So you have done all the marketing right, made sure your advertisements are perfect—wonderful photos, detailed descriptions, well-researched rates, and an updated calendar. So how do you move your inquiries to actual bookings? After all, that's what really matters isn't it? While there are the occasional vacation rental “lookers,” most often when a renter inquires, they are serious about booking a vacation rental property. From my experience, for every 3-10 inquiries you receive, you should expect one booking. So if you are getting tons of inquiries but haven't booked, the following tips might help:

• Check your email often. This may sound like a no-brainer, but you would be surprised at how many people only check their email once a day or once a week. At minimum, check your email first thing in the morning, right as you come home from work and before bed. Try to also sneak a peek at your email during lunch time, too. • Reply immediately to inquiries. Be sure to be detailed and friendly in your reply. Include the rates including taxes and fees. Confirm the exact check-in and checkout dates that you have available and tell them to feel free to call you if they have more questions. • Include a signature line. Make sure that your renters know how to contact you. In every piece of email correspondence include a signature with your name, phone numbers, and a link to your personal website or HomeAway listing.

• Pick up the phone and call. When a renter inquires, rather than email them a reply, pick up the phone and call them. Studies show that the first person to call the renter is most often the one that the traveler will rent from. Owners who call rather than email have a significantly higher conversion rate than those who simply email. The general rule of thumb is that if a renter puts a phone number on the inquiry form, they expect or at least invite a call back.

• Return your messages. When a renter calls and leaves you a message, call them back! Don't blow a potential rental by not calling them back in a timely manner! Make this a priority. • Follow up. Give your inquirers a follow-up call a few days after your initial correspondence to see where they are in the planning process. If they're wavering between a handful of properties, your phone call could convince them to close the deal with you. Many renters say when they get down to their final choices, it's more often their comfort level with the owner tips the scale in favor of one property over the next. So that being said, always be friendly, honest and sincere when communicating with your renters.

How do you convert your inquiries to bookings? “When telephoning, say your name slowly and give your property's location. If you send an e-mail, remind people how they discovered your property. Oftentimes, people make multiple inquiries and do not remember how they found your specific property, be it listing site; Internet; friend; or travel brochure. This will help jog their memories. Give them the facts and answer their questions. Most people are in a hurry and are not interested in long conversations. Should you or the potential renter not be interested, end the call by politely thanking him/her for inquiring. Also, listen to what they say. It may be that what they are seeking is precisely what you offer or not at all. You can save a lot of time if you establish this from the beginning. Be authentic and tell them why your property might not be what they're seeking. People respect honesty. For example, I do not allow very young children to stay at one of our guest homes. The reason is because the home is adult-oriented and not child-proof, so cleaning would be difficult. Also, be clear about pets. I love pets but personally prefer not to have them in my rental. I ONLY make exceptions if an extended rental is on the table. Additionally, I charge a "pet fee" which is non-refundable.” –Raymond, Gig Harbor (HomeAway #126132)

 

Checklist for Responding to Vacation Rental Inquiries Be sure your email includes all the necessary information before clicking send.   Seal More Bookings with Your Inquiry Responses Learn when to say yes, when to say no, and when to just pick up the phone!   Operation Off-Season: 12 Tips for Attracting and Accommodating Guests Quick tips and advice for keeping your vacation rental home booked during the off-season.   What To Do If Your Peak Summer Weeks Are Not Fully Booked Suggestions for drawing traffic to your listing and securing last-minute bookings.

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