Win-Back Strategies That Actually Work
Dear Dawn. Customers leave. That’s business. But we’re losing too many at our hotel. We’ve tried follow-up emails reminding them what they’re missing. We’ve even thrown in a discount for off-peak stays or a free drink at the bar—but barely anyone comes back.
These were loyal guests. We don’t understand why our win-back efforts are falling flat. What are we getting wrong?
You’re not alone. Most “win-back” attempts fail because they feel like they’ve been written by a marketing intern with no access to the actual problem.
Here’s the brutal truth: a 20% discount doesn’t work if you never found out why they left in the first place.
Too many hotels send generic “We miss you” emails with no real diagnosis. They skip the investigation and jump straight to the offer. That’s not a strategy. It’s hope marketing.
Here’s what to do instead:
Was it the price, the room experience, or something that happened during check-in or dining? Segment by likely cause before sending anything.
If they complained about service, don’t send them a voucher; show them what’s changed. If they cancelled due to cost, offer a loyalty upgrade, not a flash sale.
Reference their last stay. Mention the suite they booked, the time of year, or a package they enjoyed.
Instead of a discount, position it as a returning guest privilege: “You’ve unlocked early booking access” or “As one of our most-missed guests…”
❓ Got a hospitality marketing question? Ask Dawn Gribble
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