Google’s Free Booking Links: The Secret Weapon for Hotels in the Battle for Direct Bookings

There’s no denying the dominance of Google when it comes to search marketing. In October 2022, Google’s market share of search was 91.2%, making it by far the most popular search engine in the world.
For hotels, Google offers numerous opportunities for reaching the hundreds of millions of travellers who search for hotels on Google every day. One option that has been gaining a lot of traction recently is Google Hotel Ads (GHA), a metasearch platform.

While revenue generated from Google Ads (Ad words)  grew by 20% between 2019 and 2022, incredibly hotels experienced an average increase in revenue of 95% from Google metasearch(Google Hotel Ads). 

Free Booking Links accounted for an impressive 34% of this revenue, whereas the paid part of Google Hotel Ads accounted for 66%, increasing by 29% over 2019.

In 2022, the average distribution cost for bookings from Google Hotel Ads paid links was 8% of revenue generated, a decrease from 9% in 2019. However, when Free Booking Links are factored in at zero distribution costs, the average distribution cost dropped to 5.2%. 

For Google Ads, the average distribution cost in 2022 was 7%, a decrease from 8% in 2019. On both platforms, pay-per-click fees are considerably lower than OTA commissions, which generally start at 15% on Booking.com and 18% on Expedia plus incremental commissions for promotions. 

In 2022, the average conversion rate for Google Hotel Ads was 4.10%, an increase from 3.41% in 2019. For Free Booking Links, the average conversion rate was slightly lower at 3.66%. This means that for every 100 users who clicked the free link, an average of almost four of them made a booking. 

Given the high volume of traffic Google receives, even a small increment in conversion rates can result in a significant boost in bookings. By comparison, the conversion rate for Google Ads was 1.09%. Metasearch typically generates more conversions because live room rates are displayed, whereas they are not displayed in Google Ads.

For Google Hotel Ads, the average revenue per booking in 2022 was €329, an increase of 19.2% over 2019. Meanwhile, the average revenue per booking from Free Booking Links was €258 — lower but still significant given there were no distribution costs. For Google Ads, the average revenue per booking was virtually the same as GHA at €327. 

The lower average value of FBL bookings can be explained in part by the high proportion of mobile bookings, as we see in the next key finding. Travellers tend to book shorter, last-minute stays on mobile devices and longer stays on desktops.

At 68%, the majority of bookings generated by Free Booking Links came from mobile devices, whereas 32% came from desktops. Almost the reverse was true of Google Hotel Ads and Google Ads, where 37% of bookings were made on mobile devices and 63% on desktops.

The difference can be explained in part by the high visibility Google gives to Free Booking Links on smartphones. On desktop searches, FBLs are harder to find and sometimes didn’t appear at all during our testing.

Although overall revenue generated by Google Hotel Ads increased substantially in 2022, it’s clear that Free Booking Links are cannibalising some of Google’s cost-per-click revenue. Which begs the question, why does Google give away these clicks for free? 

While Google hasn’t provided an explanation, we suspect it’s part of a “freemium model” strategy — providing a basic product or service free of charge to attract new customers, knowing that some will pay for additional or premium services. 

To activate Free Booking Links, hotels must launch and maintain an active Google Hotel Ads campaign. Some hotels set the minimum bid to ensure their ads never show up. Others, however, decide to invest in a paid campaign, putting more revenue into Google’s pockets. And in the future, if Google discontinues free links, hotels will have to run paid GHA campaigns if they wish to continue driving direct bookings on the platform. 

Here are a few more things to know to activate your free link. 

• If you’re not sure if your free link is activated, search your hotel on Google and enter dates when rooms are available under “Check availability” in the metasearch module. If an “Official site” link doesn’t appear under “All options,” it’s probably not activated. 
• To activate Free Booking Links, hotels must work with a connectivity partner like D-EDGE who will set up a live feed of your rates, availability and content to Google.
• Hotels must have a verified Google Business Profile to qualify. 
• Once you’re set up, you can view performance data in your Hotel Center account — or your integration partner will provide reports for you.  
• Remember that travelers use metasearch to shop rates. To maximise direct bookings, keep a close eye on pricing to ensure you’re not being undercut by OTAs.