A couple finds your hotel on a travel booking site. Before booking, they visit your own website to check a few things: is parking included, can they check in early, is breakfast part of the rate? They cannot find the answers quickly. So they go back to the travel site, which shows most of it on one page, and book there. You pay a commission on a guest who was on your website five minutes earlier.
Hotel direct booking questions decide where the booking happens. Guests who visit your site are open to booking direct. What sends them away is usually a missing or hard-to-find answer.
The questions guests check before booking
- Is breakfast included?
- Is parking available, and is there a charge?
- What time is check-in and check-out?
- Can we check in early or leave late?
- What is the cancellation policy?
- Are pets allowed?
- Is the room accessible?
- Is it cheaper to book direct?
Why commission is the hidden cost
Every booking that goes through a travel agent carries commission. For independent hotels, it adds up to a large share of revenue. We cover the maths of winning bookings back in how hotels win direct bookings back from OTAs. The principle of being clear about what guests pay is similar to explaining fees upfront in other industries, as covered in what buyers ask about fees and why it matters.
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Answering pre-booking questions instantly
Guest: Is parking included, and can we check in before 3pm? Answer: Yes, parking is free for hotel guests in our car park. Standard check-in is from 3pm, and early check-in from 12pm can be requested subject to availability. Booking direct on our website also includes free cancellation up to 48 hours before arrival.
SpideyChat for hotels answers from your published information at any hour and points guests to your booking engine. It does not create reservations itself.
Make the direct advantage clear
If booking direct offers a better rate, a free upgrade, breakfast or flexible cancellation, say so clearly on your website and in answers. Guests who know there is a benefit to booking direct are far more likely to do so.
Other industries face the same fight
Hotels are not alone in competing with marketplaces for their own customers. Car rental firms and photographers deal with the same problem, as described in how car rental companies win direct bookings with a chatbot and how photographers use chatbots to book more clients.
Night-time guests
Many guests plan trips in the evening. A question asked at 10pm that waits until morning may be answered after the guest has booked elsewhere. International guests in other time zones make this even more common.
Returning guests
Guests who stayed once and booked through a travel site are the easiest direct bookings to win next time. Make sure they know the benefits of booking direct, whether that is a better rate, a room upgrade or flexible cancellation, and make the direct route obvious when they return to your website to plan their next stay.
Measuring the effect
Track the share of bookings that come direct, month by month. If instant answers help, that share should rise. Also watch which questions come up most, and add those answers to your room and policy pages.
A quick check
Visit your own website as a guest would, on a phone. Can you find parking, check-in times, breakfast and cancellation terms in under a minute? If not, fix that first. Then try an assistant on your hotel website, or see the features.