Empty calendars during off-peak weeks can feel discouraging - especially when expenses don’t take a holiday. Shoulder seasons bring their own challenges too, with demand that rises and falls depending on weather or local events.
But here’s the good news: slower seasons don’t have to mean lost revenue. With the right mix of marketing, smart pricing, and flexible tools, you can keep bookings flowing - even when the crowds thin out. This guide shows you exactly how to boost occupancy and stay profitable all year long.
Why off-peak and shoulder seasons are tough for hosts
During slow seasons, bookings drop, and it becomes harder to maintain a steady cash flow. By 2024, the U.S. short-term rental market had expanded to over 2.4 million listings. That growth means more hosts are competing for fewer guests when travel slows.
Coastal rentals tend to sit empty in winter, while ski towns face the same challenge once summer arrives. Big cities, such as Austin and California, also feel the impact, as they only fill up around major events. All these factors result in pricing pressure as cutting rates risks revenue, while holding firm can leave your property unbooked for weeks.
Marketing tactics to attract guests year-round
Hosting during off-peak and shoulder seasons can be tough, but not impossible. The most successful hosts are curious and willing to test creative ideas rather than relying on the same approach every season. Below are four practical marketing tactics you can apply when bookings slow down and throughout the year to maintain steady interest.
Update your listing photos
Swap out summer pool shots for cosy winter setups, or highlight a fireplace when colder months arrive. You want to capture amenities guests will actually use in that season, whether it’s a patio heater or a snow-ready driveway. Updating your images this way reminds travelers that the space is actively maintained and makes your listing stand out in crowded searches.
Target local staycations
During non-peak seasons, highlight the ease of a weekend getaway and the chance to rediscover nearby attractions. Use this opportunity to showcase unique details, such as quiet hiking trails or cultural spots within driving distance. If you manage to position your rental as a convenient staycation option, you appeal to nearby travelers and also keep your calendar full when long-distance tourism slows down.
Run off-peak promotions
Discounts can attract guests during slower months, but they should be used wisely. Offering themed packages or reduced rates for longer stays captures off-peak Airbnb bookings. Always keep an eye on holiday rental profitability tips when offering discounts. If you lower the rates too far, you risk affecting the revenue. A better approach is to offer promotions as added value, such as late check-outs and free parking.
Use email marketing to reach past guests
In most cases, your past guests are the easiest to win over. A well-timed, tailored email can remind them of the good experience they had. Share seasonal offers, showcase what’s new at your property, or extend a returning guest discount. These touches make past travelers feel valued and increase the chance they’ll book again.
Smart pricing strategies for the off-peak season
You can have polished photos and clever promotions, but if your rates fall short, profits slip away. For hosts, success should be measured by RevPAR (revenue per available rental). The right strategies can lift RevPAR even when occupancy dips, giving you steadier returns in slower months.
Offer longer-stay discounts
Many travelers love discounted stays and are willing to consider your property if the deal is good enough. One benefit of this strategy is that it reduces turnovers, resulting in fewer cleanings and less administrative work. Many successful hosts utilize this to attract digital nomads and traveling professionals who appreciate stability.
Reduce the number of minimum nights
During the low season, demand for most short-term rentals drops noticeably, so rigid minimum-night rules can deter potential bookings. Here, you want to lower the minimum from, say, three nights to two, to open the door to weekend travelers or spontaneous getaways. Such small adjustments can trigger a booking that might otherwise go to a competitor.
Create seasonal packages or perks
A value-added package makes your property stand out when competition is steep. Such packages may include discounted ski passes in mountain towns or complimentary parking and late checkout in major cities. These perks give guests a reason to choose your listing over nearby properties.
Use last-minute deals to fill gaps
With this strategy, your aim is to avoid empty nights by introducing last-minute discounts. Last-minute deals work best when you set clear rules - for example, only lowering the rate if someone books within two or three days of check-in. This attracts spontaneous travelers and still gives you control over pricing. If you do it well, last-minute deals can improve cash flow and increase occupancy without undermining the value of your property.
How to save time and stay ahead of demand?
Stop guessing your rates. What you should do instead is use pricing and demand data instead of guesswork.
Beyond’s free analyser tool compares your property to the local market, showing how competitors are priced and where demand is trending. With those insights, you can set rates that are both competitive and attractive to guests. The result is more confident pricing and stronger returns. Try the free Beyond listing analysis tool today to stay ahead of the competition during the low season.
.png){kind=small}
.png){kind=small}
