AIMIR: How Can My Homestays Reduce Reliance On Airbnb, Agoda And Booking, And Get More Direct Bookings?

I own a number of homestays here in Langkawi Island, Malaysia. Most of our bookings come through three platforms: Airbnb, Agoda and Booking. The responses are great, no doubt about it, but their fees eat into our profits. I don’t want to rely on them long-term. So I decided to work extra hard to get more direct bookings. The problem I foresee is this. If I move away from Airbnb, my homestays will be empty. That’s for sure. So, how to solve this then?”

The answer is not to go straightaway to the other extreme. It will make it worse. Instead, keep Airbnb, Agoda and Booking as your discovery platforms only for the first-timers. Once they are already a customer, then you slowly build direct bookings from then on. You can create a simple booking site and promote it to your guests once they become your customers. Leave a “Book direct and save” card in every room, or give repeat guests discounts if they book directly. Over time, you’ll build a base of loyal customers who don’t go through those platforms.

Just think of those platforms as your top-of-funnel. It brings the first-timers. Then, build your connection with them directly. Your marketing, from social media, email and WhatsApp updates to special deals and so on, brings them back again without the middleman. That’s how you keep visibility and margins. Now that’s a strategic move.

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