting your top corporate clients from the previous year.

3. Host Ticketed Tasting Events

Tasting events are a fantastic way to convert leads, but they can also be revenue generators in their own right. Instead of free open houses, host exclusive, ticketed “Chef’s Table” or “Seasonal Menu Preview” events.

Use Tripleseat Tickets to easily manage registrations and sell tickets online. This not only covers your food costs but also qualifies your leads—attendees who pay to taste your food are serious about booking.

4. Target Niche Markets & Specialized Diets

Generalists survive; specialists thrive. Differentiate your brand by targeting specific niches that align with current hospitality trends.

• Corporate Drop-offs: Focus on high-quality, sustainable packaging for “Lunch and Learn” meetings.
• Dietary Inclusivity: Create dedicated gluten-free, vegan, or keto menus.
• Hotel Partnerships: If you are a restaurant near a hotel without a kitchen, propose a partnership to become their exclusive catering provider.

5. Simplify Payments with PartyPay

Chasing checks is a thing of the past. Modern clients expect secure, digital payment options.

With Tripleseat PartyPay, you can collect payments instantly and securely. Whether it’s a 50% deposit upon booking or the final balance post-event, making it easy for clients to pay you increases cash flow and client satisfaction.

6. Upgrade Your Proposals

Your proposal is often the first tangible impression a client has of your brand. A plain text email or a black-and-white invoice doesn’t scream “premium experience.”

Use Tripleseat’s customizable document templates to send stunning, branded proposals that include high-res food photography, clear pricing, and your terms and conditions. A professional, digital proposal that can be e-signed in seconds builds trust and speeds up the closing process.

7. Master the Art of the Upsell

Upselling isn’t about being pushy; it’s about enhancing the guest experience. Train your team to offer logical additions during the planning process.

• “Would you like to add a coffee and dessert station for the afternoon slump?”
• “We can upgrade the disposable ware to china for a more formal feel.”

Track which upgrades sell best in your reports and make them a standard part of your pitch.

8. Build a Corporate Loyalty Program

Corporate clients are the bread and butter of reliable catering revenue. Reward their loyalty to keep them coming back.

Launch a simple “Catering Rewards” program. For example: “Order 5 lunch drops and get the 6th free” or “Spend $5,000 annually and receive a complimentary holiday party appetizer spread.” Use your CRM to track spend and automate follow-ups so you never miss a chance to celebrate a milestone with a client.

9. Focus on Sustainability

Sustainability is a major selling point for modern event planners. Highlight your eco-friendly practices in your marketing:

• Do you use compostable packaging?
• Do you source ingredients from local farms?
• Do you have a zero-waste food policy?

Make this clear on your TripleseatDirect ordering page and in your proposals. It can be the deciding factor for eco-conscious companies.

10. Follow Up Relentlessly (and Automatically)

The sale doesn’t end when the event is over. Post-event follow-up is crucial for retention.

Set up automated emails in Tripleseat to go out 48 hours after an event, thanking the client and asking for a review. Meaningful touchpoints keep you top-of-mind for their next event.

Ready to Grow Your Catering Business?

Increasing catering sales requires the right mix of delicious food, smart marketing, and powerful technology. Tripleseat gives you the tools to manage it all—from capturing leads and processing payments to analyzing data and managing events.

Take control of your catering growth today.

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