Use Your Knowledge to Upsell

February 26, 2013

Marketing

When managing your vacation rentals, you are in a unique position to use your knowledge of both your local area and the wishes of your guests to upsell. Before potential guests have committed to making a reservation, you may be able to persuade them to book by the end of the business day. There are clever and helpful ways to convince your guests to book extra nights and extend their stay, or upgrade to a more luxurious property. Here‘s how.

A clever incentive for booking immediately is a gesture that many smart guests would be thrilled to take advantage of. You could mention offhand that they can receive one night at half price or complimentary airport pickup is available to them, should they book and pay by the end of the day.

Pay close attention to clues contained in the e-mails you receive from interested parties looking for your vacation rental. Why are they coming to your town? If they mention their love of culture or their penchant for gourmet food and wine, use a local event such as Museum Month or Restaurant Week to pique their interest. If they are visiting family with children, perhaps you know about a nearby kid-friendly festival that kicks off a day or two after they‘ve organized to check out of your vacation rental. Our reservations always keep a web browser with all the current events happening in San Diego available for just these moments.

Another way to fill your home is to offer discounts for nights that will go unsold. If a renter is staying on dates where you have one or two night available before or after their stay, offer these nights to them at a good discount. This will make the renter feel that they are getting a great deal and help you make a little extra money.

Finally, should you own more than one luxury San Diego vacation rental, offer a great reason for an upgrade. If a reservation was made for a family, mention that a more spacious home with a large garden and easy walking path to the beach just became available, which might suit their purposes a little better.

Lastly, always track what works for you and what doesn’t.  We have found that offering a service to pick up guests from the airport results in a reservation over 80% of the times we offer this incentive!  Once you find what works for you, work with local companies to reduce your costs. We have worked with several shuttle companies offering there services to all of our guests in our homes and they have ,in exchange, given us a few free shuttle rides for our guests every month.

Don’t underestimate the value of the upsell!  Remember, you are in competition with every vacation home in your neighborhood. Make it a habit to try to offer your guests something they would not get from another vacation rental and watch you occupancy go up!

 

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About Greg

Greg is the owner of Pacific Coast Vacation Properties, a high end vacation rental management company located in San Diego, CA. He also owns a full service real estate brokerage company that helps owners buy vacation rental and commercial property. In his spare time, Greg volunteers for Habitat for Humanity and other charitable groups in San Diego.

View all posts by Greg

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