What Upselling Looks Like

Upselling isn't about being pushy or adding fees for things that should be included. It's about offering optional services that make the guest's stay easier, better, or more enjoyable — and that they're happy to pay for.

Examples include early check-in, late checkout, grocery delivery, restaurant reservations, local tour bookings, equipment rentals, and affiliate revenue from recommendations. Done right, upselling feels like good hospitality, not a sales pitch.

The Easiest Upsells to Start With

1. Early Check-in / Late Checkout

Offer early check-in (before 3 PM) for $30-50 and late checkout (after 11 AM) for $30-50. This only works if you don't have a same-day turnover, but when available, it's nearly 100% profit.

2. Welcome Packages

Offer a stocked fridge (wine, cheese, breakfast items) for $40-75. Partner with a local grocery delivery service or prep it yourself. Guests traveling with kids especially appreciate this.

3. Local Experience Recommendations (with affiliate links)

Instead of just listing restaurants and tours, use affiliate links and codes to earn a commission when guests book. Services like Viator, GetYourGuide, and local tour operators often have affiliate programs. You can also embed these directly into your digital guidebook using HostGuide's recommendations section.

4. Equipment and Gear Rentals

If your property is near ski slopes, beaches, or hiking trails, rent out gear: bikes ($20-30/day), beach chairs and umbrellas ($15/day), skis or snowboards ($40-60/day), baby equipment (high chair, crib, stroller) for $25-40 total.

5. Airport Transfers and Transportation

Partner with a local driver or car service and offer pre-arranged airport pickup for a flat fee ($40-100 depending on distance). You take a 10-20% cut for the referral.

How to Present Upsells Without Being Pushy

Offer, don't require — Everything should be optional. Never make a guest feel like they're missing out if they decline.
Provide value, not convenience charges — Charging $50 for trash removal is annoying. Charging $50 for a stocked fridge is helpful.
Present options early — Mention upsells in your pre-arrival message or guidebook, not after they arrive.
Be transparent about affiliate relationships — If you earn a commission from a recommendation, it's fine to say so. "I partner with local tours I trust" builds credibility.

Setting Up Affiliate Revenue

Many vacation rental hosts don't realize they can earn passive income from the recommendations they're already giving. Here's how to set it up:

Restaurants

Some restaurant reservation platforms (OpenTable, Resy) offer affiliate programs. You can also negotiate directly with local restaurants for a referral fee or discount code.

Tours and Experiences

Sign up for Viator, GetYourGuide, or regional tour operator affiliate programs. Embed links in your guidebook's "Things to Do" section.

Local Services

Partner with local massage therapists, personal chefs, photographers, or cleaning services. Offer their services in your guidebook and take a 10-15% referral fee.

Your Own Offerings

If you own multiple properties or have other services (property management, design consulting, photography), mention them in your guidebook as a low-key pitch.

What NOT to Do

Don't nickel-and-dime — Charging separately for WiFi, linens, or basic amenities will get you bad reviews.
Don't push hard — If a guest declines an upsell, drop it. Don't bring it up again.
Don't hide fees — Be upfront about costs. Surprise charges kill reviews.
Don't over-recommend — If your guidebook lists 47 restaurants and 23 tours, guests ignore all of it. Curate ruthlessly.

The Revenue Math

Let's say you host 50 bookings per year. Here's what modest upselling could add:

10 early check-ins at $40 = $400
8 late checkouts at $40 = $320
5 welcome packages at $60 profit = $300
15 tour bookings with 10% commission averaging $100 = $150
20 restaurant referrals with $10 average commission = $200
3 equipment rentals averaging $80 profit = $240

Total additional revenue: ~$1,600/year

That's an extra $133/month, or 10-15% more revenue for most hosts — without raising your nightly rate.

How to Get Started

Pick 1-2 upsells to test. The easiest are early check-in/late checkout and affiliate links in your guidebook. Set them up, mention them in your pre-arrival message, and track how many guests take you up on the offer.

If you're using a digital guidebook platform like HostGuide, you can embed affiliate links, list rental equipment, and offer add-ons directly in your guidebook. Guests see everything in one place, and you don't have to send a separate sales pitch.