The 6 Best Small Café Merchandising Tips

So, you've started your dream business and opened up a café all of your own. You've promoted your business in the local community, advertised on social media, used outdoor signage to attract café footfall. Customers are coming in. Life is good.

But there's one small problem:

Once you've got people through the door, how do you get them to spend more with you?

People are coming in to check out the place, but tend to leave just with one small coffee. You need to stay on top of overheads, and maximise every interaction.

Put simply, you need to sell more, and fast.

That's why we created this list of the 7 best tips for small cafe merchandising. These tips will help you succeed and make the most of every sale. Read on to find the answers...

1. Make your food offerings irresistible
2. Boost impulse buys
3. Figure out what to sell
4. Make items visible and accessible
5. Cross-merchandise complementary items
6. Offer extras to drinks customers
7. Consider new cafe layout ideas

1. Make your food offerings irresistible

• Use attractive display stands around the till. This way, customers will see the available snacks easily when they're waiting to order and pay for their drinks.
• Advertise prices clearly with ticket clips to make it easier for them to make that last-minute purchase decision.
• Put stunning imagery of your tastiest treats on posters and digital signs to get their mouths watering!

2. Boost impulse buys

Sell small, high-appeal extras (think artisan crisps, chocolates or biscuits) near the queue and checkout, where customers naturally pause. Choose items with broad appeal and relatively low cost - this will ease decision-making and increase basket size. Use eye-level, countertop-friendly displays such as acrylic shelves and tubs. Simple setups that catch the eye without cluttering the space.

Add clear, inviting signage with concise messaging like “Treat yourself!” or “Perfect with your drink” to subtly nudge purchases. Rotate seasonal or limited-edition items regularly (like mini mince pies around Christmas or lemon drizzle bites in spring) to create a sense of urgency and novelty.

3. Decide what to sell in a café

Need extra ideas on what to sell in your cafe to bump up the profits? The standard coffee and cakes aren't always enough - try a few of these fresh ideas to get extra cash in your till!

• Branded merchandise - Loyal customers who love the vibes in your café might want to buy a cute t shirt, tote bag, or reusable coffee cup. Not only does this bring in extra revenue, this means that customers are doing your advertising for you!
• DIY coffee kits – bundles including beans, filters, and brewing guides for customers to recreate their favourite drinks at home
• Workshop tickets – classes on latte art, home brewing, or baking, which also deepen customer loyalty.
• Locally made goods – partner with artisans to sell jams, honey, candles, or ceramics, giving customers unique gift options.
• Pet-friendly treats – such as biscuits and toys for dogs, ideal if your café welcomes four-legged visitors.

4. Make items visible and accessible

Use your café interior wisely and ensure that all your merchandise and food products are all accessible, or at least easily visible, from the queuing area. When customers are biding their time waiting to get their coffee, this is the moment that they're most susceptible to making additional purchase decisions. This makes it the perfect time to entice them with extras using your café displays, and increase your sales!

5. Cross-merchandise complementary items

Put related items next to each other in your café merchandising displays. This will make it more likely that customers will buy both.

You can show coffee beans with coffee grinders, cafetieres, and mugs. You can also place dump bins of crisps in front of your sandwich display.

6. Offer extras to drinks customers

This is a simple adjustment that could make a huge difference if you're not already doing it. When customers come in for a drink, make sure you, or your staff, always ask them if they want any cakes, brownies or sandwiches.

Sometimes, using specific terms helps. Instead of saying, "Would you like anything else?", try asking about a chocolate brownie. This can make them think, "Yes, I would like a chocolate brownie!".

Furthermore, you can upsell your customers on their drinks by asking if they would like an extra shot of coffee, or any flavoured syrups.

7. Consider new cafe layout ideas

A well-considered layout can significantly influence how customers experience your café and how effectively you showcase your merchandise.

Aim for a clear, welcoming flow from the entrance to the counter, ensuring that best-selling items and impulse-buy products are placed where customers naturally pause.

Allow space for grouping complementary items together for maximum merchandising impact.

Seating areas should feel inviting but not cramped, allowing easy movement for both customers and staff. Thoughtful use of lighting, signage and display units can subtly guide people through the space, making your café both functional and visually engaging.

I hope this list has made you think about how to use your café merchandising space wisely. This way, you can make every customer count. While some of these adjustments might seem simple or small, they can have a significant impact on your income going forward.

Good luck, and happy merchandising!