With total price now the new reality in Airbnb searches worldwide, property managers are being asked to rethink the way they set, display and communicate their prices. Strategic pricing is no longer optional – it is a prerequisite for a property to remain competitive.
Here are five key points for redesigning your pricing strategy:
Reassessment of additional charges
Airbnb’s new policy makes all charges (e.g. cleaning fees, service fees, pet fees) visible from the beginning of the search.
What to do:
- Analyse whether your cleaning fees are reasonable compared to similar accommodation in the area.
- Consider alternatives: Could you incorporate the cleaning fee into the base price?
- Clearly communicate the value of each charge (e.g. “professional cleaning per stay”).
Dynamic pricing and comparison tools
Airbnb already offers tools such as “Similar Listings ” and market-based pricing suggestions.
What to do:
- You regularly visit Airbnb dashboards and/or use tools like PriceLabs or Beyond.
- Set price ranges based on demand and special dates (holidays, festivals, etc.).
- Monitor your occupancy and adjust prices to avoid empty days.
Time depth offers and accommodation strategy
Airbnb emphasizes discounts for weekly and monthly bookings, boosting the visibility of such accommodations.
What to do:
- Create clear offers for 7+ or 28+ nights.
- Consider small discounts for 3+ nights to boost off-peak bookings.
- Combine offers with minimum stays for maximum occupancy.
Seasonality and special periods: More detailed management
Understanding seasonality and booking flows is critical.
What to do:
- Analyse when the “dead” periods are and create specific pricing campaigns.
- Boost attractiveness with early booking or last minute offers.
- Use tiered pricing (e.g. lower price for the first few nights and increasing afterwards).
Highlight the value, not just the price
Price transparency also brings to the fore the need to justify the price through experience.
What to do:
- Improve the photos and description to reflect the overall experience.
- Add “extra value” (e.g. welcome with local products, late check-out).
- Communicate what sets you apart from the competition – not only in features but also in hospitality experience.
Conclusion: From price-bait to transparency strategy
The time when the low initial price could draw the visitor in, while charges were added at the end, is over. Now, full and transparent pricing is the basis on which visitors decide – and algorithms recommend.
Professionalism in price management is not a luxury; it is a competitive advantage. And for those who invest in the right strategy, the new era of Airbnb can be transformed into a growth opportunity.
