How to Use Upselling and Add-Ons to Boost STR Revenue
Upselling and offering add-ons are powerful strategies to increase revenue for your short-term rental (STR). By enhancing the guest experience with value-added services and amenities, you can create memorable stays while maximizing your income. This article explores practical tips for implementing upselling strategies and add-ons that appeal to your target audience.
Why Upselling Matters
1. Increases Revenue
Add-ons and upgrades generate additional income beyond nightly rates.
2. Enhances Guest Experience
Guests appreciate thoughtful extras that make their stay more convenient and enjoyable.
3. Builds Guest Loyalty
Positive experiences encourage repeat bookings and word-of-mouth referrals.
4. Differentiates Your Property
Unique offerings set your STR apart from competitors.
Types of Upselling and Add-Ons for STRs
1. Early Check-In and Late Check-Out
Offering flexible check-in and check-out options appeals to guests with unpredictable schedules.
How to Implement:
Charge a small fee for early arrivals or late departures.
Use automated messages to offer these options during booking or closer to check-in.
Pro Tip:
Mention this option in your listing description to attract more bookings.
2. Welcome Packages
Enhance the first impression with curated welcome packages.
Ideas for Welcome Packages:
Basic: Bottled water, snacks, and a local map.
Premium: Local wine, artisanal cheese, and a handwritten note.
Themed: Seasonal items like hot cocoa kits in winter or sunscreen and flip-flops in summer.
Pro Tip:
Cross-link to “How to Create a Memorable Guest Experience for Your STR” for more personalization tips.
3. Pet-Friendly Amenities
If your property is pet-friendly, upsell pet-specific amenities.
Examples:
Pet beds, bowls, and toys.
A pet welcome kit with treats and waste bags.
Access to a fenced yard or nearby dog parks.
Pro Tip:
Charge a pet fee to cover additional cleaning costs and amenities.
4. Activity Packages
Help guests plan their stay by offering packages tailored to local attractions.
Examples:
Ski passes and gear rentals for winter destinations.
Guided hiking tours or trail maps for outdoor enthusiasts.
Wine tastings or brewery tours for foodies.
Pro Tip:
Partner with local businesses to provide discounted or exclusive packages.
5. Food and Beverage Services
Offering dining options makes your STR more convenient for guests.
Ideas for F&B Services:
Pre-stocked groceries or meal kits.
Breakfast baskets with pastries, juice, and coffee.
Private chef services for special occasions.
Pro Tip:
Use delivery apps or local caterers to streamline these services.
6. Equipment Rentals
Provide items that guests may need but don’t want to bring.
Examples:
Bicycles, kayaks, or paddleboards for outdoor activities.
Baby gear like cribs, strollers, or high chairs for families.
Beach equipment like umbrellas, chairs, and coolers.
Pro Tip:
Include these offerings in your welcome guide and website for easy access.
7. Seasonal Decor and Experiences
Tailor your property to the season with themed add-ons.
Examples:
Winter: Hot cocoa kits, holiday decor, or sled rentals.
Summer: BBQ setups, pool toys, or outdoor movie nights.
Fall: Pumpkin carving kits, cider, or cozy blankets.
Pro Tip:
Update your listing photos to showcase these seasonal features.
How to Offer Upsells and Add-Ons
1. Use Booking Platforms
Leverage the upselling features of platforms like Airbnb or Vrbo.
How to Offer Add-Ons:
Use Airbnb’s “Experiences” feature to promote local tours or classes.
Include optional services like cleaning or grocery delivery during the booking process.
Pro Tip:
Highlight add-ons in your listing description to entice potential guests.
2. Promote Through Email Marketing
Email is an effective way to communicate upselling opportunities before guests arrive.
What to Include in Emails:
Exclusive packages or discounts for pre-booked add-ons.
Seasonal promotions, such as holiday decor or event tickets.
Recommendations for local experiences that complement their stay.
Pro Tip:
Use tools like Mailchimp to automate and personalize email campaigns.
3. Incorporate in Your Welcome Guide
Include information about upsells and add-ons in your welcome guide.
What to Highlight:
Details about available packages, services, and pricing.
Instructions for booking or purchasing add-ons during their stay.
Pro Tip:
Use QR codes linking to booking pages for added convenience.
4. Partner with Local Businesses
Collaborations with local vendors can expand your offerings without additional effort.
Partnership Ideas:
Discounts on spa treatments or fitness classes for guests.
Exclusive access to local tours, restaurants, or events.
Revenue-sharing agreements for promoting their services.
Pro Tip:
Cross-link to “How to Partner with Local Businesses to Boost STR Revenue” for more ideas.
Pricing Strategies for Upsells and Add-Ons
1. Keep Prices Competitive
Research local options to set fair and attractive prices.
How to Price:
Charge slightly less than nearby providers to offer better value.
Include a small markup for services booked through you.
Pro Tip:
Offer bundled packages to encourage higher spending.
2. Highlight Value, Not Cost
Focus on how the add-on enhances the guest experience.
Examples:
“Upgrade your stay with a curated wine and cheese basket for just $25!”
“Skip the hassle of groceries—let us pre-stock your fridge for $50.”
Pro Tip:
Use persuasive language in your listings and emails to emphasize benefits.
3. Offer Discounts for Early Booking
Encourage guests to book add-ons before arrival.
Examples:
“Book your guided hike now and save 10%!”
“Pre-order our breakfast basket for just $15 (regularly $20).”
Pro Tip:
Highlight these offers in pre-arrival messages or during the booking process.
Tracking the Success of Upselling
1. Monitor Add-On Sales
Track how often each add-on or service is purchased.
What to Measure:
Total revenue from upsells.
Popularity of specific add-ons.
Seasonal variations in sales.
Pro Tip:
Adjust your offerings based on demand and guest feedback.
2. Gather Guest Feedback
Ask guests about their experience with the add-ons.
How to Collect Feedback:
Include questions in follow-up surveys.
Monitor reviews for mentions of upsells or additional services.
Pro Tip:
Use feedback to refine or expand your offerings.
Case Studies: Successful Upselling
1. Beachfront Condo in Florida
Upsells Offered: Beach equipment rentals, pre-stocked groceries, and guided boat tours.
Result: Increased average booking value by 25% and received positive guest reviews for convenience.
2. Mountain Cabin in Colorado
Upsells Offered: Hot cocoa kits, snowshoe rentals, and firewood delivery.
Result: Boosted winter revenue by 30% with high satisfaction scores.
3. Urban Loft in New York City
Upsells Offered: Breakfast baskets, discounted Broadway tickets, and local walking tours.
Result: Attracted more last-minute bookings with exclusive add-ons.
Common Mistakes to Avoid
Overloading Guests with Options
Too many choices overwhelm guests.
Solution: Curate a small selection of high-value add-ons.
Failing to Promote Upsells
Guests won’t book what they don’t know about.
Solution: Highlight add-ons at every stage of the booking process.
Pricing Add-Ons Too High
Overpriced add-ons deter bookings.
Solution: Research competitive pricing and emphasize value.
Conclusion
Upselling and offering add-ons can significantly boost your STR revenue while enhancing the guest experience. By tailoring offerings to your audience, promoting them effectively, and partnering with local businesses, you can create memorable stays that guests are happy to pay extra for. Thoughtful upselling not only increases income but also sets your property apart in a competitive market.
