When it comes to managing an Airbnb or holiday rental, cleaning fees are a hot topic. Many hosts believe that reducing or eliminating cleaning fees will result in more bookings and lower guest expectations. However, available data suggests otherwise. Let’s explore the facts and industry insights.
Does Lowering or Eliminating the Cleaning Fee Boost Bookings?
There’s a common belief that high cleaning fees discourage bookings and that lowering or removing them will lead to an increase in guest interest. While this seems logical, research shows that the total price is the primary factor that influences bookings, not the breakdown of individual fees.
When Airbnb introduced its “total price display” feature in 2022, which allows guests to see the total cost upfront (including cleaning and service fees), guests became less sensitive to the cleaning fee specifically. It’s the total price that matters most. Hosts with clear, competitive total pricing tend to see more bookings, even when their cleaning fees are higher than average.
Lower Cleaning Fees Don’t Reduce Guest Expectations
Some hosts assume that reducing or removing cleaning fees will lower guest expectations for cleanliness. However, guests expect professional cleaning standards regardless of whether they’ve paid a cleaning fee or not.
Airbnb’s surveys consistently show that cleanliness is a top factor influencing guest reviews. Guests expect the property to be spotless, whether they paid $50 or $150 for cleaning. Removing the cleaning fee does not change their desire for a well-cleaned space.
The Impact of Cleaning Quality on Reviews
It’s essential to recognise that many cleaners do not meet the expectations of guests. Hosts often assume that their cleaning teams are thorough, but guest reviews frequently reveal the opposite. Poor cleaning can lead to negative reviews and decreased guest satisfaction, which ultimately affects bookings. If your cleaning team is inadequate, it could undermine all your efforts to attract guests. This is why understanding how cleaners can make or break your Airbnb business is vital for long-term hosting success.
The Total Price Drives Bookings, Not Just the Cleaning Fee
Ultimately, the total price is the key factor for guests when booking. Airbnb’s “total price display” feature helps clarify the entire cost upfront, and guests value this transparency. If the overall price reflects the quality of the stay, guests are less concerned about how much is allocated to cleaning fees.
Cleaning Fees as a Sales Objection
The term “fee” can be a significant sales objection for potential guests. While some hosts believe that removing or lowering cleaning fees will eliminate this objection, the lack of concrete data to support these claims makes it difficult to determine its actual impact. That said, addressing this minor objection can still be beneficial. However, there are far more impactful sales objections that can be improved upon to increase your booking rates.
Focus on Value, Not Just the Cleaning Fee
The data indicates that lowering or removing cleaning fees won’t necessarily increase bookings. Guests care about the total price and expect high standards of cleanliness, no matter the fee structure. Instead of solely focusing on cleaning fees, concentrate on providing excellent value by ensuring your property is clean, well-maintained, and offers a great overall experience.
