Hoetel Upselling

25 Proven hotel upselling techniques that actually work

Hotel upselling boosts guest spending with attractive packages and special offers, enhancing revenue and customer satisfaction.

7/5/2025
In This Article:
Subscribe to our newsletter
Read about our privacy policy.
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Hoetel Upselling

25 Proven hotel upselling techniques that actually work

Hotel upselling boosts guest spending with attractive packages and special offers, enhancing revenue and customer satisfaction.

7/5/2025

You are leaving money on the table.

Each time a guest passes through the doors of your hotel, they are untapped revenue potential. But most hotels only scratch the surface of what’s possible.

The numbers tell the story. Hotels using strategic upselling techniques report revenue increases between 10-30% without adding a single room to their inventory. One property saw their upsell revenue jump 360% in just one year. Another generated an extra €200 per guest monthly through automated upselling alone.

But here’s the part that almost all hoteliers screw up when it comes to upselling.

They believe that it’s about pushing products. It's not. It’s the secret of discerning what your guests really want before they even realize they want it.

How is hotel upselling in 2025 different?

The game has changed. Travelers are demanding personalization in every interaction today. They want options, not pressure. They want experiences, not just stuff.

Think about it: 67% of travelers will shell out extra money for a one-of-a-kind experience no one else has done before. Nearly 90% of all demographics will indulge in F&B offerings that provide tangible worth to their experience.

Smart hoteliers are adapting. They’re branching out from the standard “would you like to upgrade your room?” script at check-in. They’re building touch points throughout the guest journey. They’re using data to anticipate needs. They are transforming upselling from slick selling to a service.

Also read: What is hotel upselling

Why is hotel upselling important? 

Hotel upselling is important to increase the average spend per guest. With attractive packages and special offers, hotels can work towards increasing customer satisfaction. With upselling techniques, hotels can leverage personalized suggestions that align with guest preferences. Below are a few ways hotels should leverage upselling techniques:

  • It improves guest satisfaction 
  • It helps increase hotel growth and revenue
  • The hotel receives quality feedback
  • Improves customer loyalty and trust
  • Hotel upselling also offers a competitive edge

How do you master hotel upselling? 

While upselling can seem like a complicated procedure at first, it can be extremely beneficial once you learn how to master it. Let us take a quick glance over the major factors to consider to guarantee conversions:

Use Personalized Approach

With the support of a digital concierge, hotels can manage guest relationships and receive personalized recommendations and itineraries. This allows guests to seamlessly find information and book services to enhance their overall stay. Guestara, a guest experience platform, helps customize and automate guest messages</a> based on their preference. 

Strategic Offers & Promotion

Based on the identification of their visit, hoteliers can customize strategic offers and promotions for guests. Guest will feel a sense of excitement before their arrival with pre-arrival offers and packages. It can be done by highlighting upgrade options, sending them a friendly message, and proposing special packages by using Guestara.

Feedback Collection

By incorporating a feedback mechanism into your guest communication system, you can gather deep insights from the customers. This helps to customize better packages in the future and makes customers feel valued, fostering loyalty and trust with them. It also improves the overall rating of the hotel and encourages customers to purchase upsell plans.

Rules To remember when building a hotel upselling plan

To leverage upselling techniques, it is necessary to understand the basics to convert potential leads into customers. Below are the important rules to remember when creating your hotel upsell plan.

1. Know your audience

Understanding guest preferences and requirements will only take place once you know the pain points and interests of your customers. To initiate upselling among your guests, take the time to analyze their preferences, behavior, and demographics.Guestara a guest journey automation and hotel upsell tool</a> helps cater to personalized guest experiences by studying guest’s booking patterns to match the specific needs of your guests.

2. Offer value

Once you have analyzed guest behavior, it is time to present upsell options that are relevant to their stay. For example, you can offer spa treatments to couples for special occasions such as a wedding anniversary or honeymoon. With such tailored and personalized packages, your guests are more likely to invest in the upsell offers.

3. Timing is key

Upselling in the hotel industry is all about timing. There are three different phases of the guest journey such as pre-arrival, during stay, and post-stay. While each phase serves as an opportunity to upsell, every service is supposed to be offered at different times for effective results. Guestara hotel upselling software helps you upsell at every stage of the guest journey. 

4. Train your staff

Upselling in the hotel begins as the guest walks inside to check in at the front desk. By investing in training programs and skills-enhancing workshops, hotels can ensure that the front desk, reservation, and concierge teams are equipped with the necessary knowledge. With their newfound confidence, they can provide a seamless experience for the guests.

5. Leverage technology

The state-of-the-art technology allows for streamlining the upselling process. With the latest guest experience software such as Guestara, hotels can customize and update their ancillary service offerings effortlessly with our user-friendly hotel upsell software.

Now that we are prepared to offer upselling techniques, let us look at some effective hotel upselling techniques that maximize profits.

25 Hotel upselling techniques that work for your real revenue 

1. Pre-arrival email sequences that convert

Begin the conversation 72 hours before arrival. Send out emails which emphasize any available upgrades and reiterate the dates of travel. Feature photos that sell the experience not list the features.

At one hotel, 40% of their upgrades were generated via pre-arrival emails. The key? They had a sequence of three touches: offer, reminder with urgency component, and last chance, with a small credit offer.

2. Dynamic pricing for room upgrades

Stop using flat upgrade fees. Price quotas by room and day Depending on room occupancy and demand per guest segment. On Tuesday, business travelers could have been willing to pay $75 for a suite upgrade. It’s the same night, so those taking a vacation might only pay $35.

Test various price points with your PMS data. Track conversion rates religiously. Adjust weekly.

3. The early check-in revenue stream

Turn operations headaches into profit centers. Charge $30-50 for early check-in, guaranteed. Frame it as a convenience, not a favor.

Frame it right: “Start your vacation three hours early” sounds better than “Check in at noon for an extra charge.”

4. Late checkout as a lifestyle enhancement

Sell late checkout as a mini-vacation extension. Put it together with breakfast and generate some value. Price it out at 25-30% of your average daily rate.

The peak conversion is when offered during the stay and not at booking. Use an auto message the night prior to your trip.

5. Strategic parking upsells

Create parking tiers. Basic self-park. Premium close-to-entrance spots. Valet service. It can charge high fees to park an electric car.

Add value beyond the spot. Include car washing services. Offer covered parking during summer. Provide designated areas for returning attendees.

6. Breakfast packages guests will really want

Move beyond continental breakfast. Create themed experiences. Guaranteed seating and a paper with a business breakfast. Family packages with kids-eat-free options. Romantic breakfast in bed.

40-50% markup over your cost. Consider bundling with rooms for perceived higher value.

7. Welcome Amenity Upselling

Turn the typical welcome from cost into a profit center. Provide all-inclusive welcome packs when booking. Local wine and cheese. Craft beer selection. Kids' arrival surprises.

Price at 3-4x cost. Role as “Start your stay special”. Even better — add a handwritten note for that extra special touch.

8. Spa and wellness pre-booking

People buy spa services better before arrival than when they are staying. Offer special pre-booking rates. Create packages targeting specific segments. Business traveler stress relief. Couples' romantic packages. Girls' weekend specials.

Offer room delivery of spa products as an upsell on top of the upsell.

9. Room service revenue optimization

Reimagine your room service menu with a focus on upselling. Create packages, not just items. Movie night bundles. Romantic dinner packages. Hangover recovery kits.

Make the rooms QR code-friendly to allow easy ordering. Provide time based discounts to get off peak orders.

10. Transportation and transfer services

Or, work with DISH authorized local providers or with our own fleet. Airport transfers book well pre-arrival. Tours of the city and shuttles to restaurants sell here during the stay.

Price is 20-30% above taxi rates. Highlight safety, convenience and local knowledge.

11. Minibar personalization

Move beyond standard minibars. Let guests pre-select items. Create themed selections. Local craft beers. Healthy snacks. Kids' favorites. Romance packages.

Charge 50-75% premium over retail. The markup is justified because of the convenience factor.

12. Experience packaging

Combine services to cast a sense of value. Spa treatment and dinner reservation and late checkout. City tour, plus museum entrance fee, plus packed lunch.

Discount packs at 15-20% off single purchases. The volume compensates for less margin.

13. Loyalty program fast track

Offer paid loyalty status upgrades. Instant gold status for $99. Platinum for $199. Offer tangible value that justifies the expense.

Best for business travelers who appreciate perks, but who do not stay enough to attain status on their own.

14. Pet amenity upselling

Go beyond pet fees. Create pet packages. Welcome treats. Dog walking services. Pet sitting. Special bedding. Doggy dinners.

There are deep-pocketed pet owners who spend lavishly on their companions. Price accordingly.

15. Romance and special occasion packages

Create turnkey romance. Rose petals. Champagne. Chocolate. Couples' spa treatments. Private dining experiences.

Price at 100-150% markup. It’s the sentimental aspect that makes it worth to pay the premium.

16. Business services and amenities

Productivity packages for business travelers Think productivity for business travelers. Printing credits. Meeting room access. Executive lounge privileges. Guaranteed quiet rooms.

Add on early check-in and late check-out for the ultimate office package.

17. F&B credit systems

Provide dining credits rather than discounts. $50 food and beverage credit seems more valuable than 15% off. Credits encourage on-property spending.

Assign credits in a way that encourages users to spend them all. An incremental amount that contributes to the top line for a typical $70 dinner is the $50 credit.

18. Exclusive access offerings

Create VIP experiences. Rooftop access during sunset. Chef's table dinners. Behind-the-scenes tours. Private pool hours.

Scarcity drives demand. Limit availability and price premium.

19. Digital concierge services

Charge for premium concierge services. Restaurant reservations at exclusive venues. Sold-out show tickets. Personal shopping services.

Partner with local fixers. Mark up their fees by 30-50%.

20. Flexible cancellation insurance

Sell cancellation protection as an extra. Price at 5-10% of room rate. Position as assurance, not insurance.

These tend to be used at times of high uncertainty, or for expensive bookings.

21. Room selection privileges

Charge guests for specific rooms. View preferences. Floor preferences. Away from elevators. Connecting rooms.

Use your property map. Charge $10-25 based on desirability.

22. Streaming Service Access

Provide premium streaming packages. Netflix. Disney+. Sports packages. International channels.

Price at $10-15 per day. The convenience factor drives purchases.

23. Workspace upgrades

Create work-from-hotel packages. Ergonomic desk setup. Premium Wi-Fi. Printing included. Complimentary coffee delivery.

Price full packages at 30-40% over room rate. Offer à la carte options too.

24. Sustainability upsells

Offer carbon offset programs. Local experience packages. Electric vehicle charging. Organic amenity upgrades.

Sustainable alternatives are especially sought after among younger travelers. Price at modest premiums.

25. Membership programs

Create paid membership tiers. Annual fees for guaranteed benefits. Room upgrades. Free breakfast. Late checkout. Exclusive rates.

Cover price, year after year, at 2-3x the benefits value. It's worth the investment for convenience and peace of mind.

Also read: Hotel upselling strategies that drive hotel revenue in 2025

Technology that makes hotel upselling effortless

Manual upselling is dead. Here's why.

Dozens of tasks are being handled by your front desk staff at once. They're checking in guests, answering phones, troubleshooting issues, and dealing with complaints. Inviting them to constantly upsell is a recipe for burnout.

Technology changes everything. Contemporary hotel upselling software such as Guestara are directly connected to your PMS and automate everything for you. They send perfectly timed offers. They tailor based on guest data. They monitor what is working and what is not.

The results speak volumes. Hotels that use automated upselling software can’t stop talking about:

  • 250% increase in upsell revenue
  • 90% less staff time when upselling unit's capabilities
  • 15-20% or above you have fantastic conversion from targeted offers
  • ROI ranging from 8x to 41x

But technology is only the enabler. Success still demands the right strategy, offers and execution.

Training your team to upsell like a pro

Because: Even while automated, your employees are vital. They are the face of your hotel upselling. Their passion (or lack of it) is a key determining factor in results.

Start with mindset training. Upselling isn't about pushing products. It's about enhancing experiences. When staff think they know this, it carries through.

Create clear SOPs. Record the date and mode of offering. Key phrases on the script, but you want a conversational tone. I see you're having an anniversary. "Our romance package would make it all that more special."

Implement role-playing exercises. Practice common scenarios. Handling objections. Reading guest cues. Knowing when to stop.

Establish recognition programs. Celebrate wins publicly. Share success stories. Create friendly competition. Make the upsale a defined, celebrated accomplishment.

Most importantly, remove the pressure. When staff are selling under duress, guests are buying under pressure. Neither leads to success.

Measuring what matters

You can’t improve what you can’t measure. Track these metrics religiously:

Conversion rate by channel

  • Pre-arrival emails
  • Mobile check-in
  • Front desk
  • In-stay messaging
  • Each tells a different story

Effect on revenue per available room (RevPAR)

  • Traditional RevPAR
  • Total RevPAR (including ancillary revenue)
  • The disparity reveals your upselling prowess

Guest satisfaction correlation

  • NPSs of guests who bought upsells
  • Compare to those who didn't
  • The right kind of upselling should lead to higher satisfaction.

Offer performance

  • Which offers convert best?
  • At what price points?
  • For which guest segments?
  • During which seasons?

Staff performance

  • Individual conversion rates
  • Average upsell value
  • Guest feedback mentions

Leverage these learnings to constantly iterate on your strategy. What was successful last month might not be successful next month. Stay agile.

Common upselling mistakes to avoid

Every hotel makes these mistakes. Don't be one of them.

Mistake 1: one-size-fits-all pricing business travelers and people on vacation have different budgets and values. Price accordingly.

Mistake 2: too many options the paradox of choice is real. Restrict offers to only 3-5 each at any point of contact. More overwhelms.

Mistake 3: the wrong moment don’t bring up suggesting spa services at 11 PM. Do not upsell late checkout at check-in. Match offers to moments.

Mistake 4: neglecting mobile more than 70% of travelers access via mobile during their trip. Without a mobile-optimized upsell process, you might as well be invisible.

Mistake 5: “set and forget” markets DON’T stay the same. Preferences evolve. Try reviewing and refreshing offers monthly, not once a year.

Mistake 6: price-led, not value-led it’s time to stop selling on cost. Start with benefits. Price comes after they're interested.

Mistake 7: ignoring the post-purchase experience the purchase is not the end. Provide great experiences to earn reviews and repeat orders.

Your next steps

Start small. Choose five of the above techniques. Test them for 30 days. Measure results. Refine. Expand.

Invest in technology. Manual upselling can't scale. Automation also pays for itself very quickly- usually in a few months, sometimes even weeks.

Train your team. Technology takes care of the grunt work, but technology isn’t everything. Combine both for maximum impact.

Keep in mind that every guest conversation is a chance to deliver more value. Revenue will follow, when you work to make their experience better, rather than just closing business and adding to their bill.

The hotels that appear to be excelling in the upsell aren’t always the fanciest or the biggest. They’re the ones who know their guests the best and keep bringing the kind of value that counts.

Your visitors wish to experience more with you and spend more time with you. They’re just waiting for the right offer at the right time and in the right manner.

Give them what they desire, and you can watch your revenue skyrocket.

Kajal Makhija
Chief Marketing Officer @ Guestara
Looking for Guest Management guide in 2025?
Book a personalised demo now.
Book a demo ->
Subscribe to our newsletter
Read about our privacy policy.
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Hoetel Upselling

25 Proven hotel upselling techniques that actually work

Hotel upselling boosts guest spending with attractive packages and special offers, enhancing revenue and customer satisfaction.

7/5/2025

You are leaving money on the table.

Each time a guest passes through the doors of your hotel, they are untapped revenue potential. But most hotels only scratch the surface of what’s possible.

The numbers tell the story. Hotels using strategic upselling techniques report revenue increases between 10-30% without adding a single room to their inventory. One property saw their upsell revenue jump 360% in just one year. Another generated an extra €200 per guest monthly through automated upselling alone.

But here’s the part that almost all hoteliers screw up when it comes to upselling.

They believe that it’s about pushing products. It's not. It’s the secret of discerning what your guests really want before they even realize they want it.

How is hotel upselling in 2025 different?

The game has changed. Travelers are demanding personalization in every interaction today. They want options, not pressure. They want experiences, not just stuff.

Think about it: 67% of travelers will shell out extra money for a one-of-a-kind experience no one else has done before. Nearly 90% of all demographics will indulge in F&B offerings that provide tangible worth to their experience.

Smart hoteliers are adapting. They’re branching out from the standard “would you like to upgrade your room?” script at check-in. They’re building touch points throughout the guest journey. They’re using data to anticipate needs. They are transforming upselling from slick selling to a service.

Also read: What is hotel upselling

Why is hotel upselling important? 

Hotel upselling is important to increase the average spend per guest. With attractive packages and special offers, hotels can work towards increasing customer satisfaction. With upselling techniques, hotels can leverage personalized suggestions that align with guest preferences. Below are a few ways hotels should leverage upselling techniques:

  • It improves guest satisfaction 
  • It helps increase hotel growth and revenue
  • The hotel receives quality feedback
  • Improves customer loyalty and trust
  • Hotel upselling also offers a competitive edge

How do you master hotel upselling? 

While upselling can seem like a complicated procedure at first, it can be extremely beneficial once you learn how to master it. Let us take a quick glance over the major factors to consider to guarantee conversions:

Use Personalized Approach

With the support of a digital concierge, hotels can manage guest relationships and receive personalized recommendations and itineraries. This allows guests to seamlessly find information and book services to enhance their overall stay. Guestara, a guest experience platform, helps customize and automate guest messages</a> based on their preference. 

Strategic Offers & Promotion

Based on the identification of their visit, hoteliers can customize strategic offers and promotions for guests. Guest will feel a sense of excitement before their arrival with pre-arrival offers and packages. It can be done by highlighting upgrade options, sending them a friendly message, and proposing special packages by using Guestara.

Feedback Collection

By incorporating a feedback mechanism into your guest communication system, you can gather deep insights from the customers. This helps to customize better packages in the future and makes customers feel valued, fostering loyalty and trust with them. It also improves the overall rating of the hotel and encourages customers to purchase upsell plans.

Rules To remember when building a hotel upselling plan

To leverage upselling techniques, it is necessary to understand the basics to convert potential leads into customers. Below are the important rules to remember when creating your hotel upsell plan.

1. Know your audience

Understanding guest preferences and requirements will only take place once you know the pain points and interests of your customers. To initiate upselling among your guests, take the time to analyze their preferences, behavior, and demographics.Guestara a guest journey automation and hotel upsell tool</a> helps cater to personalized guest experiences by studying guest’s booking patterns to match the specific needs of your guests.

2. Offer value

Once you have analyzed guest behavior, it is time to present upsell options that are relevant to their stay. For example, you can offer spa treatments to couples for special occasions such as a wedding anniversary or honeymoon. With such tailored and personalized packages, your guests are more likely to invest in the upsell offers.

3. Timing is key

Upselling in the hotel industry is all about timing. There are three different phases of the guest journey such as pre-arrival, during stay, and post-stay. While each phase serves as an opportunity to upsell, every service is supposed to be offered at different times for effective results. Guestara hotel upselling software helps you upsell at every stage of the guest journey. 

4. Train your staff

Upselling in the hotel begins as the guest walks inside to check in at the front desk. By investing in training programs and skills-enhancing workshops, hotels can ensure that the front desk, reservation, and concierge teams are equipped with the necessary knowledge. With their newfound confidence, they can provide a seamless experience for the guests.

5. Leverage technology

The state-of-the-art technology allows for streamlining the upselling process. With the latest guest experience software such as Guestara, hotels can customize and update their ancillary service offerings effortlessly with our user-friendly hotel upsell software.

Now that we are prepared to offer upselling techniques, let us look at some effective hotel upselling techniques that maximize profits.

25 Hotel upselling techniques that work for your real revenue 

1. Pre-arrival email sequences that convert

Begin the conversation 72 hours before arrival. Send out emails which emphasize any available upgrades and reiterate the dates of travel. Feature photos that sell the experience not list the features.

At one hotel, 40% of their upgrades were generated via pre-arrival emails. The key? They had a sequence of three touches: offer, reminder with urgency component, and last chance, with a small credit offer.

2. Dynamic pricing for room upgrades

Stop using flat upgrade fees. Price quotas by room and day Depending on room occupancy and demand per guest segment. On Tuesday, business travelers could have been willing to pay $75 for a suite upgrade. It’s the same night, so those taking a vacation might only pay $35.

Test various price points with your PMS data. Track conversion rates religiously. Adjust weekly.

3. The early check-in revenue stream

Turn operations headaches into profit centers. Charge $30-50 for early check-in, guaranteed. Frame it as a convenience, not a favor.

Frame it right: “Start your vacation three hours early” sounds better than “Check in at noon for an extra charge.”

4. Late checkout as a lifestyle enhancement

Sell late checkout as a mini-vacation extension. Put it together with breakfast and generate some value. Price it out at 25-30% of your average daily rate.

The peak conversion is when offered during the stay and not at booking. Use an auto message the night prior to your trip.

5. Strategic parking upsells

Create parking tiers. Basic self-park. Premium close-to-entrance spots. Valet service. It can charge high fees to park an electric car.

Add value beyond the spot. Include car washing services. Offer covered parking during summer. Provide designated areas for returning attendees.

6. Breakfast packages guests will really want

Move beyond continental breakfast. Create themed experiences. Guaranteed seating and a paper with a business breakfast. Family packages with kids-eat-free options. Romantic breakfast in bed.

40-50% markup over your cost. Consider bundling with rooms for perceived higher value.

7. Welcome Amenity Upselling

Turn the typical welcome from cost into a profit center. Provide all-inclusive welcome packs when booking. Local wine and cheese. Craft beer selection. Kids' arrival surprises.

Price at 3-4x cost. Role as “Start your stay special”. Even better — add a handwritten note for that extra special touch.

8. Spa and wellness pre-booking

People buy spa services better before arrival than when they are staying. Offer special pre-booking rates. Create packages targeting specific segments. Business traveler stress relief. Couples' romantic packages. Girls' weekend specials.

Offer room delivery of spa products as an upsell on top of the upsell.

9. Room service revenue optimization

Reimagine your room service menu with a focus on upselling. Create packages, not just items. Movie night bundles. Romantic dinner packages. Hangover recovery kits.

Make the rooms QR code-friendly to allow easy ordering. Provide time based discounts to get off peak orders.

10. Transportation and transfer services

Or, work with DISH authorized local providers or with our own fleet. Airport transfers book well pre-arrival. Tours of the city and shuttles to restaurants sell here during the stay.

Price is 20-30% above taxi rates. Highlight safety, convenience and local knowledge.

11. Minibar personalization

Move beyond standard minibars. Let guests pre-select items. Create themed selections. Local craft beers. Healthy snacks. Kids' favorites. Romance packages.

Charge 50-75% premium over retail. The markup is justified because of the convenience factor.

12. Experience packaging

Combine services to cast a sense of value. Spa treatment and dinner reservation and late checkout. City tour, plus museum entrance fee, plus packed lunch.

Discount packs at 15-20% off single purchases. The volume compensates for less margin.

13. Loyalty program fast track

Offer paid loyalty status upgrades. Instant gold status for $99. Platinum for $199. Offer tangible value that justifies the expense.

Best for business travelers who appreciate perks, but who do not stay enough to attain status on their own.

14. Pet amenity upselling

Go beyond pet fees. Create pet packages. Welcome treats. Dog walking services. Pet sitting. Special bedding. Doggy dinners.

There are deep-pocketed pet owners who spend lavishly on their companions. Price accordingly.

15. Romance and special occasion packages

Create turnkey romance. Rose petals. Champagne. Chocolate. Couples' spa treatments. Private dining experiences.

Price at 100-150% markup. It’s the sentimental aspect that makes it worth to pay the premium.

16. Business services and amenities

Productivity packages for business travelers Think productivity for business travelers. Printing credits. Meeting room access. Executive lounge privileges. Guaranteed quiet rooms.

Add on early check-in and late check-out for the ultimate office package.

17. F&B credit systems

Provide dining credits rather than discounts. $50 food and beverage credit seems more valuable than 15% off. Credits encourage on-property spending.

Assign credits in a way that encourages users to spend them all. An incremental amount that contributes to the top line for a typical $70 dinner is the $50 credit.

18. Exclusive access offerings

Create VIP experiences. Rooftop access during sunset. Chef's table dinners. Behind-the-scenes tours. Private pool hours.

Scarcity drives demand. Limit availability and price premium.

19. Digital concierge services

Charge for premium concierge services. Restaurant reservations at exclusive venues. Sold-out show tickets. Personal shopping services.

Partner with local fixers. Mark up their fees by 30-50%.

20. Flexible cancellation insurance

Sell cancellation protection as an extra. Price at 5-10% of room rate. Position as assurance, not insurance.

These tend to be used at times of high uncertainty, or for expensive bookings.

21. Room selection privileges

Charge guests for specific rooms. View preferences. Floor preferences. Away from elevators. Connecting rooms.

Use your property map. Charge $10-25 based on desirability.

22. Streaming Service Access

Provide premium streaming packages. Netflix. Disney+. Sports packages. International channels.

Price at $10-15 per day. The convenience factor drives purchases.

23. Workspace upgrades

Create work-from-hotel packages. Ergonomic desk setup. Premium Wi-Fi. Printing included. Complimentary coffee delivery.

Price full packages at 30-40% over room rate. Offer à la carte options too.

24. Sustainability upsells

Offer carbon offset programs. Local experience packages. Electric vehicle charging. Organic amenity upgrades.

Sustainable alternatives are especially sought after among younger travelers. Price at modest premiums.

25. Membership programs

Create paid membership tiers. Annual fees for guaranteed benefits. Room upgrades. Free breakfast. Late checkout. Exclusive rates.

Cover price, year after year, at 2-3x the benefits value. It's worth the investment for convenience and peace of mind.

Also read: Hotel upselling strategies that drive hotel revenue in 2025

Technology that makes hotel upselling effortless

Manual upselling is dead. Here's why.

Dozens of tasks are being handled by your front desk staff at once. They're checking in guests, answering phones, troubleshooting issues, and dealing with complaints. Inviting them to constantly upsell is a recipe for burnout.

Technology changes everything. Contemporary hotel upselling software such as Guestara are directly connected to your PMS and automate everything for you. They send perfectly timed offers. They tailor based on guest data. They monitor what is working and what is not.

The results speak volumes. Hotels that use automated upselling software can’t stop talking about:

  • 250% increase in upsell revenue
  • 90% less staff time when upselling unit's capabilities
  • 15-20% or above you have fantastic conversion from targeted offers
  • ROI ranging from 8x to 41x

But technology is only the enabler. Success still demands the right strategy, offers and execution.

Training your team to upsell like a pro

Because: Even while automated, your employees are vital. They are the face of your hotel upselling. Their passion (or lack of it) is a key determining factor in results.

Start with mindset training. Upselling isn't about pushing products. It's about enhancing experiences. When staff think they know this, it carries through.

Create clear SOPs. Record the date and mode of offering. Key phrases on the script, but you want a conversational tone. I see you're having an anniversary. "Our romance package would make it all that more special."

Implement role-playing exercises. Practice common scenarios. Handling objections. Reading guest cues. Knowing when to stop.

Establish recognition programs. Celebrate wins publicly. Share success stories. Create friendly competition. Make the upsale a defined, celebrated accomplishment.

Most importantly, remove the pressure. When staff are selling under duress, guests are buying under pressure. Neither leads to success.

Measuring what matters

You can’t improve what you can’t measure. Track these metrics religiously:

Conversion rate by channel

  • Pre-arrival emails
  • Mobile check-in
  • Front desk
  • In-stay messaging
  • Each tells a different story

Effect on revenue per available room (RevPAR)

  • Traditional RevPAR
  • Total RevPAR (including ancillary revenue)
  • The disparity reveals your upselling prowess

Guest satisfaction correlation

  • NPSs of guests who bought upsells
  • Compare to those who didn't
  • The right kind of upselling should lead to higher satisfaction.

Offer performance

  • Which offers convert best?
  • At what price points?
  • For which guest segments?
  • During which seasons?

Staff performance

  • Individual conversion rates
  • Average upsell value
  • Guest feedback mentions

Leverage these learnings to constantly iterate on your strategy. What was successful last month might not be successful next month. Stay agile.

Common upselling mistakes to avoid

Every hotel makes these mistakes. Don't be one of them.

Mistake 1: one-size-fits-all pricing business travelers and people on vacation have different budgets and values. Price accordingly.

Mistake 2: too many options the paradox of choice is real. Restrict offers to only 3-5 each at any point of contact. More overwhelms.

Mistake 3: the wrong moment don’t bring up suggesting spa services at 11 PM. Do not upsell late checkout at check-in. Match offers to moments.

Mistake 4: neglecting mobile more than 70% of travelers access via mobile during their trip. Without a mobile-optimized upsell process, you might as well be invisible.

Mistake 5: “set and forget” markets DON’T stay the same. Preferences evolve. Try reviewing and refreshing offers monthly, not once a year.

Mistake 6: price-led, not value-led it’s time to stop selling on cost. Start with benefits. Price comes after they're interested.

Mistake 7: ignoring the post-purchase experience the purchase is not the end. Provide great experiences to earn reviews and repeat orders.

Your next steps

Start small. Choose five of the above techniques. Test them for 30 days. Measure results. Refine. Expand.

Invest in technology. Manual upselling can't scale. Automation also pays for itself very quickly- usually in a few months, sometimes even weeks.

Train your team. Technology takes care of the grunt work, but technology isn’t everything. Combine both for maximum impact.

Keep in mind that every guest conversation is a chance to deliver more value. Revenue will follow, when you work to make their experience better, rather than just closing business and adding to their bill.

The hotels that appear to be excelling in the upsell aren’t always the fanciest or the biggest. They’re the ones who know their guests the best and keep bringing the kind of value that counts.

Your visitors wish to experience more with you and spend more time with you. They’re just waiting for the right offer at the right time and in the right manner.

Give them what they desire, and you can watch your revenue skyrocket.

Kajal Makhija
Chief Marketing Officer @ Guestara
Subscribe to our newsletter
Read about our privacy policy.
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.

Your hospitality tech stack’s best friend

We work closely with the industry leaders to offer seamless solutions

Guestara is already easy to use.
But we’re still here for you

We’re here to help your whole team stay ahead of the curve as you grow.

heart handshake icon
Onboarding Services

Get up and running quickly with a personalized onboarding plan

customer support icon
24/7 Support

Connect with real people who really get it, 24/7

book icon
Guides and Templates

Checkout our vast library of fee resources, templates and more

See Guestara in action now.

There's only so much we can say — so let us show you! Schedule a demo today and reach your business goals.