As the holiday season gets underway, many hotels face the challenge of maximizing revenue while improving the guest experience.
NB: This is an article from UpsellGuru
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With upselling, this presents a real opportunity, but it requires a comprehensive strategy beyond just offering room upgrades. A structured approach is necessary for hotel revenue to grow – including planning, preparation, and data-driven execution.
Let’s explore some essential steps to develop a holiday upselling strategy that elevates the guest experience and drives tangible value to your bottom line.
Step 1: Analyze Data from Past Holiday Seasons
Start by reviewing data from previous holiday seasons. This will give you insights into which upsells were most popular, which guest segments were most receptive, and when guests were most likely to upgrade. Identifying trends and patterns will inform your approach this year.
- What were the top-selling upsells last year? Did guests gravitate toward room upgrades, F&B offerings, or holiday experiences? This insight helps refine what worked and what didn’t.
- Which guest segments converted the most? Did families, business travelers, or couples engage more with upsell offers?
- When did guests book upgrades? Timing is key. For Pre-Arrival: did more holiday guests upgrade when offers were sent further or closer to their arrival date? For On Arrival: holiday season is great for upselling, so if your results did not grow analyze why. For In-stay: did you adjust your offers based on the holiday experiences and what timing were offers best engaged with – morning, afternoon, or evening? Adjust your approach based on these patterns.
Step 2: Develop Special Holiday-Themed Offers
With data in hand, it’s time to create specific, holiday-themed offers that go beyond typical upselling and make the guest’s stay extra special.
- Holiday Room Enhancements: Go beyond a standard room upgrade by offering themed holiday suites where guests can select decorations for their room—Christmas trees, festive lights, games, or even holiday scents.
- Seasonal F&B Packages: Develop exclusive food and beverage offerings, such as Christmas Eve dinners, New Year’s champagne breakfasts, or holiday-themed afternoon teas. Collaborate with your culinary team to create menus that evoke the spirit of the holidays. Offer them as a bundle with room packages or as standalone options.
- Local Experience Add-ons: The holiday season often coincides with local events, festivals, and markets. Partner with local businesses to offer guests exclusive access or discounts, adding a local touch to their stay.
