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Photo for illustration. Photo from Pexels.
A good Airbnb pricing strategy starts with a base rate set against similar homes nearby, then adjusts for season, day of week, local events and length of stay. Weekly and monthly discounts attract working guests, who fill quiet periods. The aim is total income over the year, not the highest nightly rate.
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How do you set a base rate for an Airbnb?
Set your base rate by comparing similar homes nearby on size, quality, parking and reviews, then pricing slightly below them until you have reviews. Raise the rate as bookings and reviews build.
- Compare homes with the same bedrooms and similar location
- Check what is booked, not just what is listed
- Factor in cleaning and platform fees, which change the total price guests see. Check Airbnb’s fee guidance
- Review rates monthly, and after every few bookings
How should prices change through the year?
Prices should rise for weekends, school holidays and local events, and fall in quieter periods. In Gloucestershire, events such as the Cheltenham Festival in March and Gloucester Rugby home matches create short peaks.
| Period | Typical approach |
|---|---|
| Major events and festival weeks | Higher rates, minimum stays of two or three nights |
| Summer and school holidays | Higher weekend rates in leisure areas |
| Quiet winter midweeks | Lower nightly rates, or target longer working stays |
| Last-minute gaps | Small discounts to fill single nights |
A simple, well-kept room supports a higher rate. Photo from Pexels.
Should you offer weekly and monthly discounts?
Yes, for most homes. Weekly and monthly discounts attract contractors, hospital staff and relocating families, who fill weeks that nightly guests leave empty. Longer stays also mean fewer cleans and less wear.
Read more in our guide to mid-term rentals in the UK.
Should you use dynamic pricing tools?
Dynamic pricing tools adjust rates automatically using local demand data. They can help, but set sensible minimum and maximum prices, and check them around local events the tool may not know about.
Whatever tool you use, judge results on total income over the year after costs. See our guide on whether Airbnb is worth it in the UK.
What if you would rather not manage pricing?
Under guaranteed rent, the operator sets the prices and takes the risk on occupancy, while you receive a fixed rent.
- Esho Stays becomes your tenant under a company lease
- Rent is paid in full every month, even if the property is empty
- We list the home across major booking platforms and our direct network of more than 30 companies
- We handle bookings, guest screening, communication, cleaning and maintenance
- Regular inspections, with cleaning between every stay
- A landlord dashboard showing upcoming bookings and performance
Frequently asked questions
How do I work out what to charge for my Airbnb?
Compare similar homes nearby on size, quality, parking and reviews, and look at what is actually booked. Start slightly below comparable homes until you have reviews, then raise the rate. Remember that cleaning fees add to the total guests see.
Is it better to have higher prices and fewer bookings?
Not usually. Each booking brings cleaning costs and wear, but empty nights earn nothing. The best strategy maximises total income after costs across the year. Longer stays at a slightly lower nightly rate often earn more overall.
What minimum stay should I set?
Many hosts use two or three nights at weekends and during events, and one night midweek to fill gaps. If you target working guests, a minimum of a week can reduce changeovers. Test different minimums and track the results.
Do weekly discounts reduce income?
They lower the nightly rate but often raise total income, by filling weeks that would otherwise be empty and cutting cleaning costs. Weekly and monthly discounts are especially effective in areas with contractors, hospitals and business parks.
Next step
Rather have a fixed rent?
Tell us about your property, and we will explain how our guaranteed rent model works.
