Occupancy is the name of the game in the hotel business. You need to fill rooms in order to be successful. But how exactly do you get more heads in beds? If a property is hoping to increase occupancy, typically the first instinct is to lower rates. But slashing prices cuts into your bottom line and could end up costing you more than any additional reservations provide. And it can undermine your credibility—making guests see your property as less valuable because your prices are telling them that it is. Luckily there’s a lot you can do to win bookings and improve your occupancy rates that won’t sacrifice revenue or reputation. Read on for six tips you can use to maximize occupancy:
Target the right market
This is pretty obvious advice but finding your market and targeting it is the most essential step for making bookings. Creating generalized marketing material that applies to everyone just isn’t going to fill rooms efficiently. So, consider your property culture, analyze the historical data, and find the demographic that your property is particularly suited for. Then make marketing decisions accordingly. A targeted effort will yield far better results than a haphazard one.
Offer something special
Instead of cutting rates to incentivize guests to book, add value to the offer instead. This can be anything from special packages and promotions to simple policy changes that add convenience. Late checkout, free WiFi, or a complimentary breakfast are easy additions that mean a lot to your guests and make you stand out from the competition.
Promote your location
Use your website, social media accounts, and blog to hype your locality. Creating content that highlights the things to do and see in your region will help inspire people to make the trip. You’ll be seen as experts with strong local connections and they’ll remember your property when they go to book accommodation.
Take advantage of local events
Whether it’s concerts, festivals, conferences or even a marathon happening nearby, events in your community are great opportunities to win new bookings. You just have to take advantage of them. Post about the events on your website and social media pages so guests who are interested find your hotel on internet searches. And consider offering special packages or promotions for attendees. A ‘Marathoner’s Package’ could include a discounted massage at your on-site spa or guests with a ‘Festival Package’ could have access to a free shuttle to the venue. And if possible, collaborate with the hosts of the event so you can be listed on their marketing collateral.
Collaborate with locals
It’s more than just local events that have the potential to attract guests to your property. Partnerships with local people and businesses can be a considerable advantage as well. Real estate agents can score you some long-term guests (from a few weeks to a few months), and cross promotions with local restaurants and attractions can bring more awareness to your business.
Be inclusive
You can win a lot of guests by making your property as inclusive as possible. This can mean having things like high-chairs available for traveling families, wheelchair-friendly units, and pet-friendly policies. It can also mean allowing guests to host private events on-site. Anything that makes your hotel welcoming for all guests will work in your favor. It’ll widen your pool of potential customers and earn the loyalty of the ones who choose to stay.
The hospitality business is a competitive one. In the pursuit of winning bookings over competitors or securing high occupancy rates, hoteliers can be tempted to start cutting prices. But there are better strategies out there. Follow these six tips to fill rooms without reducing rates.
