Increases 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.

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

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Best practices to incentivize upgrades and cross-selling

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1. Present attractive options in a clear and visible way.

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The guest must be able to easily visualize the options for upgrading their reservation in the purchase process. Key to this is:

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• Use high quality images and persuasive descriptions.

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

• Include transparent pricing and clear differentials between room categories or regimes.

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2. Offer incentives and promotions

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

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

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

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

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3. Customize offers according to the guest's profile

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

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

• Type of travel. A business traveler might appreciate lounge access or shuttle 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.

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4. Leverage communication at different stages of the customer journey.

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

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• Before arrival: sending pre-arrival 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 upgrade the stay with a single click, as companies like Marriott or Hilton do, allowing guests to select upgrades to their digital experience.

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

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How Roiback facilitates the implementation of these strategies

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Once 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 upgrade conversion and cross-selling:

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• New optimized price display, with linear tariffs and intuitive navigation.

• Redesign of the plug-in flow, displaying additional services in a more visible and attractive way.

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

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Upgrading 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 bottom line.

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And you, do you work these sales opportunities? Activate these revenue levers now and if you have any doubts, consult your DCS!