Chapter 11

Using Promotions and Discounts Strategically

Promotions and discounts are powerful tools for optimizing occupancy rates. When used correctly, they help fill low-demand periods without devaluing your property or harming profitability.

This chapter explains how to use Vrbo’s pricing tools effectively, when to apply them, and how to integrate them into your overall pricing strategy.

Why use promotions on Vrbo?

Travelers compare many listings before booking. A well-positioned promotion can make a decisive difference—especially for new listings or those with few reviews.

Benefits of promotions:

Increase occupancy during low and mid seasons
Generate reviews faster
Reduce gaps between bookings
Test pricing strategies

Most effective types of discounts

1. Weekly and monthly discounts

Offering discounts for stays of 7+ or 28+ nights attracts long-term guests and reduces turnover costs.

2. Last-minute discounts

Ideal for filling unbooked dates close to arrival. These work especially well in destinations accessible by car or train.

3. Early booking discounts

Encourage travelers to book months in advance, securing revenue earlier.

4. Seasonal pricing adjustments

Adjusting your pricing based on seasons, school holidays, and local events helps maximize your revenue throughout the year.

How to create discounts on Vrbo

Discount settings are available directly in your listing calendar.

Creating basic discounts:

Log in to your account
Go to your dashboard
Open your listing calendar
Click “Rates” → “Base rates and discounts”
Set percentage discounts for 7+ or 28+ nights
Save changes

Creating seasonal pricing

Steps:

Open your calendar
Switch to yearly view
Select a date range
Set a custom nightly rate
Save changes

You can also adjust prices per night.

Special discounts (military, business travelers, etc.)

Vrbo does not manage these automatically. They must be applied manually through custom quotes.

Example:
If your rate is $100/night and you offer 15% off, send a quote at $85/night.

How to apply

Log in to your account
Go to messaging
Select booking request
Edit quote
Adjust price
Inform guest

Best practices to maintain profitability

Avoid excessive or constant discounts
Limit overlapping promotions
Track performance regularly
Benchmark against competitors
Adjust gradually

Conclusion

Promotions are a powerful strategic lever when used correctly. When integrated into a structured pricing strategy, they help increase visibility, drive bookings, and maintain your property’s value.

The final chapter covers customer support and long-term growth.