Business travel is back, but it looks different than before. Today’s business travellers are more selective, often blending work with leisure, and expect convenience at every step of their journey. While large chains once dominated this market, boutique and independent hotels now have an opportunity to compete by understanding what matters most to this segment. With the right approach, smaller properties can not only attract business travellers but also build long-term, profitable relationships with them.
What is a Business Traveller?
A business traveller is someone who travels primarily for work-related purposes, whether to attend meetings, conferences, training, or client visits. Unlike leisure guests, their priorities often revolve around efficiency, flexibility, and convenience. Many also blend work with leisure — a trend known as ‘bleisure’ travel — which means they may extend their trips to explore local attractions or bring family members along. Understanding who business travellers are and what motivates their choices helps hoteliers design experiences that meet both their professional and personal needs.
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Why Target Business Travellers
Business travellers are one of the most valuable segments for independent hotels. Not only do they typically spend more per night than leisure guests — often 20–30% more thanks to add-ons like dining, meeting spaces, and extended weekday stays — but they also book more frequently and travel year-round.
For boutique and independent hotels, this means a steady stream of midweek revenue and a reliable base of occupancy, even during off-peak seasons. Business travellers also tend to be loyal; once they find a property that consistently meets their needs for efficiency, comfort, and convenience, they’re likely to return again and again.
Targeting this market isn’t just about filling rooms, it’s about creating long-term, repeat relationships that can stabilise your business and grow profitability over time.
What Do Business Travellers Look For in a Hotel?
Attracting business travellers requires more than listing amenities. Hotels need to frame their services as solutions that solve specific pain points for professionals on the go.
Efficiency
Business travellers are often on tight schedules, so seamless processes are non-negotiable. Fast check-in and check-out, mobile-friendly booking, and reliable Wi-Fi are absolute essentials.
Flexibility
They value hotels that understand the unpredictability of business travel. Flexible booking policies, late check-outs, and the option to extend stays at short notice are highly attractive to this group.
Location
Proximity to transport hubs, business districts, or conference venues can make or break a booking decision. Even properties outside city centres can compete by highlighting easy transport links or offering shuttle services.
Amenities
Amenities play a big role in the decision-making process. Quiet workspaces, breakfast options, on-site dining, and access to fitness or wellness facilities make a property more appealing to business travellers.
How to Sell to the Business Traveller
Attracting business travellers requires more than listing amenities. Hotels need to frame their services as solutions that solve specific pain points for professionals on the go.
Highlight Your Business-Friendly Amenities
Don’t just list amenities — market them as solutions. For instance, instead of saying you have fast Wi-Fi, position it as “seamless video calls from any room.” Promote quiet areas for working, or mention partnerships with local co-working spaces. If you have convenient dining options, highlight them as time-savers for busy professionals.
Tailor Your Packages and Pricing
Business travellers value transparency and consistency. Offer weekday corporate rates, long-stay discounts, or packages that include breakfast and workspace access. For repeat corporate guests, loyalty rewards can encourage ongoing relationships.
Use the Right Booking Channels
Many business travellers book through OTAs, global distribution systems (GDS), or company travel managers. With a channel manager software, you can keep your property visible on the platforms where business travellers search most. This increases your reach without adding extra workload.
Streamline the Booking Process
A fast, simple booking process is crucial. With a direct hotel booking engine, business travellers can secure rooms quickly while avoiding commission-heavy third parties. Tailored offers for corporate guests, like “book direct and get free breakfast,” can further encourage them to choose your site over OTAs.
Emphasise Safety and Comfort
Solo business travellers often prioritise safety and comfort. Highlight features like secure access, quiet rooms, or a 24-hour reception. Adding a human touch, such as a personalised welcome note or staff who remember repeat guests, can make your property stand out.
What Hotels Can Sell to Business Travellers
Marketing plays a central role in reaching business travellers. Beyond simply advertising your rooms, you need to position your property as a trusted and efficient solution for professionals on the go. Below are some effective strategies you can apply right away:
Business Packages
Create weekday corporate packages that bundle the essentials: high-speed Wi-Fi, complimentary breakfast, late checkout, and access to meeting rooms or quiet workspaces. For example, a boutique hotel in the CBD could offer a “Work & Stay” package that includes a day pass to a nearby co-working hub and evening transport vouchers.
Long-Stay Deals
Business travellers who are in town for training or project work often stay for weeks at a time. Offering discounted weekly or monthly rates can help you secure longer bookings. A small hotel could promote this as a “Stay Longer, Save More” deal, which encourages loyalty while reducing room turnover costs.
Marketing Campaigns
Target corporate guests with LinkedIn ads or Google Ads focused on business travel keywords. Showcase testimonials from satisfied business travellers on your website and social channels. For example, run a campaign around “Your Home Office Away From Home” with visuals of quiet desk spaces and comfortable rooms designed for productivity.
Direct Outreach
Approach local businesses, training centres, or conference organisers and offer special rates for their staff and delegates. Sending personalised emails to nearby companies can be an effective, low-cost strategy to grow your corporate guest base.
Loyalty Incentives
Offer loyalty perks tailored for business travellers, such as free upgrades after multiple stays or express check-in for repeat guests. Even a small gesture like keeping a favourite snack ready in the minibar can help differentiate your property.
Online Marketing Tactics for Business Travellers
Marketing plays a central role in reaching business travellers. Beyond simply advertising your rooms, you need to position your property as a trusted and efficient solution for professionals on the go. Below are some effective strategies you can apply right away:
LinkedIn Campaigns
Target professionals attending conferences in your region with tailored ads that feature your business packages. Highlight your strengths such as proximity to venues, reliable Wi-Fi, or inclusive breakfast options.
Email Outreach
Send personalised offers to local businesses, training providers, or universities that regularly host business visitors. Emphasise weekday corporate rates or perks like express check-in to capture their attention.
Social Proof
Showcase testimonials from past business guests on your website and across social channels. Emphasising efficiency, comfort, and convenience through real experiences builds trust and encourages more bookings.
Partnerships
Build relationships with conference organisers, co-working spaces, or corporate travel managers to funnel consistent bookings. By aligning with partners who already work with business travellers, you can expand your reach without a large advertising spend.
Operational Tips for Business Travellers
Delivering a great experience to business guests goes beyond marketing. Operational excellence ensures that once they arrive, they can work and rest without stress. Here are some actionable ways to elevate your service for this segment:
Seamless Late-Night Check-In
Ensure late-night check-in is quick and stress-free — consider self-check-in kiosks or digital key options. This avoids delays for travellers arriving on late flights.
Early Breakfast Options
Offer early breakfast service or grab-and-go options tailored for guests with tight schedules. Even simple packaged breakfasts can make a big difference for busy professionals.
Express Receipts and Invoicing
Train staff to issue express receipts or provide automated invoices through your hotel management software. This saves valuable time for business guests who need quick expense reporting.
Quiet Work-Friendly Spaces
Provide quiet dining areas or designated lounge spaces where business travellers can work undisturbed. Pairing this with reliable Wi-Fi and plenty of charging points can create a productive environment.
Technology in Action
Technology makes it easier for boutique and independent hotels to compete with large chains. By using the right tools, you can streamline operations and deliver a consistent, business-friendly experience.
PMS Notes
Use Preno’s hotel management software to record repeat guest preferences, such as a preferred room type, billing requirements, or check-in time. This allows you to personalise each stay and make business travellers feel valued and remembered.
Corporate Rates
Create tailored corporate packages in your hotel booking engine to promote directly on your website. For example, you could offer weekday corporate bundles that include breakfast, workspace access, and express check-out.
Distribution
Leverage Preno’s channel manager software to connect with GDS and OTAs where corporate travellers and travel managers often book. This ensures your property is visible across the platforms business travellers rely on most, without adding extra manual work.
What Room Rate Will You Offer to Business Travellers That Stay in the Hotel for Business Purposes?
Corporate travellers typically expect competitive, transparent pricing that reflects value rather than luxury. A good strategy is to offer negotiated weekday corporate rates that are slightly lower than your standard ADR, while packaging in perks like breakfast, workspace access, or parking. For longer stays, tiered discounts (e.g., stay three nights and save 10%) make your hotel more appealing while still protecting margins.
Attracting the Business Traveller
Selling to business travellers is about more than providing a bed for the night — it’s about delivering convenience, efficiency, and trust. Independent hotels that position themselves as reliable, business-friendly options can win a loyal, profitable segment of the market. With Preno’s all-in-one hotel management software, including a channel manager and booking engine, boutique hoteliers have the tools they need to attract, manage, and retain business travellers.
Start your free 7-day trial today and see how Preno helps you sell to the business traveller.
