How to Send a Special Offer on Airbnb: A Guide For Airbnb Hosts

Airbnb is full of features that many new hosts tend to overlook. One of those is definitely the ability to send special offers. I personally like sending special offers out to potentially help fill in gap nights or offer extended stays. When done correctly, you can secure reservations that might not have happened otherwise.

In this guide, I'll walk you through exactly how to create and send special offers that convert inquiries into confirmed bookings, plus share some insider tips I've learned after thousands of guest interactions.

What is an Airbnb Special Offer?

An Airbnb special offer is a customized booking proposal you can send to potential guests who have messaged you but haven't yet booked. It allows you to modify the nightly rate, fees, and even the length of stay before the guest makes a booking. This feature is ideal for:

• Offering discounts to guests interested in longer stays
• Filling gaps in your calendar by adjusting rates for specific dates
• Providing an incentive for guests to book quickly
• Negotiating prices with potential guests who have reached out

The beauty of special offers is their flexibility. You can tailor the perfect stay for your guest while maintaining control over your calendar and pricing strategy.

How to Send an Airbnb Special Offer: Step-by-Step Guide

Now that you know what a special offer is, here's exactly how you can send one out through Airbnb:

1. Make sure you're in "Hosting Mode," which can be accessed by clicking on the "Switch to Hosting button."
2. Go to your Inbox and open the message thread with the interested guest
3. Click the "Special Offer" button on the message's right side.
4. Select the listing you want to offer
5. Set the check-in and check-out dates
6. Enter the number of guests (You can increase it up to the maximum that listing supports)
7. In the "Subtotal" field, enter your custom price for the entire stay (including cleaning fees and any extra guest charges, but excluding taxes and Airbnb service fees) When typing the amount, you'll see a breakdown of all the expenses, so don't be afraid to play around with the pricing.
8. Review and click on the "Send Special Offer" button.

These steps work whether you're accessing Airbnb through a mobile phone or the desktop website. One thing I like adding is sending a personalized message explaining the offer. I also like sending out multiple special offers to a handful of guests to increase the chances of getting booked. Just make sure to be transparent about the possibility that others can book it before they can. If you're smart about it, you can use it to create urgency and influence booking decisions.

Once you've sent out a special offer, the guest/s will have 24 hours to decide whether they want to accept it or not. Within this time frame, the dates will not be blocked on Airbnb, so other guests can still book the said dates. If that happens, Airbnb will automatically withdraw any pending special offers you may have already sent.

When to Use Special Offers

In my experience, Special Offers are most effective in these scenarios:

1. During shoulder or low seasons, when bookings naturally slow down
2. For last-minute availability to prevent calendar gaps
3. To encourage longer stays with custom pricing
4. For repeat customers you want to reward with a loyalty incentive
5. To suggest alternative dates when their requested dates are partially booked
6. When guests inquire about extended stays (offer a weekly or monthly discount)

Remember that Special Offers should be used strategically, not as your default response to every inquiry. Discounting too frequently can undermine your property's perceived value and eat into your profit margins.

I've found special offers particularly effective during weekday gaps between weekend bookings. By offering a modest 10-15% discount for Monday-Thursday stays, I've increased my overall occupancy during traditionally slower periods.

Pro Tips for Maximizing Special Offers

1. Know Your Minimum Price – Before sending an offer, calculate your absolute lowest price that still allows for profitability.
2. Use Discounts Wisely – A small discount (5-10%) can be enough to sway a guest without undercutting your own profits. However, for more aggressive discounts like last-minute fillers, knowing your minimum price is crucial, as it allows you to offer larger discounts without cutting into your profits.
3. Create Urgency – Mention in your message that the offer is time-sensitive to encourage quicker booking decisions.
4. Leverage Seasonality – Adjust offers based on demand. Discounts may work well in the low season, while value-added offers (like early check-in) may be better in peak times.
5. Communicate Value – Rather than just reducing the price, highlight the value of your offer. This can include extended stays, flexible check-in, additional amenities, and any others. I often include free early check-in/late checkout or a complimentary welcome basket with local treats. These perks cost me little but significantly enhance the perceived value of the offer.
6. Follow-Up Message – I've already mentioned that I like to send a personalized message right after the Special Offer. You can take this a step further by sending a follow-up. If a guest doesn't respond to your special offer within 12 hours, send a friendly follow-up message. Just a simple message would do wonders, and these gentle reminders often prompts action.

Pro tip: When calculating your discount, aim for a sweet spot that feels substantial to the guest but still maintains your profit margins. I typically offer 10-15% for shoulder season bookings and up to 20% for last-minute stays that would otherwise go unbooked.

Final Thoughts

The Special Offer feature on Airbnb is a great way to boost your booking rate, optimize your earnings, and create a win-win scenario for both you and your guests. When used strategically, it can help you maximize occupancy, boost revenue during slow periods, and convert inquiries into confirmed bookings.

Remember that the goal isn't just to fill your calendar at any cost but to create win-win situations where guests feel they're getting exceptional value while you maintain healthy profit margins. With practice, you'll develop an intuition for when and how to extend these offers for maximum impact.