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Glossary overview

Marketing in hotels

Armin Gögele, last updated on  22.02.2022


Marketing in the hotel means marketing activities that take place on the spot in the hotel. There are many ways in which a hotel can be used for marketing purposes. Since the guest is on site, this is one of the best ways to increase revenue and improve guest loyalty.


Cross-selling in the hotel

Cross-selling is the practice of offering additional products and services to guests. A brief dialog at the front desk, a digital survey in the newsletter, or a digital guest folder on site can be used to gather important information about the guest and make targeted offers.


Ideas for cross-selling at the hotel

Depending on the opportunities available at the hotel and in the surrounding area, a variety of cross-selling options can be offered to the guest:

  • Leisure activities in the area
  • Special activities/courses at the hotel
  • Spa visits and treatments
  • Food and beverage options
  • Special services and packages, such as a romantic dinner in a wine cellar
  • Transportation and parking in the city


Hotel Upselling

Upselling, or "additional sales," describes the process of selling the guest "more of the same. In the hotel industry, since extending a stay is not always practical for many guests for organizational reasons, other upsells can be considered. For example, upgrading to a nicer room that just became free. A three-course meal in the hotel's restaurant, or another service that is specifically relevant to the hotel's target group.


The most important questions about marketing in the hotel:

What methods are appropriate for hotel marketing?

For example, cross-selling or up-selling your own services is appropriate for marketing in a hotel.

What are the benefits of hotel marketing campaigns?

Hotel marketing campaigns can be used to offer targeted services to the guest, improving the guest's stay experience and increasing revenue per guest.