Increase revenue per booking before the guest arrives at the front desk

Increasing revenue before a guest checks in is one of the most effective strategies for maximizing a hotel's profitability.

​

Offering room upgrades, improvements in the stay plan, and the sale of additional services not only increases the average ticket, but also improves the guest experience. Here are some key tips to optimize these sales opportunities.

​

​

Best practices to encourage upgrades and cross-selling

​

1. Present attractive options clearly and visibly

​

The guest should be able to easily visualize the options to improve their reservation in the purchase process. To do this, it is key:

​

• Use high-quality images and persuasive descriptions.

• Show the tangible benefits of the upgrade (more space, better views, exclusive services).

• Include transparent prices and clear differentials between room categories or plans.

​

​

2. Offer incentives and promotions

​

Guests are more likely to choose an upgrade or an additional service if they perceive added value. Some effective strategies include:

​

• Offer discounts for early upgrades. For example, this is the strategy followed by airlines during the booking process: the upgrade is cheaper when purchased online than at the airport.

• Include extra benefits. Some hotels offer free access to the spa or breakfast included in certain upgrades, encouraging the choice of premium options.

• Use tiered pricing. Displaying gradual prices helps customers visualize the value of the next level, increasing conversions.

​

​

3. Personalize offers according to the guest profile

​

Using data on customer preferences and behavior allows you to create personalized and more effective offers. Some ways to segment include:

​

• Previous booking history. A guest who has booked a suite in the past might be interested in a similar upgrade.

• Type of trip. A business traveler might value access to the VIP lounge or transfer service, while a family might benefit from a larger room.

• Previous interactions with the hotel. If a guest has shown interest in the spa on previous visits, offering a discount on treatments can increase conversion.

​

​

4. Leverage communication at different stages of the customer journey

​

It is not enough to show the options at the time of booking. It is key to reinforce the offer at different times:

​

• Before arrival: sending pre-stay emails with exclusive offers. This strategy is similar to that used by airlines such as Emirates or Delta, which send reminders about class upgrades before the flight.

• During online check-in: giving the option to improve the stay with a single click, as do companies like Marriott or Hilton, which allow guests to select improvements in their digital experience.

• At the hotel: through digital reception or personalized messages. This is similar to Starbucks' strategy of notifying customers about exclusive promotions when they are near a store, encouraging immediate purchase.

​

​

How Roiback facilitates the implementation of these strategies

​

Once the best practices have been defined, it is essential to have the right technology to implement them efficiently. Roiback has optimized its booking engine with new functionalities that enhance the conversion of upgrades and cross-selling:

​

• New optimized price display, with rates in linear format and intuitive navigation.

• Redesign of the add-ons flow, showing additional services in a more visible and attractive way.

• Improvements in loading speed, reducing waiting time and improving the booking experience.

​

​

The upgrade and cross-selling strategies are key tools to increase hotel profitability and improve the guest experience. Implementing best practices and relying on advanced technology such as Roiback's facilitates the execution of these strategies, ensuring a positive impact on the hotel's results.

​

And you, do you work on these sales opportunities? Activate these income levers now, and if you have any questions, consult with your DCS!