It can be a real challenge to figure out what to charge your guests when you’re running a glamping campsite. Price your stays too low, and you may cover costs but struggle to turn a profit. More important, you may attract guests who don’t value and care for your property. Price too high, and you risk empty cabins and campsites because guests look for something more reasonable.
The right pricing strategy involves understanding your costs, your guests, and your long-term goals. A thoughtful approach to pricing will help you stay competitive, keep your site booked, and ensure your business is sustainable.
In this post, we’ll look at the key things you should consider when setting your glamping campsite pricing.
1. Calculate Your Costs
Since the beginning, we’ve been focused on creating a phenomenal guest experience – going above and beyond without initially being overly concerned about turning a profit. But we knew that making a profit would be necessary once we were established in order to make our project sustainable. A big part of this was pricing guest stays appropriately. Price must cover your costs. Running a glamping campsite comes with both obvious and hidden expenses.
- Fixed costs: Land payments or leases, insurance, property taxes, utilities, and salaries (if you employ staff).
- Variable costs: Cleaning supplies, firewood, linens, guest toiletries, and breakfasts or extras you provide.
- Seasonal costs: Mowing, snow removal, pest control in summer, or heating in cooler months.
- Maintenance costs: Repairing cabins, decks, and bathrooms over time.
Calculate your break-even point—the minimum price you need to charge to cover costs. From there, you can add a margin that ensures profit.
2. Think About the Value You Provide
Glamping is more than lodging —it’s about the experience. Guests are paying for comfort, nature, and memories that they can’t get in a more traditional setting.
Ask yourself:
- Are you offering unique accommodations like treehouses, yurts, or domes?
- Do you include luxury touches—like hot tubs, stargazing decks, or gourmet welcome baskets?
- Do you provide amenities (private bathrooms, guided hikes, farm-to-table meals)?
The more value your site offers, the more you can reasonably charge. Many guests are willing to pay premium prices if they feel the experience is worth it. In fact, we find that guests often value the experience more when the cost is a bit higher.
3. Study Your Competition
Look at other glamping operators in your region. Even if your setup is different, competitor pricing provides a baseline.
- What are nearby campsites charging per night?
- Do they include extras (firewood, breakfast, linens)?
- Are they positioned as budget-friendly, mid-range, or luxury?
If your site is more unique or higher-end, you may be able to charge more. If you’re trying to draw in first-time glampers, competitive pricing may be key.
4. Understand Your Guests
Different types of travelers look for different price points. Knowing your audience helps you set prices they’ll find fair.
- Families may want package deals or discounts for longer stays.
- Couples may pay more for private, romantic settings. (we’ve added a private fire pit by the water that couples love!)
- Groups might value bundled pricing (renting multiple tents or cabins).
- Luxury travelers often want exclusivity and are willing to pay more for privacy and high-end finishes.
Align your pricing strategy with your target audience’s budget and expectations. Too low or too high will lead to missing the mark.
5. Adjust for Seasonality and Demand
Most glamping businesses see seasonal demand. Summer weekends and fall foliage are usually peak times, while mid-week stays in off-season months may be slower.
You can:
- Raise prices during peak season when demand is high.
- Offer off-season discounts to encourage steady bookings year-round.
- Use dynamic pricing (similar to hotels) to adjust based on demand and availability.
A flexible pricing system takes a bit more work but can help maximize profits while keeping bookings consistent.
6. Pick the Right Pricing Model
There are several approaches to charging guests:
- Flat nightly rate: Simple and easy for guests to understand.
- Tiered pricing: Different accommodations (tent vs. cabin vs. dome) priced at different levels.
- Weekend/weekday pricing: Higher rates for Friday–Sunday, lower midweek.
- Add-on pricing: Base price with optional extras (guided tours, meals, firewood).
- Package pricing: Bundling nights with extras like s’mores kits or canoe rentals.
Mixing models can give you flexibility. For example, charge higher weekend rates but offer discounted packages for guests staying three nights or more.
7. Use Psychology in Your Pricing
Sometimes small details make a big difference in how guests perceive your prices.
- Charm pricing: Listing a cabin at $199 instead of $200 makes it seem more affordable.
- Anchor pricing: Showing the “regular” price crossed out with a special offer creates urgency.
- Bundle deals: Offering “three nights for the price of two” encourages longer stays.
- Prestige pricing: Higher prices can signal exclusivity and quality, which can attract luxury guests.
These subtle techniques can influence booking decisions without lowering your profits.
8. Consider Your Long-Term Goals
Your pricing strategy should reflect the direction you want to take your glamping business.
- Do you want to be fully booked year-round, even if it means lower nightly rates?
- Or do you want to position yourself as a luxury escape with fewer guests but higher margins?
- Are you planning to expand, add more accommodations, or hire more staff?
Think about sustainability—not just profit today, but what will keep your business thriving years from now.
9. Plan Discounts and Promotions Carefully
Discounts can help fill slow nights, but too many discounts can weaken your brand. Guests may even learn to wait for deals instead of booking at full price.
Consider using:
- Seasonal specials (early spring discounts, winter packages).
- Limited-time offers to fill last-minute cancellations.
- Loyalty perks for repeat guests, like a free firewood bundle or discounted third night.
Make sure promotions add value instead of simply lowering your rates.
10. Revisit Pricing Regularly
The market changes. Your costs rise. Guest expectations evolve. That’s why pricing isn’t a one-time decision—it needs to be revisited.
At least once a year, review:
- Your occupancy rates.
- Guest feedback on pricing.
- Changes in competitor pricing.
- Increases in your operating costs.
Small adjustments can help you stay profitable without shocking returning guests.
Final Thoughts
Pricing your glamping campsite is both an art and a science. You need to cover costs and make a profit, but you also need to understand your value, your guests, and your long-term vision.
Take time to research, test, and adjust. The right pricing will help you attract your ideal guests, fill your accommodations, and keep your business sustainable for years to come.
We’d love to hear your thoughts! Please leave any of your insights in the comments section.
Happy hosting!
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Photo by Alfred Quartey on Unsplash
Photo by Kenny Eliason on Unsplash
