Discount requests come with the territory of hosting on Airbnb. Some guests ask politely, others lead with it before even introducing themselves, and a few will push back no matter what you say.

How you respond shapes both your revenue and your reputation. This guide covers when to accept or decline, how to craft professional responses, and practical alternatives that keep guests happy without cutting into your bottom line.

Why Airbnb guests ask for discounts

Guests ask for discounts for all kinds of reasons, and most of them have nothing to do with thinking your property is overpriced. Some travelers are working within a strict budget and genuinely love your listing, but find it just out of reach. Others are booking a longer stay and assume a reduced nightly rate comes with the territory. A few are simply testing the waters because asking costs them nothing.

Last-minute bookers often assume you'd rather fill an empty night at a lower rate than leave it vacant, which is sometimes true. Savvy travelers also pay attention to seasonality and know when demand dips in your area. Then there are guests who ask for a discount on every single booking they make, regardless of the property or price point.

Once you recognize the motivation behind a request, responding becomes much easier. A guest stretching their budget deserves a different tone than someone who opens with "What's your best price?" before even saying hello.

When to accept or decline a discount request

Not every discount request calls for the same response. The decision often comes down to three factors: your current occupancy, the timing of the stay, and what you can learn about the guest before committing.

Requests you might consider accepting

Gap nights are the clearest case for flexibility. If you have a single empty night sandwiched between two bookings, offering a modest discount fills revenue you'd otherwise lose entirely. Extended stays also make sense for negotiation since fewer turnovers mean lower cleaning costs and less wear on your property.

Repeat guests with positive reviews have already proven they respect your space, which lowers your risk. And during slow seasons, some income often beats no income at all.

• Gap nights: A small discount fills otherwise empty calendar days.
• Extended stays: Reduced turnover costs justify a lower nightly rate.
• Repeat guests: Proven good guests are worth rewarding.
• Slow season inquiries: Partial revenue beats zero revenue.

Red flags that suggest declining

Requests for dramatically lower rates, say 40% off, can signal guests who may be difficult throughout their stay. A demanding or pushy tone in the initial message often predicts friction later. And guests with no booking history or reviews present a higher risk, so offering them a discount on top of that uncertainty rarely pays off.

If something feels off about the request, trust your instincts. The short-term revenue from a problematic guest rarely outweighs the headaches that follow.

How to politely decline an Airbnb discount request

Declining a discount doesn't have to feel awkward or damage the relationship. A warm, professional response can leave the door open for a future booking while still protecting your pricing. The key is acknowledging the request, briefly explaining your position, and pivoting to something positive.

1. Acknowledge the request and thank the guest

Start by expressing appreciation for their interest in your property. Ignoring or dismissing the ask outright can come across as cold, even if you have no intention of lowering your rate. A simple "Thanks so much for reaching out" goes a long way.

2. Briefly explain your pricing

You don't have to justify every dollar, but a sentence or two about your property's value helps the guest understand your position. Mentioning amenities, recent upgrades, or competitive local rates frames your pricing as fair rather than arbitrary. Keep it conversational, not defensive.

3. Offer alternative value

Instead of a flat "no," pivot to something you can offer. Early check-in, a welcome treat, or gift card to a local restaurant or excursion keeps the conversation positive and shows you're willing to meet them halfway in other ways. Guests often appreciate the gesture even if they don't take you up on it.

4. Leave the door open for future stays

End your message by mentioning seasonal promotions or return-guest offers. Even if this booking doesn't happen, you've planted a seed for the next one. A friendly close like "We'd love to host you another time" costs nothing and builds goodwill.

Alternatives to lowering your nightly rate

Discounting isn't the only way to make a guest feel like they're getting a deal. Several alternatives add perceived value without cutting into your revenue, and guests often appreciate the creativity.

Early check-in or late checkout

When your calendar allows, offering flexibility on arrival or departure times costs you nothing but feels valuable to travelers with awkward flight schedules. This is one of the easiest perks to offer and one of the most appreciated.

Complimentary welcome amenities

A bottle of local wine, artisan snacks, or premium coffee supplies create a memorable first impression. The cost is minimal, but the gesture often shows up in reviews. Guests remember how you made them feel, and a thoughtful welcome sets the tone for the entire stay.

Discounted add-on experiences

Partnering with local tour operators or offering gear rentals at a reduced rate gives guests something extra without touching your nightly rate. If you're in a beach town, discounted paddleboard rentals might seal the deal. In wine country, a tasting voucher could do the trick.

Loyalty perks for return guests

Rather than discounting the current stay, offer a modest discount on their next booking. This incentivizes repeat business and builds long-term guest relationships without setting a precedent that your rates are negotiable.

How to negotiate with guests who want a deal

If you're open to some flexibility, smart negotiation protects your margins while still closing the booking. The goal is finding a middle ground that works for both parties.

Extended stay discounts

Weekly or monthly discounts make sense because longer stays reduce your turnover costs. A long-term guest staying two weeks means one cleaning instead of multiple, which justifies a lower per-night rate. Many hosts build these discounts directly into their Airbnb settings.

Last-minute booking offers

Empty nights close to the check-in date represent perishable inventory. A time-sensitive discount can fill that gap without setting a precedent for your regular pricing. Frame it as a special circumstance rather than your standard policy.

Off-peak seasonal rates

Dynamic pricing principles suggest adjusting expectations during shoulder seasons. Guests booking during slower periods may reasonably expect lower rates, and meeting them partway can secure bookings you might otherwise miss. This isn't caving to pressure; it's smart revenue management.

Response templates for discount requests

Having a few go-to messages saves time and ensures consistency. Here are templates you can customize for different scenarios, along with a quick reference for when to use each one.

Template for politely declining

"Thanks so much for reaching out! We price our property competitively based on local market rates and the amenities we offer, so we're not able to offer a discount for these dates. That said, we'd love to host you, and we're happy to offer early check-in if that helps. Let us know if you have any questions!"

Template for offering a compromise

"We appreciate your interest! While we can't match that rate for a shorter stay, we do offer a 10% discount for bookings of seven nights or more. If you're able to extend your trip, we'd be happy to apply that. Let us know what works for you!"

Template for accepting with conditions

"Thanks for your message. We'd love to host you! We can offer a small discount for your dates since we have a gap in our calendar. We just ask that you leave us an honest review after your stay. Looking forward to welcoming you!"

How to send a special offer on Airbnb

Airbnb's Special Offer feature allows you to send a custom price to a guest before they book. This only works when a guest has sent an inquiry or message, not after they've already submitted a reservation request.

To send one, open the guest's message in your inbox and click "Special Offer." Enter the total price you'd like to offer, which includes cleaning fees and any extras, but excludes Airbnb's service fees and taxes. The guest can then accept or decline directly from the offer.

Tip: Special Offers work well for closing bookings quickly while maintaining control over your pricing. Use them strategically for gap nights or extended stays rather than as a default response to every discount request.

Simplify guest communication with the right tools

Managing discount requests across multiple properties can become time-consuming, especially during peak booking seasons. Guest messaging platforms help you respond quickly and consistently without sacrificing a personal touch.

Breezeway's AI-powered messaging tools allow you to create templated replies, automate responses to common inquiries, and maintain a professional tone across every conversation. When you're managing dozens or hundreds of properties, that efficiency adds up fast.

FAQs about handling Airbnb discount requests

How quickly should I respond to a discount request on Airbnb?

Responding within a few hours improves your chances of converting the inquiry into a booking. Fast replies also signal professionalism and attentiveness to potential guests, which can influence their decision even if you don't offer a discount.

How do I handle guests who repeatedly ask for discounts after booking?

Politely refer back to the agreed-upon rate and redirect the conversation toward enhancing their upcoming stay. Offering a small perk like a late checkout can satisfy their desire for "something extra" without reopening the pricing discussion.