How to define your ideal customer on Airbnb and Booking.com

Discovering who your ideal customer is is key to increasing your bookings and improving your profitability.

Why does it matter so much to know your ideal customer?

When you manage a tourist accommodation, an empty property represents lost revenue. So it's not just about being on Airbnb or Booking.com: it's about standing out. And one of the most effective ways to do that is to understand who you're really targeting. Knowing who your best customer is allows you to:

• Optimizing your ad with a more persuasive message
• Adjust your prices and services according to what they value the most
• Reduce cancellations and improve ratings

1. Analyze the guests who have already booked with you.

Start with what you already have. Your past guests contain valuable clues. Check who your best customers have been: those who left good reviews, took care of the property and did not generate incidents.

Ask yourself questions like:

• What country or city do you come from?
• Are you traveling alone, as a couple or as a family?
• What is their average age?
• Why did they choose your accommodation?

This will allow you to spot patterns and trends. If most are looking for peace and quiet, for example, be sure to highlight that in your ad. If they are young and looking for entertainment, highlight nearby bars, activities or beaches.

2. Avoid attracting the wrong host

Not all guests are suitable for your accommodation. Some may bring more complications than benefits. Identifying which type of guest is NOT ideal also helps you to adjust your communication, cancellation policy or minimum stay.

💡 Example: if your property is not suitable for parties, do not use terms such as “ideal for groups”.

3. Speak your language (even if it is Spanish).

Once you know who you're targeting, tailor your message. Choose words and expressions that connect with that audience. Is your ideal client families? Use phrases like “large space to enjoy with children” or “safe and quiet area”.

If you're targeting business travelers, mention “high-speed wifi” or “comfortable workspaces.” Write as if you already know them. That generates empathy and increases bookings.

4. Reinforce your description with what they are looking for

Your ad is your letter of introduction. Make it speak directly to the customer you're interested in. For that, check out our guide on how to write effective descriptions on Airbnb and Booking.com.

5. Ask your guests directly

Don't underestimate the power of direct feedback. You can do this through a short survey via WhatsApp or email after the stay. Question:

• What did you like most about the accommodation?
• What would they improve?
• Why were you chosen?

Also, carefully review the comments left on the platforms. There you will find insights to improve your communication and offer.

6. Uses market analysis tools

If you want to take this to the next level, we recommend using solutions like ListingOK's Market Insights. You'll be able to see what kind of travelers are booking in your area, how far in advance and what prices they're paying.

Conclusion

Defining your ideal customer is not a theoretical exercise. It is a practice that directly impacts your results. The better you know your ideal guest, the more bookings you will attract and the better you will be able to adapt your strategy. At ListingOK we help you achieve this.

Do you have doubts or need help to improve your profile and results? Contact us, we are here to help you.

Next update

This article will be revised with new strategies and tools in November 2025.

FAQ

What is an ideal Airbnb customer?

This is the type of guest that most values your accommodation, respects the rules and generates good profitability.

How do I know what type of guest my ad attracts?

Review the booking history, comments and common preferences of your best customers.

Should I exclude certain types of guests?

Not necessarily, but you can adjust your communication to attract those who benefit you most.

What tools help me to analyze my customers?

Platforms such as Airbnb Insights and ListingOK's Market Insights are key to making strategic decisions for your short-term rental business.