Got Empty Nights? How to Use Last-Minute Deals Without Looking Cheap.

Empty nights are missed income, but slashing your price too far can erode your property's perceived value. In a competitive market like Cambridge, the art lies in knowing when — and how — to offer last-minute deals without sacrificing your long-term brand or profitability. Smart pricing fills your calendar. Panic pricing lowers your worth.

When Last-Minute Discounts Make Sense

Used strategically, short-notice discounts can help you:

• Fill unavoidable gaps between bookings

• Recover cancelled nights

• Attract midweek guests during slower periods

The key is timing: offering a discount 3–5 days out — not weeks in advance — keeps your base price intact while still encouraging quick bookings.

Avoiding the Undervaluing Trap

Discounting too often or too steeply sends the wrong message. Protect your value by:

• Limiting last-minute discounts to quiet periods only

• Avoiding weekend discounts (these usually fill anyway)

• Using a percentage cap (e.g. never more than 15% off)

• Adding value instead of lowering price (e.g. free early check-in, welcome treat)

This approach keeps your average nightly rate stable while still encouraging bookings.

Best Channels for Last-Minute Deals

Different platforms respond differently to last-minute availability:

• Airbnb: Use markdowns and the "last-minute discount" tool to boost visibility

• Booking.com: Add promos with expiry dates and limited stay windows

• Direct bookings: Offer loyal guests or mailing list subscribers exclusive flash deals

Just ensure all last-minute offers still reflect your property’s quality and standards.

Cambridge Stays Uses Dynamic Tools to Boost Occupancy Without Sacrificing Value

At Cambridge Stays, we don’t believe in random price drops. We monitor local demand, competitor rates, and booking trends in real time to create intentional, value-retaining last-minute strategies. Our goal? Maximise revenue without training guests to expect discounts.

Want to Maximise Revenue Without Lowering Standards?

Strategic last-minute deals are a tool — not a crutch. When used wisely, they protect your calendar and your price point. If you're ready to fill your gaps without cheapening your listing, let Cambridge Stays build a deal strategy that works with the market — and your margins.