Introduction
Let’s talk about your game plan for the Airbnb slow season!
During high season, even average hosts see good results. But it’s in the slow season that truly great hosts stand out.
Managing this period requires an optimization approach that most hosts overlook. Many simply lower prices, but that alone is a mistake. Instead, monitor future occupancy rates and make price adjustments at least 90 days in advance to stay ahead of demand.
This article isn’t about pricing alone; instead, it covers a range of strategies to minimize or eliminate the effects of Airbnb’s slow season.
Every strategy below focuses on one goal: increasing flexibility and expanding your pool of future potential guests (FPGs). However, remember that greater flexibility comes with increased risk, so always weigh the benefits of each choice against potential risks.
By implementing these slow season strategies, you’ll set yourself apart from competitors who may overlook these tactics, positioning yourself to navigate the slow season smoothly.
Many of these strategies require planning months in advance, with some up to six months ahead. Tailor your approach based on your situation, but aim to apply a few. In the Airbnb listings I manage, we integrate many of these strategies throughout the year.
The Word “Discount” In Your Airbnb Title
For the slow season, consider adding a phrase like “Extra 10% Discount” to your title. This tactic is so underused that it’s bound to capture the attention of future potential guests (FPGs).
Here’s why it works: If guests have already filtered your listing to fit their budget, seeing an additional 10% discount makes clicking through almost irresistible. Just remember to clarify the details of this discount in your listing description. If it proves effective, you might consider raising your base price to balance the discount—or even using it as a busy season tactic.
The one drawback is that this approach requires manually sending a special offer to the guest. Although we usually aim to minimize manual processes, this might be worth the exception.
Increase Percentage Discounts
To attract longer-term guests, consider increasing your weekly and monthly booking discounts.
Typically, a 10% discount is offered for week-long stays, and 20% for monthly stays. However, if you have the time, it’s worth researching your competition on platforms like Airbnb.com or AllTheRooms Analytics. Filter by location, price range, and bed count to see what discounts similar listings are offering—and aim to beat them by at least 5%.
Adjust Calendar Availability
Generally, it’s wise to keep your calendar open only 3-6 months ahead unless you’re very confident in your pricing. This lets you charge a premium for bookings 3+ months in advance. Guests booking 6+ months ahead may have insider knowledge of events (like conferences or concerts) that drive demand.
Try this seasonal calendar strategy:
– At the start of busy season, open availability for 12 months.
– Three months later, adjust to 9 months.
– Another three months later, set it to 6 months.
– Finally, around December, adjust to 3 months until the next April, when you open up to 12 months again.
This setup ensures you can secure early reservations for the next slow season, prioritizing occupancy over max pricing.
Example:
If your slow season runs from October to March, open your calendar to 12 months in April, so guests can book through the next March. Adjust to 9 months in June, 6 months in September, and 3 months in December.
If you’re using PriceLabs for far-out pricing, you can afford more calendar flexibility, knowing you’re capturing premium rates for any advanced booking.
Extra Person Charges in Slow Season
Extra person charges are generally more effective in high season. During slow months, consider removing these fees, as additional guests typically don’t add significant wear or work. However, for bookings that exceed your set guest maximum, add a substantial fee (e.g., $100 per guest beyond 4) to discourage excess occupancy and allow you to collect fees for unapproved guests.
This approach aligns with what we call The Flexibility Concept— being more flexible with fees and pricing in slower periods while leveraging them for higher demand seasons.
Here are a few key considerations around pricing if you decide to use an extra person charge:
Imagine you’re renting your home to 4 guests at $100 per night—this breaks down to $25 per person per night. If you add an extra charge for a 5th guest, keeping this fee at a maximum of $25 prevents the incremental per-person cost from inflating.
A good rule of thumb is to set the extra guest fee at around 50% of the per-person rate without the additional guest. In this case, 50% of $25 is $12.50.
Another consideration: if you’re renting an entire home and are off-premises, charging an extra person fee may encourage certain guests to bring more people than they declared. To avoid this, try pricing your space for maximum occupancy; this generally aligns with guest expectations and limits the incentive to under-report.
Lower Minimum Nights
For most Airbnb hosts, a one-night minimum is beneficial year-round. If you currently have a 2+ night minimum, consider testing a one-night minimum during the slow season, even if it’s just for weekdays. Many cleaners will appreciate the extra work—though it’s worth confirming.
Lower Your Nightly Rate
This might seem obvious, but consider lowering it more than you think. Hotels often reduce rates by up to 50% in the off-season, backed by dedicated pricing teams and marketing channels.
To set a smart minimum rate, understand your fixed costs (like rent or mortgage, which stay the same whether occupied or not) and variable costs (like electricity, which only apply with guests). This helps you establish your minimum sustainable rate.
Your minimum rate represents the amount needed to make a reservation profitable compared to leaving the space empty.Calculating this involves a bit of math: add up your fixed costs (e.g., mortgage, taxes, internet) and your variable costs per reservation (e.g., utilities, cleaning), plus a value for your time.
This minimum isn’t an ideal rate; it’s a baseline that ensures profitability. A minimum is not what you would like to get. A lot of hosts make this mistake and price their minimum way too high during the Airbnb slow season.
In exceptional situations, like during the pandemic, your minimum might only need to cover variable costs, reducing losses when occupancy is uncertain. For instance, if variable costs are $25 per night and fixed costs are $75, your “survival” minimum would be anything above $25. Even at $30 per night, the $5 difference helps offset your fixed expenses, reducing your overall loss.
Conclusion: Airbnb Slow Season Strategies
You need an active annual pricing strategy to account for the low and high seasons. Due to demand, anyone can get by in high season, but it is the Airbnb slow season that separates the professionals from the amateurs. Here is what you should think about in order of importance:
- Lower your nightly rate up to 50%
- Adjust your calendar availability to encourage early slow season bookings
- Increase your percentage discounts based on competition
- Remove extra person charge
- Lower minimum nights to one
- Add the word ‘Discount’ into the front of your title
- Offer a ‘Friends + Family’ Airbnb discount
What are your solutions to surpass slow season? Some hosts temporarily close shop because they don’t see enough guests coming in, some use slow season for repairs and deep cleans, let us know in comments how you handle slow season!