How to Plan a Restaurant Marketing Campaign
Plan a restaurant marketing campaign by choosing one goal, the right offer and channels, smart timing, and simple tracking to prove results.
Measurable, Time-bound, Repeatable
A restaurant marketing campaign is a focused plan to drive a specific result - over a specific time period - using a clear message and a few chosen channels. Instead of posting when you remember or running random discounts, a campaign is built around one goal, one offer or message, and a defined start and end date. The point is to create enough repetition and clarity that guests notice it, understand it quickly, and take action.
Think of it like a mini playbook you can run on purpose. For example, your goal might be more traffic on slow weeknights, higher takeout orders, more catering leads, or more repeat visits. A good campaign is measurable, time-bound, and repeatable. Measurable means you can point to numbers like orders, guest counts, conversion rate, or redemptions. Time-bound means it runs for a set window (like 7, 14, or 30 days) so you can evaluate it. Repeatable means once you find what works, you can run it again - maybe with a better photo, a tighter offer, or a smarter schedule - without reinventing the wheel every time.
If you can answer these three questions, you're already thinking like a campaign planner -
1. What do I want to happen? (the goal)
2. Why should a guest care right now? (the hook/offer/message)
3. How will I know it worked? (the KPI)
Start With One Clear Goal
Most restaurant marketing campaigns fail for a simple reason - they try to do too much at once. If your campaign is "promote the new menu item, increase weekday traffic, grow catering, and boost reviews," you'll end up with scattered messaging and weak results. The fix is to pick one primary goal and build everything around it. When the goal is clear, your offer is easier to choose, your channels are easier to prioritize, and your results are easier to measure.
Start by choosing the outcome that matters most right now. Common restaurant campaign goals include -
- Increase traffic on specific days or dayparts (MonThu dinners, late night, lunch)
- Grow takeout/delivery orders (especially for off-premise-heavy concepts)
- Raise average check (add-ons, bundles, beverage attachment, dessert)
- Drive repeat visits (loyalty signups, bounce-back offers, VIP list)
- Build catering or group orders (office lunch, schools, events)
- Increase awareness locally (new location, new concept, new neighborhood)
Once you choose the goal, select one primary KPI that tells you if you won. Keep it simple. If the goal is weekday traffic, your KPI might be guest counts or transactions on those days. If it's delivery growth, it might be delivery orders or off-premise sales. If it's higher check average, it might be average ticket or add-on attachment rate. Then add 1-2 supporting metrics that explain what happened (for example - promo redemptions, click-through rate, loyalty signups, or catering inquiries).
Next, define who the campaign is for. "Everyone" is not a target. A campaign works best when it speaks to a specific guest need. Examples - nearby office workers who want a fast lunch, families who need an easy weeknight dinner, sports fans looking for game-day bundles, or regulars who haven't visited in a month. Your target influences everything - your offer, your wording, your timing, even the photo you choose.
Finally, write a one-sentence campaign brief before you create anything -
"Over the next [time period], we will drive [goal] from [audience] by promoting [offer/message] on [channels], measured by [primary KPI]."
If you can't write that sentence clearly, the campaign will feel messy when you launch it.
Pick the Right Campaign Type for Your Goal
Once you have one clear goal, the next step is choosing a campaign type that naturally fits that goal. Restaurant owners often jump straight to "let's run a discount," but discounts are only one tool - and not always the best one. The right campaign type makes your offer feel logical, your message easier to understand, and your results more predictable.
Here are four practical campaign types, when to use each one, and what they're best at.
1) Traffic-Driver Campaigns. Use this when your main problem is inconsistent traffic - especially on specific days or dayparts (like slow weeknights or lunch). These campaigns focus on urgency and convenience- "Here's a reason to come in this week."
Typical tactics -
- Daypart-specific offers (weekday lunch special, late-night combo)
- Limited-time bundles (family meal, game-day pack)
- Local event tie-ins (nearby games, concerts, school events)
- In-store signage + Google visibility to capture nearby intent
What it's best for - filling seats, smoothing out slow periods, and increasing transactions.
2) Sales-Driver Campaigns. Use this when traffic is okay but sales are flat - or when you want to grow revenue without relying only on more guests. These campaigns push the right items and behaviors- add-ons, upgrades, bundles, and high-margin choices.
Typical tactics -
- Bundles that raise check average (entree + side + drink)
- Add-on prompts (dessert, beverage, extra protein)
- Limited-time items with a clear hook (seasonal flavor, new drop)
- Value-add promos (free upgrade, bonus item) instead of a deep discount
What it's best for - raising average ticket, improving mix, and protecting margins.
3) Retention Campaigns. Use this when you have a strong base of customers but visits are inconsistent. Retention campaigns are usually cheaper than acquisition because you're marketing to people who already know you.
Typical tactics -
- Loyalty sign-up push (bonus points, free item after first scan)
- Win-back offers for lapsed guests (valid 7-14 days)
- VIP list for early access to specials or drops
- Bounce-back receipts or post-visit SMS
What it's best for - repeat visits, predictable demand, and building a customer list you control.
4) Brand-Building Campaigns. Use this when you need stronger local awareness or you're competing in a crowded category. These campaigns aren't about "today's deal" - they're about why you're worth choosing.
Typical tactics -
- Signature item spotlight (your one thing people crave)
- Behind-the-scenes content (prep, quality, sourcing, team)
- Community involvement (local partnerships, events)
- Reviews and user-generated content as social proof
What it's best for - long-term demand and higher trust - especially for new or growing restaurants.
Choose the type that matches your goal, then build the offer and channels around it.
Offer, Message, and Creative That Convert
Now you're ready to build the "engine" of the campaign - the offer, the message, and the creative. This is where restaurant campaigns usually win or lose. If the offer is confusing, the message is crowded, or the creative doesn't show the value fast, guests scroll past - even if your idea is good.
Start with the offer - discount vs. value
A strong offer answers one question. "Why should I order today?" You have four reliable options -
1. Discount (use carefully) - Great for quick traffic, but can train guests to wait for deals. Keep it simple (e.g., "$5 off $25") and time-bound.
2. Value-add (often better than discounts) - Instead of cutting price, add something - free side, free upgrade, bonus item, or double points. Guests feel value without you giving away margin.
3. Bundle (best for raising check average) - Bundle a popular item with high-margin items (drink, side, dessert). Make it easy to understand and easy to ring up.
3. Limited-time item (best for buzz) - A seasonal special or new drop works when the product is genuinely appealing and your visuals are strong.
Pick one offer and keep it consistent across channels.
A campaign message should be one audience + one promise + one action. Avoid cramming in details. Use this simple structure -
1. Who it's for. "Busy weeknights," "lunch breaks," "game-day," "family dinner"
2. What you get. The offer, in plain language
3. Why now. Limited time, specific days, limited quantity
4. What to do. Order online, show code, mention promo, join loyalty
Example - "Weeknight dinner solved- Family Bundle feeds 4. Available Mon-Thu. Order online in 2 minutes."
Make the creative do the heavy lifting
Restaurant creative should communicate in 2 seconds. Use a checklist -
- Show the food clearly (bright, close-up, appetizing)
- Make the offer visible (headline text on the image helps)
- Keep words minimal (short headline + short CTA)
- Use consistent branding (colors, logo placement, tone)
- Match the channel (vertical for stories, square for feeds, wide for Google/website)
Also make sure your operations can deliver what you're promoting. If you're pushing a bundle, confirm portioning, prep levels, packaging, and POS buttons are ready. If the guest experience is messy, the campaign won't be repeatable.
Timing, Seasonality, and a Simple Calendar
Timing is what turns a "good idea" into a campaign that actually moves numbers. The goal isn't to market nonstop - it's to run the right campaign at the right moment, long enough for guests to notice it, but not so long that it gets stale.
Start by looking at when you need help most -
1. Slow days - typically Mon-Thu dinners, mid-afternoon, or late night
2. Slow dayparts - lunch can be weak for some concepts; weekends can be strong but chaotic
3. Weather/local patterns - rain can lift delivery; heat can lift beverages; school schedules change traffic
4. Local events - sports games, concerts, festivals, school events, and office rhythms can create predictable spikes
A campaign works best when it has a clear "job." Example - if Tuesdays are consistently soft, don't run your offer all week - make it a Tuesday anchor so guests learn the pattern.
Most restaurant campaigns fit into one of these windows -
7 days - quick test, short urgency, best for a single promo or new item
14 days - enough time to build awareness and optimize creative
30 days - best for a bigger goal (loyalty push, catering lead gen, local awareness)
If you're new to campaigns, start with 14 days. It gives you time to adjust without dragging on.
Plan around seasonality without overcomplicating it
You don't need a perfect annual plan - but you do need to respect the calendar. A few high-impact moments -
January - value and "fresh start" habits
Spring - patio season, lighter items, sports playoffs
Summer - travel shifts, heat-driven dayparts, beverages
Fall - back-to-school routines, catering and group orders start to ramp
Holiday season - parties, gift cards, limited-time specials, heavy catering
Your campaign should match what guests are already thinking about.
Build a simple 30-60 day campaign calendar
Keep it basic. Create a calendar with -
- One primary campaign theme per month (traffic, check average, loyalty, catering, awareness)
- One featured offer per 2-4 weeks
- Weekly "support" moments (like a Tuesday deal or weekend bundle)
- Launch and end dates (so you can measure clearly)
Example structure
1. Week 1-2. Weeknight traffic bundle (Mon-Thu)
2. Week 3-4. Loyalty signup push (bonus points)
3. Ongoing. Google profile posts + in-store signage
When timing is intentional, your marketing feels consistent - and your results become easier to repeat and improve.
Channels and Budget Allocation
Once you know what you're running and when, pick where the campaign will show up. The mistake most restaurants make is spreading the message across too many channels with too little effort in each. A better approach is to start with the channels you control, add one or two paid channels if needed, and make sure everything points to one clear action.
1) Owned channels - Owned channels are the highest leverage because they're low-cost and consistent -and they reach people already close to buying.
In-store signage - Counter tents, window clings, table tents, receipts. Great for converting current guests into repeat guests.
Google Business Profile - Posts, photos, offers, Q&A. This captures high-intent searches like "pizza near me."
Website/ordering page - Homepage banner, pop-up, featured items, and a clean landing page if you're running a bigger promo.
Email + SMS - Best for repeat visits, win-back campaigns, and daypart pushes. Keep messages short and action-driven.
Loyalty app/program - Bonus points, limited-time rewards, and members-only offers.
If you only have time for a few, prioritize in-store + Google + your ordering page - those touch guests closest to purchase.
2) Paid channels - Paid channels help when you need new customers, faster scale, or more consistent volume.
Paid search (Google Ads) - strong for "near me" intent and brand protection.
Paid social (Meta/TikTok) - best for awareness, retargeting, and promoting strong food visuals.
Delivery marketplaces - useful for off-premise campaigns, but watch fees and margin impact.
Start small and scale what works. If you can't track results, don't increase spend.
3) Earned channels - Earned channels build credibility and reduce the cost of future marketing.
Reviews - ask consistently, respond professionally; highlight recent reviews in your content.
User-generated content - repost guest photos, creator mentions, and community shoutouts.
Local partnerships - schools, offices, gyms, apartment complexes, and community groups.
Use a basic split -
- 70% on the channels already performing (keep the engine running)
- 20% on testing one new channel or creative angle
- 10% on experimental ideas (new audiences, new formats)
If you're running a lean budget, you can still run effective campaigns by leaning into owned channels and keeping the message consistent everywhere.
Set Up Tracking Before You Launch
If you don't set up tracking before the campaign starts, you'll end up guessing whether it worked. Tracking doesn't need to be complicated, but it does need to be intentional. The goal is to connect your campaign to a measurable outcome - so you can repeat what works and stop what doesn't.
Choose one primary way to attribute results -
1. Promo code (best for discounts and online orders) - Use a unique code for each campaign or channel (e.g., WEEKDAY10, LUNCHBUNDLE). Keep it short so staff and guests can use it easily.
2. POS button or item tag (best for bundles and in-store campaigns) - Create a specific button for the offer so every redemption is recorded consistently.
3. Link tracking / UTM links (best for digital) - Use trackable links for email, SMS, paid ads, and social. This helps you see clicks and conversions separately by source.
4. Landing page (best for larger campaigns) - A dedicated page with the offer, photos, and one CTA can improve conversion and simplify tracking.
You don't need all of these. Pick the one that matches how guests will redeem.
Define what you'll measure daily vs. weekly
Campaigns perform best when you monitor a few numbers consistently. Split them into two levels -
Daily checks (quick health indicators)
Redemptions (promo code usage or POS button counts)
- Orders/transactions during targeted times (e.g., Mon-Thu dinner)
- Ad performance basics if you're running paid (spend, clicks, cost per click)
Weekly checks (ROI and behavior) -
- Sales lift vs. your baseline (compare to the last 4 weeks, same daypart)
- Average ticket and item mix (did check average rise or fall?)
- Repeat visits / loyalty engagement (signups, scans, redemptions)
- Margin impact (discount cost, food cost impact, marketplace fees)
Restaurants naturally swing based on weather, events, and seasonality, so use a baseline -
- Compare campaign weeks to the same weekday/daypart from the previous 3-4 weeks
- If possible, compare to the same period last year
- Note any one-off drivers (local event, big catering order, weather spike)
Build a simple campaign scorecard
Before launch, write down -
- Primary KPI target (example. +12% transactions on Tues/Wed dinners)
- Budget (if any)
- Offer cost (discount/value-add)
- Expected break-even point (how many redemptions/orders justify the effort)
When the campaign ends, you should be able to answer - Did we hit the goal, and what should we change next time? If you can't, the tracking wasn't set up clearly enough.