Maximizing Revenue: Training Hotel Team Members to Embrace Direct Bookings


In an era where online travel agencies (OTAs) have become the go-to option for travelers seeking accommodation, hotels are increasingly recognizing the importance of encouraging direct bookings. Direct bookings not only yield higher revenue but also provide hotels with a chance to establish a more personal connection with their guests. To achieve this, it’s crucial for hotel team members to actively promote and offer better rates when guests call them directly. In this article, we will discuss the benefits of direct bookings, the challenges faced by hotels in promoting them, and strategies for training hotel team members to embrace this approach.

The Power of Direct Bookings

Direct bookings offer numerous advantages for both hotels and guests. For hotels, they represent a significant revenue boost as they eliminate the need to pay commissions to OTAs, which can range from 15% to 30% of the room rate. This increase in revenue can be reinvested in improving guest experiences, hotel amenities, and staff training.

For guests, direct bookings often translate to cost savings. Hotels can offer better rates when guests book directly, as they don’t need to account for the hefty OTA commissions. Furthermore, booking directly allows guests to communicate their specific preferences, inquire about special offers, and access loyalty programs or benefits, such as room upgrades or late check-outs.

Overcoming Challenges

Despite the obvious benefits, hotels face several challenges when it comes to promoting direct bookings. These challenges include guest preferences for OTAs, limited awareness about direct booking benefits, and the need to compete in a crowded digital marketplace.

To address these challenges, hotels must focus on training their team members to become advocates for direct bookings. This involves improving their knowledge, communication skills, and incentives for promoting direct bookings.

Training for Success

Product Knowledge: Hotel team members need to be well-informed about the hotel’s offerings, including room types, amenities, and special packages. This knowledge allows them to confidently discuss the benefits of booking directly with guests.

Effective Communication: Team members should be trained in effective communication techniques. They should be able to articulate the advantages of direct bookings, such as cost savings, personalized experiences, and loyalty program benefits, in a compelling manner.

Incentives and Rewards: Create an incentive program that rewards team members for successfully securing direct bookings. This can be in the form of bonuses, recognition, or other tangible rewards. This will motivate them to actively promote direct bookings.

Guest Engagement Training: Train your staff to engage with guests in a way that encourages direct bookings. This includes asking open-ended questions about guest preferences and needs, allowing for opportunities to discuss direct booking advantages.

Monitoring and Feedback: Regularly monitor and evaluate the success of your team’s efforts to promote direct bookings. Provide constructive feedback and additional training when necessary to continuously improve their performance.

Technology Integration: Invest in technology that facilitates direct bookings, such as user-friendly websites and mobile apps. Team members should also be proficient in guiding guests through the booking process online or over the phone.


Direct bookings are a win-win for both hotels and guests, but they require a concerted effort to promote. Training hotel team members to actively embrace direct bookings is a crucial step in maximizing revenue and fostering guest loyalty. By equipping them with product knowledge, effective communication skills, and incentives, hotels can create a team of advocates who not only provide excellent service but also encourage guests to choose the direct booking route. This strategic shift can help hotels reduce dependence on OTAs, boost revenue, and offer guests a more personalized and rewarding experience.