27 Proven Hotel Upselling Techniques That Actually Work in 2026

Hotel Upselling Techniques for Hotels To Make More Money

A couple arrives at your hotel for their anniversary weekend. They booked a standard room, but with one thoughtful suggestion at check-in, they were upgraded to a suite with a champagne package. They leave raving fans, you've increased revenue by 40%, and everyone wins.

That's the magic of hotel upselling done right.

But here's what nobody tells you—most hotels leave 15-30% of potential revenue on the table simply because they don't have a structured hotel upselling plan in place.

At Myma.ai, we've seen firsthand how AI-powered guest communication transforms upselling from awkward sales pitches into genuinely helpful recommendations. Today, we're sharing 27 techniques that move the needle.

What Is Hotel Upselling and Why It Matters More Than Ever

Hotel upselling is the art of offering guests enhanced products, services, or experiences beyond their original booking—at the right moment, through the right channel, at the right price.

But let's be clear about something: great upselling isn't about squeezing more money from guests. It's about understanding what they want and making it easy to say yes.

The Numbers Don't Lie

• Hotels with strategic upselling programs see 10-30% revenue increases per booking

• Pre-arrival upselling converts at 3- 5x higher rates than front desk offers

• Personalized recommendations drive 40% more conversions than generic offers

Now, let's dive into the techniques that separate revenue leaders from the rest.

Pre-Arrival Upselling Techniques

The window between booking and arrival is pure gold. Guests are excited, planning their trip, and mentally prepared to spend. Here's how to capitalize on it.

1. Send Perfectly Timed Pre-Arrival Emails

Timing is everything. Send your first upselling email 5-7 days before arrival for leisure guests, and 24-48 hours for business travellers.

Pro tip: Don't send the same generic email to everyone. A family traveling with kids needs different suggestions than a solo business traveller.

2. Create Irresistible Room Upgrade Offers

Instead of offering "Superior Room - $50 extra," try:

"Wake up to ocean views with 200 extra square feet of space—perfect for spreading out after a long journey. Just $50/night more."

Paint the picture. Sell the experience, not the room category.

3. Bundle Services into Themed Packages

Smart bundling increases perceived value:

• Romance Package: Late checkout + champagne + room upgrade

• Adventure Package: Early check-in + packed breakfast + local tour partnership

• Wellness Package: Spa credit + healthy room amenities + yoga class access
  

Packages convert better because guests feel they're getting a deal rather than paying more.

4. Use Dynamic Pricing for Upgrades

When occupancy is low, offer upgrades at a steep discount. When you're nearly full, hold firm or remove upgrade options entirely.

The psychology: A $30 upgrade that's "usually $80" feels like a steal guests can't pass up.

5. Let Guests "Bid" on Upgrades

Allow guests to name their price for room upgrades through a bid system. You set the minimum, and they propose what they'll pay.

This works because guests feel in control, and you often receive higher amounts than your minimum threshold.

6. Leverage Booking Confirmation Pages

The confirmation page is prime real estate. Immediately after booking, guests are in "purchasing mode." Show them:

• Available upgrades

• Add-on experiences

• Special occasion packages

Conversion rates here can exceed 15% because buying momentum is still active.

7. Deploy AI-Powered Chat for Pre-Arrival Engagement

This is where tools like Myma.ai transform your upselling game. AI chatbots can:

• Answer pre-arrival questions instantly

• Recommend relevant add-ons based on booking details

• Process upgrades 24/7 without staff intervention

• Remember guest preferences for personalized suggestions

When a guest asks, "What's the weather like next week?", a smart AI responds with the forecast AND suggests booking that cabana by the pool.

Check-In Upselling Techniques

The front desk remains a powerful upselling opportunity—but only when executed with finesse.

8. Train Staff to Read Guest Cues

A tired guest dragging luggage at 11 PM doesn't want a sales pitch. A couple excitedly asking about restaurants? They're primed for dining recommendations with upsell potential.

Teach your team situational awareness. The best upsellers know when to suggest and when to simply smile.

9. Master the "By the Way" Technique

Natural language converts better than scripted pitches:

❌ "Would you like to upgrade to a deluxe room for $75?"

✅ "By the way, I noticed a beautiful corner suite just opened up on the top floor—it has incredible city views. I could switch you for just $75 more if you'd like?"

The difference? One sounds like a transaction, the other sounds like an insider tip.

10. Offer Upgrades at Check-In When Rooms Are Available

This seems obvious, but many hotels don't do it consistently. Create a simple system:

1. Check upgrade availability before the guest arrives

2. Flag high-potential guests (special occasions, loyalty members, long stays)

3. Have specific upgrade offers ready with exact pricing
   

11. Use Visual Aids at the Front Desk

A tablet showing actual photos of the upgraded room or suite is infinitely more persuasive than a verbal description alone.

"Here's the suite I mentioned—see how the living area would give you extra space for your three-night stay?"

12. Celebrate Special Occasions Proactively

If reservation notes mention a birthday or anniversary, acknowledge it without being asked:

"I see you're celebrating your anniversary—congratulations! We have a special romance package that includes champagne and late checkout. Would that be something you'd enjoy?"

This doesn't feel like selling. It feels like caring.

13. Offer Early Check-In and Late Checkout Strategically

These are revenue opportunities hiding in plain sight:

• Offer early check-in to guests arriving on morning flights

• Suggest late checkout to those with evening departures

• Price these based on occupancy (free when empty, premium when busy)

During-Stay Upselling Techniques

Once guests are on the property, countless touchpoints exist for thoughtful upselling.

14. Deploy In-Room Technology for Service Promotion

Smart TVs, tablets, or QR codes in rooms can showcase:

• Spa availability and treatments

• Restaurant specials for that evening

• Room service promotions

• Local experiences and tours

Key insight: Guests browse these most during the first evening and morning of their stay. Front-load your best offers.

15. Train Every Department to Cross-Sell

Your spa receptionist should know about the restaurant's special tasting menu. Your restaurant server should mention the spa couple’s massage.

Create a weekly cross-promotion focus that all guest-facing staff know about.

16. Use AI Chatbots for In-Stay Recommendations

When guests message asking for towels or Wi-Fi passwords, intelligent AI (like Myma.ai) can also ask:

"Is there anything else I can help with? Many guests are enjoying our rooftop bar's sunset happy hour from 5-7 PM tonight."

This turns routine interactions into revenue opportunities—without adding staff workload.

17. Create Urgency with Time-Limited Offers

"Our chef is preparing a special tasting menu tonight only—would you like me to reserve a table?"

Scarcity and exclusivity drive action. Just ensure your offers are genuinely limited.

18. Capitalize on Weather and Circumstances

Rainy day? Promote spa services and indoor dining. Unexpectedly beautiful weather? Push pool cabana rentals and outdoor experiences.

Contextual selling converts because it solves immediate needs.

19. Offer Room Service Upgrades

When a guest orders a burger and fries, suggest:

"Would you like to add our hand-cut truffle fries for $6 more? They're our most popular side."

Small upgrades on every order compound into significant revenue.

20. Create Instagram-Worthy Upsell Experiences

Guests pay premium prices for shareable moments:

• Floating breakfast trays

• In-room movie setups with gourmet popcorn

• Sunset champagne on a private terrace

• Bath butler services with rose petals

These experiences generate organic social media marketing while delivering high margins.

Post-Stay and Loyalty Upselling Techniques

The relationship doesn't end at checkout.

21. Send Personalized Post-Stay Offers

Within 48 hours of checkout, reach out:

"We hope you enjoyed your stay! We noticed you loved our spa—book your next visit within 30 days and receive 20% off any treatment."

These drives rebooking while memories are fresh.

22. Create a Loyalty Program with Upgrade Perks

Reward repeat guests with:

• Complimentary room upgrades when available

• Exclusive access to premium add-ons

• Member-only pricing on experiences

Loyalty members spend 30-50% more than transient guests over time.

23. Encourage Direct Rebooking Before Departure

At checkout, offer an incentive to book their next stay directly:

"If you book your next visit with us today, I can lock in 15% off and guarantee a room upgrade."

You save OTA commissions AND secure future revenue.

Hotel Upselling Trends Shaping 2026

The hospitality landscape evolves rapidly. Here's what's defining successful upselling strategies now.

24. AI-Driven Hyper-Personalization

Generic offers are dying. AI systems now analyse:

• Past booking behaviour

• On-property spending patterns

• Stated preferences and reviews

• Real-time contextual signals

This enables offers that feel personally curated rather than mass-marketed. Myma AI specializes in exactly this kind of intelligent guest communication.

25. Mobile-First Guest Journeys

Over 70% of guests prefer managing their stay through mobile devices. Your upselling strategy must include:

• Mobile-optimized upgrade pages

• SMS/WhatsApp upsell messaging

• One-tap purchasing capabilities

• Digital wallet integration

If it's not easy on mobile, you're losing sales.

26. Sustainability-Focused Upsells

Eco-conscious travellers will pay more for:

• Carbon offset packages

• Locally sourced dining experiences

• Green room options (no housekeeping incentives)

• Electric vehicle charging access

Position sustainable options as premium choices, and guests will reward you.

27. Experience-Over-Room Revenue Focus

The most successful hotels are shifting their upselling focus from room upgrades to experience add-ons:

• Curated local tours

• Exclusive chef's table dinners

• Wellness programs

• Cultural immersion experiences

These differentiate your property AND command premium pricing.

Common Upselling Mistakes (And How to Avoid Them)

Even well-intentioned hotels sabotage their upselling efforts. Here's what to avoid:

❌ Mistake 1: The Hard Sell at Wrong Moments

Aggressive pitching when guests are tired, frustrated, or rushed destroys goodwill and future opportunities.

Fix: Train staff to read situations. Sometimes the best upsell is no upsell.

❌ Mistake 2: Generic, One-Size-Fits-All Offers

Sending the same upgrade email to a solo business traveller and a family of five makes neither feel valued.

Fix: Segment your guests and personalize recommendations based on booking data.

❌ Mistake 3: Overwhelming Guests with Too Many Options

Choice paralysis is real. Ten upgrade options result in no decision.

Fix: Present 2-3 highly relevant options at each touchpoint.

❌ Mistake 4: Neglecting Staff Training and Incentives

If front desk staff don't understand WHY they're upselling (or aren't rewarded for success), they won't do it consistently.

Fix: Implement upselling training AND commission structures that motivate consistent execution.

❌ Mistake 5: Ignoring Post-Purchase Communication

The guest who upgraded to a suite heard nothing about it until arrival—no confirmation, no anticipation-building.

Fix: Acknowledge upgrades and purchases immediately, then nurture excitement before arrival.

❌ Mistake 6: Failing to Track and Optimize

If you're not measuring upsell conversion rates by channel, timing, and offer type, you're flying blind.

Fix: Implement tracking across all upselling touchpoints and A/B test regularly.

❌ Mistake 7: Making It Difficult to Actually Purchase

Complex booking engines, phone-only reservations for add-ons, or unclear pricing kill conversions.

Fix: Enable one-click purchasing across all upselling channels.

Building Your Hotel Upselling Plan: A Framework

Knowing techniques is one thing—implementing them systematically is another. Here's how to build a hotel upselling plan that works:

Step 1: Audit Current Opportunities

Map every guest touchpoint from booking to checkout. Identify where upselling currently happens and where opportunities exist.

Step 2: Define Your Offer Portfolio

Create a tiered menu of upsells:

• Low-ticket ($5-25): F&B add-ons, early/late checkout, parking upgrades

• Mid-ticket ($25-100): Room upgrades, spa treatments, experience packages

• High-ticket ($100+): Suites, multi-day packages, VIP experiences
  

Step 3: Map Offers to Touchpoints

Determine which offers work best at each stage:

Touchpoint	Best Upsell Types
Booking confirmation	Room upgrades, packages
Pre-arrival email	Experiences, add-ons
Check-in	Room upgrades, early/late checkout
In-stay	F&B, spa, services
Checkout	Future booking, loyalty

Step 4: Implement Technology

Manual upselling doesn't scale. Invest in:

• Automated pre-arrival messaging

• AI-powered chatbots (like Myma AI)

• In-room digital services

• Integrated PMS tracking
  

Step 5: Train Your Team

Create role-specific upselling training that covers:

• Reading guest cues

• Natural conversation techniques

• Product knowledge for all offers

• Handling objections gracefully
  

Step 6: Measure and Optimize

Track key metrics monthly:

• Upsell revenue per available room

• Conversion rates by channel

• Average upsell value

• Staff performance rankings
  

The Technology Advantage: How AI Transforms Hotel Upselling

Here's the reality: the hotels winning at upselling in 2025 aren't just better at asking—they're better at knowing when, what, and how to ask.

That's where AI-powered solutions change everything.

Myma AI enables hotels to:

Engage guests 24/7 through intelligent chatbots that handle inquiries AND suggest relevant upsells

Personalize recommendations based on booking data, preferences, and real-time context

Automate pre-arrival communication that converts while guests are most receptive

Scale upselling efforts without adding staff workload

Track performance across every guest interaction

The result? Hotels using AI-powered guest communication see 2-3x higher upselling conversion rates compared to manual-only approaches.

Final Thoughts: The Mindset Shift That Changes Everything

Here's the secret that ties all 27 techniques together:

Stop thinking about upselling as "selling more stuff." Start thinking about it as "helping guests have better stays."

When a family needs that extra room space, the upgrade suggestion isn't pushy—it's helpful.

When a couple celebrating an anniversary learns about your romance package, they're grateful for the idea.

When a business traveler discovers they can have early check-in after a red-eye flight, you've solved a real problem.

The best hotel upselling doesn't feel like upselling at all. It feels like exceptional service.

Ready to Transform Your Upselling Strategy?

Implementing these 27 techniques takes time, training, and the right technology. But the payoff—increased revenue, happier guests, and competitive differentiation—is worth every effort.

Discover how Myma.ai can help your hotel unlock hidden revenue through intelligent guest communication →

What upselling techniques have worked best at your property? We'd love to hear your experiences in the comments below.