1/ More from the misspent youth, Theory of Bartending, a bit more advanced here:

2/ Working the bar - motion, language, and vision
Years ago I developed my own theory of how a bartender affects the atmosphere of the bar and uses these tools to work better, smarter, and more profitably.

3/ After a long time, I have distilled these thoughts into three main components: motion, language, and vision.

Motion
The way a bartender moves on a bar communicates a lot of information to guests. Is he friendly? Is he competent? Is this a cool place to eat or drink?

4/ Does he have time to make me a cocktail or talk to me about brunello? Should I wait for a table or eat at the bar? Does he have time to get me a drink while I wait for a seat? These are important questions and, from a distance, are answered by the way you move.

5/ Furthermore, when you are busy the efficient use of steps and energy is hugely important. Two steps in the wrong direction means three to get back on track and now 4 that you totally wasted.

6/ In the course of a night this really adds up, taking away from your time to build sales that night and relationships for future business. And when there isn't enough time to begin with, any waste of it can really kill your night and your bank account.

7/ Make 20 bucks less a night and your down 4000 on the year. This stuff adds up.
To build a strong presence on the bar from the guests point of view, you really need to be aware of how you are moving. Be purposeful and efficient. Hustle but don't hurry.

8/ Think before you move. At any one time on a busy night, I know the next 5 things I'm doing. I know if I'm going left or right before I move. Every time I take a step in the wrong direction I feel it and make a note to be more on point.

9/ I try and keep a tally of what needs doing and am constantly trying to optimize my time. Should I do easy drinks before complex cocktails? Should I pour beers before wine?

10/ Is it worth a 5 second delay in refilling that wine on seat 5 so I can save time coming back to hand a menu to a standing guest?

11/ There is a lot of personal preference and what works to get a handle on, but being aware of it's importance and working on always improving definitely makes me more money over time. Even if you're not going to bartend forever, you may as well make more money tonight.

12/ There are times when you just can't move fast enough. It's a fact. The only thing you can do is stay focused. Everyone has had times when they just lost it on the bar. Not as in getting angry, but all the sudden you have no idea what to do next.

13/ All the sudden 5 trains come off the rails at once. It's at these times when you have to have discipline: stay calm, do one thing and get a handle on where you're at, do the next thing and plan just one thing next, then build it back up.

14/ If you've done a good job on your initial greets you have a lot of patience and trust built up on your bar. They KNOW you're gonna get there, and they're impressed.
Motion also applies to your mechanics. Make your drinks the same way, 2 people at the bar or 20.

15/ Build your orders the same way. Build good physical habits when it's slow, and when it's mobbed you don't have to think about it. Muscle memory will set in and you'll cruise through the rush. One thing about the rush, IT ALWAYS, ALWAYS ENDS.

16/ Language
The second big and basic tool is your language. Menu knowledge is the start of this, so you don't have to mentally construct the same answer to the same question over and over again. Speak to guests calmly, especially when it's busy.

17/ If you try and rush the conversation, they will naturally slow it down. Believe me. Learn ways of saying no without saying no. 'Can I have a Cabernet?' 'we have mostly Italian varietals, the Nebbiolo has similar body and structure and is a fabulous wine.

18/ I'll taste you on it to make sure you like it.' I've yet to meet a guest that can say no to that, and I've gone from a hangup to a little breathing room while I get his wine.

19/ 'can the chef make me spagetti and meatballs.' 'the tagliatelle is a really great tomato based meat sauce, and you can get either pork or beef meatballs on the side.' etc... When you do have to say no, do it with tact and compassion.

20/ 'i'm sorry we don't have gluten free pasta this evening, but we do have number of gluten free dishes that people really love, such as...'
Language is the most important part of the greet also. You essentially want a great elevator pitch.

21/ This applies to selling wine, dealing with guest problems, and all sorts of other things.

22/ When a guests complains that she thinks the swordfish is too fishy, politely and positively point out that both the eggplant and wood fired grill are meant to accenuate the seafood flavor of the fish. Most times, people complain because they expected something different.

23/ Point out, again tactfully, the positive aspect of how the dish differs from their expectation and why the chef does it and often they will find they quite enjoy it. As you learn these things, express it to guests when they order. Realign their expectations.

24/ The ignudi is a perfect example. If you don't take the time to explain to guests what TYPE of ravioli it is, their expectation causes them to not enjoy what is actually a wonderful dish.
You also need to modulate your food and wine descriptions for time.

25/ My greet while we're slammed is pretty nuts and bolts, but when it's slower I have a much more intricate and detailed pitch. Both hit the main points, and I usually try and use all my spare time for selling. Turning those wasted steps into bigger tips.

26/ I can't spend ten minutes talking up the Barolo while I have 6 guests that just sat at the bar, but that doesn't mean I don't have a pretty good quick answer that gives me as good a shot at the sale as I'm gonna get given how busy it is.

27/ I try and be a good conversationalist, but I'm also able to excuse myself in a friendly way so that I can attend to another guest, load the dishwasher, or make drinks for service.
Reading the guest is also key.

28/ Some people want a thorough description of everything, but if you're into your additions and they're rolling their eyes then keep it short and sweet.

29/ Where a bartenders motion answers a lot of questions from afar and instills a sense of efficiency, his or her language reinforces that and helps steer guests into trusting that you will get them what they want and in a timely fashion.

30/ Vision
Vision is what ties it all together and steers the ship. See the whole bar, especially when it's busy.

31/ I'm constantly snatching glances of half full water glasses, empty bread boards, untouched food, waiting guests, menus on the bar, empty glasses on the dishwasher, tickets in the service printer, etc... This is the only way you can organize your service efficiently.

32/ You simply cannot succeed seeing one thing, doing it, then looking for another. It is also, obviously, hugely important to be watching guests. As soon as they need something their eyes will look for you.

33/ Early in my career, I'd look up when I was busy and realize that someone had been trying to pay for 10 minutes, or there was a new guest at the bar, or someone didn't have a fork, or whatever.

34/ Again, the point is that we get very busy, we can't ever afford to have our heads down.
Eye contact and a smile will buy you some time with a waiting guest. This is the same concept as the greet. If they know you see them, they are content to wait.

35/ It is obvious you are busy. If they stare at you for 5 minutes with no response, later they will tell the manager it was 15. Believe me. Vision tells you where you need to go next. Vision gives you an idea if your language is working or needs adjustment.

36/ Vision sends a message to guests that you know what you're doing and you'll be there soon.
Years ago I got some advice from an old bartender. I'd landed a job at a bar that was out of my league, and I knew it.

37/ I was just getting started there and asked him how to be a good bartender. He said, 'light cigarettes, talk to people, and empty ashtrays.' It seemed a little weak in the advice department, and i told him so, but years later i figured it out.

38/ Emptying ashtrays kept me moving up and down the bar, talking to guests got me into the game, and, if I could spot a guy on the other side of the bar that needed a light, I could spot everything in between.

Motion, language, and vision.