How to Maximize STR Revenue Through Upselling and Add-Ons
Upselling and offering add-ons are effective ways to increase revenue for your short-term rental (STR) while enhancing the guest experience. By providing value-added services or unique experiences, you can boost your property’s profitability without relying solely on higher nightly rates. This article explores practical strategies for implementing upsells and add-ons that align with guest expectations and preferences.
Why Upselling and Add-Ons Matter
1. Increases Revenue Per Booking
Add-ons generate additional income beyond nightly rates.
2. Enhances Guest Satisfaction
Thoughtful extras improve the overall experience and encourage positive reviews.
3. Differentiates Your Property
Unique offerings set your STR apart from competitors.
4. Encourages Repeat Bookings
Memorable experiences create loyal guests who return and recommend your property.
What to Upsell in Your STR
1. Early Check-In and Late Check-Out
Flexible check-in/out options cater to guests with non-standard schedules.
How to Offer It:
Charge a reasonable fee for early check-in or late check-out.
Mention this option in your listing or follow-up messages after booking.
Example Pricing:
$30 for early check-in (2-3 hours before standard time).
$50 for late check-out (2-3 hours after standard time).
Pro Tip:
Use automated messaging tools like Hospitable to notify guests about this option.
2. Enhanced Welcome Packages
Upgrade your standard welcome kit to include premium items.
Examples:
A bottle of wine or champagne.
Local snacks or artisanal treats.
Fresh flowers or a personalized welcome note.
Pricing Tip:
Offer tiered packages, such as a basic welcome kit for $25 and a deluxe version for $50.
Pro Tip:
Collaborate with local businesses to source unique, high-quality items.
3. Experiences and Activities
Curated experiences can make your STR stay unforgettable.
Examples:
Guided tours or outdoor activities (e.g., kayaking, hiking, wine tastings).
Cooking or art classes hosted by local professionals.
Seasonal experiences, such as holiday decorating workshops or beach bonfires.
How to Offer It:
Partner with local providers and include experience options in your welcome guide or pre-arrival emails.
Pro Tip:
Highlight these offerings in your listing to attract experience-driven travelers.
4. Premium Amenities
Upselling access to luxury features adds value to your property.
Examples:
Hot tub or pool access (if not included in the base rate).
Private parking spots in urban locations.
High-end coffee machines with specialty beans.
Pricing Tip:
Bundle premium amenities with other add-ons for higher perceived value.
Pro Tip:
Clearly explain the added benefits of these features in your listing or during booking communications.
5. In-Stay Services
Offering convenience-focused services enhances guest comfort.
Examples:
Mid-stay cleaning or linen changes.
Grocery delivery or meal preparation.
Babysitting services for families.
How to Offer It:
Provide these options as part of a pre-arrival questionnaire or booking confirmation email.
Pro Tip:
Use a network of trusted local vendors to ensure quality and reliability.
6. Pet-Friendly Perks
If your STR is pet-friendly, upselling pet-related services can attract animal lovers.
Examples:
Pet beds, bowls, and toys for $20 per stay.
Dog-walking or pet-sitting services.
Fenced yard access for an additional fee.
Pro Tip:
Include photos of your pet-friendly amenities in your listing to appeal to this niche audience.
How to Implement Upselling in Your STR
1. Use Pre-Stay Communication
Reach out to guests before their stay to promote add-ons and upgrades.
Best Practices:
Send a personalized email highlighting available options.
Use booking platform messaging systems to share upsell opportunities.
Provide a link to a digital menu of add-ons, such as a Google Form or dedicated website page.
Pro Tip:
Use enticing language, such as “Upgrade your stay with these exclusive options!”
2. Leverage Technology
Automation tools streamline the upselling process.
Recommended Tools:
Hostfully: Allows you to showcase upsells in a digital guidebook.
Lodgify: Integrates add-on options into the booking process.
Airbnb Add-Ons: Enable guests to choose extra services directly through the platform.
Pro Tip:
Track the success of upselling campaigns through these tools to refine your strategy.
3. Offer Discounts for Bundles
Bundling add-ons creates a sense of value and encourages guests to purchase more.
Example Bundle:
A romantic package with late check-out, a bottle of wine, and fresh flowers for $75.
Pro Tip:
Experiment with different combinations to see which bundles resonate most with your audience.
4. Showcase Value in Your Listing
Highlight add-ons in your listing description to capture guest interest early.
Example:
“Upgrade your stay with early check-in, gourmet welcome baskets, or guided hiking tours!”
Pro Tip:
Use professional photos to showcase premium amenities or curated packages.
How to Market Upsells and Add-Ons
1. Highlight Guest Benefits
Explain how each add-on enhances the guest experience.
Examples:
“Start your vacation early with a flexible check-in option for just $30!”
“Unwind after a long day with our exclusive wine and cheese package.”
Pro Tip:
Focus on the emotional value, such as relaxation, convenience, or adventure.
2. Use Social Media
Social media platforms are perfect for promoting your add-ons.
What to Post:
Photos and videos of premium amenities or curated experiences.
Guest testimonials praising the value of upsold services.
Seasonal promotions, like holiday-themed packages or summer activities.
Pro Tip:
Use Instagram Stories or Reels to showcase unique offerings in action.
3. Collect and Share Reviews
Positive feedback about add-ons builds trust and increases future sales.
How to Use Reviews:
Feature testimonials about specific upsells in your listing.
Share guest photos and stories on your website or social media.
Pro Tip:
Offer discounts on add-ons to guests who share reviews or social media posts.
Case Studies: Successful Upselling in STRs
1. Mountain Cabin in Colorado
Upsell: Private guided snowshoe tours.
Result: Added $500/month in revenue during the winter season.
2. Urban Loft in Chicago
Upsell: Late check-out and mid-stay cleaning.
Result: Increased revenue per booking by 10% on average.
3. Beachfront Condo in Florida
Upsell: Romantic packages with champagne and chocolates.
Result: Secured multiple honeymoon bookings and premium rates.
Common Mistakes to Avoid
Overcomplicating Options
Offering too many add-ons can overwhelm guests.
Solution: Focus on 3-5 high-impact upsells that appeal to your target audience.
Underpricing Add-Ons
Charging too little undervalues your offerings.
Solution: Research competitor pricing and highlight the benefits of your services.
Failing to Deliver on Promises
Low-quality add-ons lead to negative reviews.
Solution: Ensure all services meet or exceed guest expectations.
Conclusion
Upselling and add-ons are powerful tools for increasing revenue and enhancing the guest experience in your short-term rental. By offering thoughtful upgrades, leveraging technology, and promoting your options effectively, you can maximize profitability and create memorable stays that keep guests coming back. Start small, refine your approach, and watch your STR business grow.
