How to Master Upselling on Airbnb: Delight Guests & Grow Your Income 🚀

[Chippy3]

Hey All,

A message in the Community Café today prompted me to write this post. I enjoy helping hosts blend hospitality with growth 🚀

If you’ve been hosting for a while, you probably know the thrill of reading a glowing guest review… and the sting of missed income opportunities when guests ask, “Oh! I didn’t know you offered that!”

That’s where upselling comes in,  and no, it’s not just for hotels. Done thoughtfully, upselling on Airbnb can enhance your guest experience while helping you build a more profitable hosting business. Here's how:

What Is Upselling on Airbnb?

Upselling is offering guests optional add-ons, services, or experiences that go beyond their basic booking. These can be things you provide directly, or services you connect them to.

Think:

• Airport transfers or scooter rentals 🛵

• Local surf lessons or yoga sessions 🧘‍♀️

• Sunset BBQs or picnic baskets 🍢

• Private drivers, spa treatments, or guided hikes 🥾

• Flower delivery or birthday setups 🌺

• Late check-out or mid-stay cleaning 🧼

Why Upselling Works

Guests, especially travelers on vacation or special getaways, are often happy to pay more for convenience, comfort, and memorable moments.

Benefits to you as a host:

• Increase your revenue per booking 💸

• Create stronger guest relationships 🤝

• Reduce friction by handling logistics in advance

• Stand out from other listings with thoughtful extras

How to Offer Upsells (Without Being Pushy)

The secret to upselling successfully is to keep it helpful, optional, and well-timed. Here’s how:

1. Use an Upsell App or Integration
   Feel free to contact me for recommendations. Some apps allow guests to browse and book extras themselves via a dashboard or pre-arrival email,  no back-and-forth needed.

2. Include Offers in Your Digital Guidebook
   Add a section to your guide with curated experiences or packages guests can choose from.

3. Send Pre-Arrival Messages
   Share your upsell options in a friendly tone before check-in, for example:
   "Hey! If you’re interested in a scooter rental or local surf lesson, we have a few trusted partners we recommend — just let me know :)"

4. Customize for Your Audience
   Solo travelers might love group hikes or yoga. Families might want babysitting or toy boxes. Honeymooners? Think flower setups, champagne, or romantic dinners.

What I Offer at My Airbnb

As an example, at my listings, I offer:

• Airport transfers

• Local surf lessons from trusted instructors

• Scooter rentals delivered to the villa

• Flower setups for birthdays or proposals

• Private chef dinner on request

Guests love how seamless and “local” it feels,  and many say it’s the most memorable part of their trip.

Things to Keep in Mind

• Stay compliant: Make sure your offers follow Airbnb’s policies and local laws.

• Be transparent: Clearly list prices and avoid hidden fees.

Final Thoughts

Upselling isn’t about squeezing more money out of guests,  it’s about adding value. By offering curated, thoughtful extras, you become more than just a place to stay , you become part of their journey.

And happy guests? They leave better reviews, rebook, and tell their friends. That’s the kind of “upward spiral” every host wants.

What upsells have you offered at your Airbnb? Would love to hear your creative ideas in the comments!

—

C | Airbnb Superhost | AI SEO Specialist & Growth Marketer

[Rebecca]

Thank you for sharing this with us @Chippy3 😊

I wonder if these 'upsells' could be combined with Airbnb Experiences? What do you think? 

[Chippy3]

@Rebecca That would depend on the upsell. For example, airport transfers, bike rentals, and motorbike hire typically can’t be included in Airbnb Experience upsells, as Airbnb’s policies prohibit transportation-related services, unless they’re incidental to the experience itself.

That said, airport transfers are a very common upsell, just not through the Airbnb Experiences platform specifically. They're often offered separately via direct booking or as an add-on through other channels.

According to Airbnb’s Experience Guidelines, hosts cannot list services that are primarily transportation (like car rentals, airport pickups, or scooter rentals) unless they're a minor component of a broader activity,  for example, using a van to take guests to a remote vineyard as part of a wine-tasting experience.

However, Local, Host-Led Experiences, Adventure Activities, and Cultural Immersion events can absolutely be created and listed as Airbnb Experiences. These are fantastic opportunities to craft engaging, revenue-generating upsells that comply with Airbnb’s policies.

[Rebecca]

Great info there, thank you @Chippy3! 

You've had some questions in the thread from @Sara10914 and @Tray20 - hav you had an opportunity to read them? 

[Sara10914]

HI,

Now will the new Air BnB rules of showing all fee's. How are we supposed to add the extra concierge services as listed above without breaking the rules.

Thanks,

Sara

[Chippy3]

@Sara8 Great question,  with Airbnb's new updated “total price display” policy now showing all fees upfront (including cleaning, service, and host fees) before taxes. This change is aimed at creating more price transparency for guests, but it does raise concerns for hosts or co-hosts offering add-on concierge services.

Could you confirm what additional services you are offering and we can brainstraim how you could still offer these services without breaking the rules:

[Sara10914]

Hi @Chippy3 ,

I was wanting to do this thing called “front desk”.

They make you a personalized welcome guide (ex i have created a very detailed once with the speakeasies in town, interesting restaurants,, house rules, etc).

They also offer the guests activities around town that would buy normally - zoo, water tours, cruise packages, sea world. the guests activities around just books directly off that platform and i would get a very small commission.

I was waldo wanting to add packeges for guest such as set-up with wine, balloon, flowers l, etc for things such as proposals, birthday, anniversary, etc.

was also gonna offer charcuterie boards, grocery stocking, late check-outs, etc.

its all don’t through “front desk”…

son just wonder what to do now,

in guess i can put all the prices on air bnb for the extra amenities but then how do you collect the money if they pick that???

im more concerned  about the local activities for a small commission.

i just want to stay compliant with the rules,

thanks,

Sara

[Tray20]

Hi @Chippy3, 

How do you usually go about marketing your additional services or upselling? Do you simply list them on your page, or is it something you offer separately? I’m interested in offering some additional services myself, but I’d like to approach it in a way that feels natural rather than pushy.

[Shannon1151]

Thank you. This is really helpful. Can you share the upsell apps you referred to. I'd like to check them out.

[Alexandra2415]

Hola Chippy me ha encantado a idea de valor agregado para nuestros huéspedes.

Lo que me resulta interesante saber, cuales son las apps que mencionas, las cuales podrían utilizarse   para gestionar estas experiencias. Además me gustaria saber como se gestionan dentro de Arbnb estos servicios adicionales?

Desde ya muchas gracias 

[Translation added by Community Manager]

Hi  @Chippy3 , I loved the idea of ​​added value for our guests.

I'm interested to know what apps you mention that could be used to manage these experiences. I'd also like to know how these additional services are managed within Arbnb?

Thank you very much.

[Natasha740]

We offer wine, spirits, and snacks with a simple printed menu and QR code for direct payment—guests love it, especially when arriving late and stores are closed!

[Matthew1608]

@Chippy3 My listing is a Yurt/ADU on my property which is also a tree farm where I produce maple syrup.  I offer a free tour of the maple operation so people can see how maple is made.  I suppose this isn't really an "upsell" but it does lead to sales of my maple products.  Guests seem to really enjoy the tour and 9 times out of 10 it leads to a sale.  I also have maple syrup and sugar available for guests to use in our yurt during their stay.  Guests seem to like connecting with and even taking something home with them from their experience.  I'm not always here and available to give a tour and I often am asked how to purchase my products if I'm not on site.  I'm working on setting up a small farm stand that would allow guests to purchase products without me being present.  I would imagine that there are other "farmers" offering stays on their farms so I can only assume that they have figured out some creative "upsell" options.

I also have a sauna on my property and make it available to guests during their stay.  It is wood fired and I have never been comfortable letting guests use it self-service (though several have tried), but I do offer the option of scheduling a time when I can make it available to guests.  Even after years of offering this as an add on, I'm still wrestling with how to best manage it.  It is mentioned as an option in our listing and I am very specific in letting folks know that it is only possible if I'm on site and available.  It is also mentioned in our manual that we provide on site.  Most of the time it works out well for guests that are communicative.  But, we do also get guests that assume it is available whenever they want and are disappointed to find out that it is not. 

The fact of the matter is that it's an extra "cost" to me in terms of scheduling, wood, and time so I'm starting to think that this may be a good "upsell" service instead of something I offer as an "amenity".

I'm wondering about others thoughts on this.  Initially I saw this as an additional "perk " to the stay/experience, but the amount of time and stress it can cause is making me reconsider. 

I have seen more discussion of hot tubs as an amenity, but not much about saunas... 

Are other hosts offering saunas as an "upsell"? 

Thoughts?