Most restaurant owners know they need a POS system, but that doesn’t mean they’re excited to learn about it. With tight margins, staff shortages, and day-to-day fires to put out, understanding POS technology isn’t at the top of their to-do list – especially if it feels complicated or disruptive.
The challenge isn’t just explaining what a POS does; it’s making the information relevant, digestible, and actionable. Instead of overwhelming them with a laundry list of features, connect the dots between their biggest frustrations and how a modern POS can fix them. The goal isn’t to sell – it’s to make their lives easier. Here’s how.
Here’s how to do it effectively.
1. Start with Their Pain Points, Not Tech Specs
Most restaurant owners don’t care about the technical specs of a POS system; they care about how it fixes their problems. Instead of listing features upfront, start with common challenges they face:
Lost or incorrect orders due to poor communication between front-of-house and kitchen.
Long wait times and slow service from manual processes.
High delivery commissions cutting into profits.
Inventory issues leading to unexpected stockouts of key ingredients.
Once they recognize these problems, position the POS as the solution.
Instead of saying:
"This system offers automated real-time inventory tracking."
Say:
"You’ll never run out of your best-selling dish without knowing in advance."
2. Keep It Simple and Visual
Many restaurant owners aren’t tech-savvy, and they don’t have time to read through long feature lists. To make learning easier:
Use screenshots and videos instead of long descriptions. Show them the POS interface in action.
Compare their current workflow vs. an improved workflow with a POS.
Keep it short and structured – avoid long paragraphs or tech-heavy explanations.
Example: Instead of explaining how order routing works, show them:
Without POS: A server writes an order, takes it to the kitchen, and sometimes forgets modifications.
With POS: The order instantly appears on the kitchen display, including special requests.
Seeing a clear before-and-after comparison makes the benefits much more tangible.
3. Break It Down Step-by-Step
Instead of overwhelming them with everything at once, walk them through the key components in an easy-to-follow structure:
What is a POS? (A system that manages orders, payments, and reporting.)
Why does it matter? (Faster service, fewer errors, better profitability.)
What should they look for? (Delivery integrations, menu syncing, reporting tools.)
By building understanding gradually, they’ll feel more comfortable exploring specific features that matter to them.
4. Speak Their Language, Not Tech Jargon
Restaurant owners care about day-to-day operations, not technical terminology. Avoid confusing terms like API integrations, cloud-based architecture, or omnichannel order routing. Instead, explain in practical, real-world terms.
Instead of “automated data sync”, say “your menu updates across all platforms instantly.”
Instead of “third-party API integration”, say “your UberEats and DoorDash orders show up in one place.”
Using clear and relatable language makes it easier for them to see the value of the POS without feeling overwhelmed.
5. Offer Hands-On Learning, Not Just Sales Pitches
No one wants to sit through a generic sales pitch. Instead, make the learning experience interactive and engaging:
Offer a free trial or guided demo so they can test the system firsthand.
Provide mobile-friendly training materials so they can learn at their own pace.
Give one-on-one onboarding support to answer questions without pressure.
Letting them experience the system in action builds confidence and makes them more likely to adopt it.
6. Highlight Success Stories and Testimonials
Restaurant owners trust other restaurant owners more than they trust sales reps. Instead of just talking about what the POS can do, showcase real results from similar businesses.
Example: "After switching to this POS, a local pizzeria reduced order errors by 40% and increased delivery efficiency by 25%."
Hearing how others solved the same problems makes them more willing to consider a POS upgrade.
7. Emphasize Time and Cost Savings
For many restaurant owners, cost is a major concern. Instead of just listing features, frame them in terms of how much time and money they’ll save:
Time savings – "A POS eliminates manual order entry, saving your staff 10+ hours per week."
Cost efficiency – "Reducing order mistakes can save you thousands of dollars in wasted ingredients."
By focusing on ROI (Return on Investment), you make the decision a financial no-brainer.
8. Show How It Reduces Delivery Commissions
Many restaurants rely on third-party delivery platforms like UberEats and DoorDash, but the 30% commission fees cut deep into profits. Educate them on how a POS can help:
Optimize pricing – Sync prices across platforms to ensure they make a profit.
Better order management – Avoid delays or incorrect orders that lead to refunds.
Encourage direct orders – Use a built-in online ordering system to bypass third-party fees.
Framing the POS as a tool to take back control from delivery platforms makes it even more appealing.
9. Address Their Biggest Concerns Upfront
Many restaurant owners hesitate to switch to a POS because of fear of change or hidden costs. Be proactive in addressing their concerns:
“Isn’t switching too complicated?”
“The system is intuitive, and we provide full onboarding support to make the transition smooth.”
“Is this too expensive?”
“In just a few months, the system typically pays for itself by reducing errors and increasing efficiency.”
By tackling objections before they even ask, you build trust and remove barriers to adoption.
10. Keep Support Ongoing, Not Just at Sign-Up
Educating restaurant owners doesn’t stop after they sign up. To ensure long-term success:
Provide easy-to-access training materials for staff.
Offer ongoing customer support to answer questions.
Send regular updates on new features and improvements.
A great POS provider builds relationships, helping restaurant owners grow their business, not just sell them software.
Educating restaurant owners about POS systems doesn’t have to be overwhelming. By keeping it simple, relatable, and results-driven, you make it easy for them to see the value.
Start with their biggest pain points.
Use clear visuals and real-world examples.
Offer hands-on experience and personalized support.
Focus on how it saves them time and money.
When restaurant owners understand how a POS makes their life easier, they’ll be ready to invest – not because they feel pressured, but because they see the real benefits for their business.
