John: Hi folks my name is John and I’ll be serving you tonight and can I get you anything to drink?

Male Guest: Do you have a drink list?

John: Well actually our bartender, he can make just about anything rum and coke, martinis except he really can’t make anything frozen so.

Female Guest: I’ll just have water and can I get some lemon.

John: Yeah. Is everyone else can have water as well.

Male Guest: Well actually I’d like to have a glass of wine but if I could hear the specials first before I decide.

John: Okay. Well we’ve got three specials tonight and we got an appetizer of lime ravioli with marinara sauce. We have two entrees it’s a tuna served with vegetables and a shrimp served with asparagus and penne.

Male Guest: Tuna, I love tuna. Do you know how to prepare it?

John: Yeah it’s grilled and it’s served with a cherry balsamic reduction.

Male Guest: Sounds interesting.

John: Okay, well I’ll be back in a few to get your order for you I’m going to grab some lemons for you.

Male Guest: John, can we order and appetizer.

John: Yes sure what can I get you?

Male Guest: How is a ravioli? Oh that’s good. Okay I think we go with the ravioli then.

John: Okay, well ravioli it is and I’ll be back with those lemons.

Jane: Hello everyone welcome to Lorenzo’s my name is Jane and I’ll be the one taking care of you this evening.

Notice how the woman at the table set her menu down and made eye contact with Jane immediately that‘s a hint that she’s the leader of this meal.

Jane: And just to let you know that an addition to our full bar tonight are bartender is making a refreshing mojito. Its’ made with fresh mint leaves to make in rum and lime served in a chilled glass and crystallized sugar around the rim.

As you can see Jane’s first impression is quite different from John’s she attended to our table immediately and she approached the table with confidence knowing that this was going to be a great table. She didn’t let the fact that the table had a young girl influenced her approach to the table, unlike John, Jane started her presentation right away. She captured the guess the attention with her description of the mojito and is now describing wine options. She also made eye contact with the host or leader of the table, the leader is a great asset to you as the server, the leader will help guide the rest of the table through the meal and let you know through body language and subtle communication what the table needs.

Female Guest: A mojito sounds nice and refreshing and I think I’ll have one.

Jane: Okay.

Female Guest: I’m in the mood for wine; I think I’ll have your chardonnay.

Male Guest: And I think, I will have wine as well but I think I’ll wait here with the special are. Madeleine, Honey what do you want to drink?

Female Guest: A mojito.

Male Guest: That’s an adult drink how about a Shirley Temple.

Female Guest: Yeah, Shirley Temple.

Jane: Well just let me give you a brief tour of our menu at the top you’ll find our appetizers and our signature for bruschetta is made with fresh Italian bread and topped with roman tomatoes, fresh basil, garlic and parmesan-reggiano cheese and moving down our menu you’ll find our salad selection and all of our salads are served with our house made raspberry vinaigrette or poppy seed dressing.

Notice how Jane owns the menu, she clearly knows where everything is and can make recommendations this inspires confidence on the part of the customer and we’ll embolden them to order more rather than less.

Female Guest: Well, I think we’ll have to try the bruschetta and what’s everyone else think for a second appetizer the lamb ravioli.

Female Guest: I don’t know Madeleine is not a big lamb fan.

Jane: How about the spinach artichoke dip, it’s served with bagel chips and crusty baguette and most of your younger diners enjoy it

Female Guest: Yeah that sounds perfect.

Male Guest: The shrimp penne pasta with the asparagus sounded wonderful what kind of wine would you suggest with that?

Jane: Well, by the glass I would suggest our house pinot grigio but if you’re looking for something the entire table can enjoy the chef suggests the Penfolds Koonunga Hill Chardonnay from Southeast Australia, it’s a perfect compliment to the shrimp.

Male Guest: Let’s start with the pinot grigio.

Jane: All right, well, I will be right back with your drinks in just a moment.

Jane certainly owns the menu not only did she own it she’s sold it quite successfully, everyone at her table has ordered drinks and they ordered two appetizers the two that she suggested. Guest likes to try things on your recommendation. Just make sure you recommend something good.