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Los buscadores: ¿Están volviéndose obsoletos los buscadores en plena vorágine de la Web 2.0?

 
La Web 2.0 sigue llamando fuertemente la atención del sector de los viajes online. Los hoteleros inquisitivos quieren conocer la actualidad y el futuro del marketing en buscadores y otros formatos de marketing online en este nuevo entorno de la Web 2.0. ¿Están los buscadores volviéndose obsoletos? ¿Sustituirán los sitios de Web 2.0 a los buscadores como medios de publicidad? ¿Darán la espalda los consumidores de viajes online a Google como herramienta de planificación e investigación a favor de los sitios de Web 2.0 como TripAdvisor.com y de las redes sociales como YouTube.com? ¿Deberían los hoteles tener en cuenta estos sitios a la hora de crear su estrategia de marketing?

La Web 2.0 es la segunda generación de la Web basada en comunidades de usuarios y una gama especial de servicios (Wikipedia). La Web 2.0 refleja el nuevo uso de la Web tanto por los que desarrollan sitios Web como por los internautas.
La Web 2.0 desde el punto de visita de los usuarios –aspecto también conocido como medios generados por el consumidor (CGM), medios generados por el usuario o medios sociales– es de especial interés para los hoteleros. Los CGM son contenidos online desarrollados por los internautas y puestos a disposición de otros usuarios por medio de las aplicaciones tecnológicas interactivas de la Web 2.0.

Esta nueva dinámica ha causado cierta confusión y muchos hoteleros no tienen muy claro cuáles son las implicaciones de la Web 2.0 para los formatos de marketing online más “tradicionales”, como el marketing en buscadores, el marketing de correo electrónico, la publicidad de banners y los enlaces patrocinados. En el presente artículo se explica con detalle los papeles que desempeñan la Web 2.0 y los buscadores y sus implicaciones, además de proporcionar datos y estudios de casos prácticos que demuestran la importancia estratégica a largo plazo de los buscadores en el marketing y la distribución en Internet.

El análisis de los papeles que desempeñan la Web 2.0 y los buscadores

La Web 2.0 y los CGM representan una nueva dinámica en la comunicación, ya que permiten a los consumidores generar contenidos. Nadie puede cuestionar la importancia, la relevancia y el impacto de las redes sociales como YouTube y MySpace y de los sitios de viajes como TripAdvisor, Yahoo Travel Planner, Igoyougo, HotelChatter, entre otros muchos.

¿Qué hay de la Web 2.0 y los buscadores? ¿Existe una sinergia entre estos medios online –el antiguo y el nuevo– o son rivales? ¿Están volviéndose paulatinamente obsoletos los buscadores ante el creciente dominio de los medios generados por el consumidor sobre el comportamiento de los internautas?

He aquí las respuestas a unas preguntas que realizamos a los hoteleros sobre los buscadores y la Web 2.0:

Los resultados de la encuesta de HeBS: ¿Son una amenaza los sitios y las iniciativas de Web 2.0 para los buscadores?

La mayoría de los hoteleros tiene razón. La Web 2.0 no es ninguna amenaza para los buscadores establecidos como Google, Yahoo y MSN cuando se toma en cuenta lo siguiente:

• Los buscadores especializados para blogs como technorati.com y blogpulse.com, entre otros, no han podido conseguir la masa crítica de usuarios para reemplazar a los buscadores establecidos como Google y Yahoo, o siquiera constituir una amenaza para ellos.
39% - Sí 61% - No

• MySpace, Facebook y otros sitios similares sólo generan el 3% del tráfico de los sitios de viajes, según HitWise 2007.

• HeBS utiliza herramientas de análisis y de seguimiento de campañas de última generación para sus clientes, y por ello puede monitorizar estrechamente tanto la procedencia de las visitas como a los usuarios que realizan reservas online, su comportamiento y las páginas que visitan:

- Más del 50% de las visitas a los sitios Web hoteleros provienen sistemáticamente de los buscadores.

- En los últimos años no se ha percibido ninguna caída en la contribución de los buscadores al tráfico y a las reservas de los sitios Web hoteleros.

Sabemos que a los buscadores les encantan los nuevos contenidos. La Web 2.0 genera una enorme cantidad de nuevos contenidos y los buscadores los indexan con avidez. Google, Yahoo y Windows Live incluyen los CGM (texto, video, reseñas de los consumidores, entradas de blogs, etc.) en sus resultados de búsqueda. En otras palabras, la Web 2.0 y los buscadores mantienen una relación simbiótica.

La manera en la que los consumidores de viajes online investigan y compran demuestra claramente que ambos medios son necesarios:

• Los consumidores de viajes online prefieren comparar precios y visitan una media de entre tres o cuatro sitios relacionados con los viajes antes de realizar una reserva. De hecho, los usuarios se valen cada vez más de los sitios de Web 2.0 para planificar sus viajes, aunque cierto es que los tradicionales sitios de viajes –tanto los sitios Web de proveedores como los de intermediarios– y en muchos casos los buscadores siguen siendo sus principales fuentes de información.

• Como se mencionó en un artículo publicado en el mes de diciembre de 2006 por HeBS, “Los medios generados por el consumidor: ¿Amenaza u oportunidad?”, sigue existiendo un “choque ideológico” entre los contenidos oficiales y no oficiales (generados por el consumidor). Los consumidores de viajes online necesitan dos puntos de referencia:

- Saber cómo el proveedor de viajes describe su propio producto/servicio, es decir, los llamados contenidos oficiales.

- Conocer la experiencia de los usuarios que están dispuestos a compartir información sobre un determinado hotel o centro turístico, es decir, los llamados contenidos no oficiales.

• La aparición en los últimos años de los meta buscadores de viajes (kayak.com, farechase.com, sidestep.com) confirma la viabilidad de los buscadores en el sector de los viajes. Los intermediarios online desempeñan en gran medida el papel de meta buscadores. Por ejemplo, Expedia afirma que más del 40% de sus usuarios utilizan el portal para recopilar información, para luego realizar sus reservas en los sitios de proveedores de viajes.

El análisis de la importancia de los buscadores en los sectores de los viajes y de la hospitalidad

Los buscadores son un componente esencial de la estrategia de la distribución directa en Internet de cualquier hotel:

• Según Forrester Research, el 80% de las visitas a los sitios Web proceden de un buscador o de un servicio de directorio. Otros muchos estudios demuestran que hasta el 85% de los internautas dependen de los buscadores para recopilar información relevante en la Web (por ejemplo, Google, Yahoo, MSN, etc.).

• Según se deriva de los resultados de los estudios realizados por PhoCusWright, tres quintas partes de los consumidores de viajes online utilizan los buscadores para recopilar información sobre sus vacaciones.

• Según los resultados de un estudio realizado recientemente por comScore Networks, alrededor del 73% de los consumidores de viajes online realizaron búsquedas con palabras claves relevantes unas semanas antes de realizar una compra online.

La actividad más popular después de leer y enviar correos electrónicos es la de utilizar los buscadores, según Forrester Research, iCrossing y otros de los principales grupos de investigación online que estudian el comportamiento de los internautas. Según informan, tanto como el 70% de todo el tráfico en Internet proviene de los buscadores. Estos resultados son homogéneos para hombres y mujeres en todos los grupos demográficos y socioeconómicos. En el caso de los viajes, los resultados son iguales. Según PhoCusWright, el 64% de los internautas utilizan un buscador para encontrar información sobre viajes.

En el caso de los viajes personales, los usuarios utilizaron los siguientes servicios para buscar información antes de realizar una compra:

• Buscadores: 64%
• Sitios de comentarios: 47%
• Sitios Web promocionales o de ofertas especiales: 34%
• Buscadores de viajes: 25%
(The PhoCusWright Consumer Travel Trends Survey, Ninth Edition, 2007)

El análisis específico de HeBS: La evaluación del impacto de los buscadores en el tráfico y los ingresos de los hoteles

Según un reciente estudio de HeBS, la principal fuente de tráfico y de ingresos de los sitios Web de los hoteles fueron los contactos generados por las búsquedas (naturales/orgánicas y PPC), frente a los correos electrónicos, el intercambio de enlaces y las alianzas estratégicas, la publicidad online de banners, los intermediarios online, los sitios de Web 2.0 y otras formas de publicidad en su conjunto.

Los investigadores de HeBS analizaron la relevancia que tendrían los buscadores en 2008, frente al creciente dominio de la distribución directa en Internet y el auge de las aplicaciones de Web 2.0. Aunque anticiparon que los buscadores seguirían siendo relevantes, nunca previeron que iban a serlo tanto.

Para medir las conversiones de los sitios Web, incluyendo aquellas generadas por las búsquedas, el HeBS utilizó herramientas de análisis y de seguimiento de campañas de última generación.

He aquí algunos de los resultados:

• Los buscadores generan, de media, el 50% del tráfico de los sitios Web de los hoteles. En realidad, el porcentaje varía bastante (del 48% al 75%), dependiendo de las estrategias de optimización, el grado de competencia en marketing, el tipo de hotel, la segmentación de clientes, la localización, las partidas presupuestarias, etc.

• Los buscadores –tanto las búsquedas naturales/orgánicas como el PPC– se identificaron como la mayor fuente de ingresos online.

• Los buscadores generaron el mayor tráfico, y las búsquedas naturales/orgánicas dieron lugar a una cantidad de conversiones muy por encima de las ocasionadas por el PPC.

• Google y Yahoo son los dos buscadores que más contribuyen a generar ingresos para los sitios Web de los hoteles.

• En la actualidad, las iniciativas y los sitios de Web 2.0 y CGM no suponen una fuente importante de ingresos online. En muchos casos, estos sitios no se encuentran entre los primeros 100 sitios Web de referencia.

• Estos resultados sugieren que la optimización para buscadores de los sitios Web de los hoteles es la acción individual más importante que se puede realizar para aumentar los ingresos online.

El estudio de un caso práctico: La contribución de los buscadores al tráfico y a los ingresos de los sitios Web de los hoteles.

% tráfico % ingresos del sitio Web
Marca de hotel boutique en California 57% 62%
Hotel franquiciado en Orlando 55% 47%
Hotel de lujo en South Beach, Florida 57% 69%
Centro turístico de categoría en México 48% 53%
Hotel franquiciado en Los Ángeles 62% 50%
Centro turístico en Napa Valley 57% 52%

¿Qué opinan los hoteleros de los buscadores?

¿Cuáles son las acciones que generan el mayor rendimiento de la inversión según los hoteleros? La Encuesta de Referencia para 2007 sobre la Planificación de Presupuestos de Marketing y las Mejores Prácticas en el Sector de la Hospitalidad, realizada por HeBS en colaboración con el Tisch Center for Hospitality, Tourism, and Sports Management de la Universidad de la Ciudad de Nueva York, demuestra claramente que los hoteleros entienden que los objetivos estratégicos a largo plazo y los formatos de marketing online, como el rediseño de sitios Web, la optimización para buscadores, el marketing en buscadores, el marketing de correo electrónico, el intercambio de enlaces y las alianzas estratégicas, generan un mayor rendimiento de la inversión que los nuevos medios online como los CGN, los blogs, etc.

La siguiente tabla demuestra que los hoteleros creen que las soluciones a largo plazo como la optimización Web y para buscadores generan un mayor rendimiento sobre la inversión, frente a los CGM, los blogs, etc.:

¿Cuáles son los formatos de marketing que en tu opinión obtienen los mejores resultados y el mayor rendimiento de la inversión?

1. La optimización Web
71,9%

2. La optimización para buscadores y las búsquedas naturales/orgánicas
68,3%

3. El rediseño/diseño Web
62,9%

4. El marketing de correo electrónico
58,7%

5. El intercambio de enlaces y las alianzas estratégicas
52,7%

6. El marketing en buscadores/el PPC
40,7%

La Web 2.0 y las estrategias de marketing en buscadores forman parte de un contexto más grande

En 2007, Internet generará una tercera parte (30% en 2006) de todas las reservas que se realicen en el sector de la hospitalidad en Estados Unidos. Más del 65% de estas reservas online se realizarán a través de los sitios Web de los propios hoteles; aunque algunas de las principales marcas hoteleras ya disfrutan de una excelente relación entre la distribución directa online y la indirecta de 85 a 15. Según se deriva de los resultados de un estudio realizado en agosto de 2005 por Merrill Lynch, para 2010 más del 45% de todas las reservas de viajes que se realicen en los Estado Unidos se harán online. Como ya se ha mencionado, el marketing en buscadores, así como otros formatos de marketing directo en Internet, influirá en una proporción significativa de estas reservas.

La Web 2.0:

En nuestra opinión, los hoteleros deben considerar la Web 2.0 y las iniciativas de CGM solamente como parte de una estrategia de distribución directa online más amplia, junto con otros formatos de marketing online fundamentales, como el marketing en buscadores, el rediseño Web, la optimización para buscadores, el intercambio y la popularidad de enlaces, los enlaces patrocinados y la publicidad de banners. Las iniciativas de CGM, como los blogs, deben contar con su propia partida dentro del presupuesto de marketing de un hotel.

Hay tres maneras de crear una estrategia de Web 2.0/CGM para tu hotel. La elección de enfoque depende de tu situación y tus necesidades. Si el objetivo es el de proteger y monitorizar la “cháchara” en la Web, por el motivo que sea, entonces debes considerar en primer lugar implementar una estrategia de defensa de tu marca. Si quieres aprovechar los conocimientos de tu personal para difundirlos en la Web, debes considerar la posibilidad de patrocinar una iniciativa de CGM, como un blog hotelero. Por último, si lo que pretendes hacer es simplemente publicitar tu hotel en sitios de Web 2.0/CGM con mucho tráfico, tienes la opción de anunciarte en ellos (un banner en MySpace.com puede tener un coste tan bajo como 2 o 3 dólares por mil impresiones).

Los buscadores:

Como se ha mencionado anteriormente, no cabe duda de que las búsquedas online tienen un impacto positivo en los resultados finales de los hoteles. Según los estudios que se han realizado, los buscadores influyen mucho en la planificación y compra de viajes.

El marketing en buscadores es una tarea compleja que incluye tanto las búsquedas naturales/orgánicas como el PPC y que tiene cuatro modalidades únicas:

• Las búsquedas orgánicas/naturales: Esto implica rediseñar el sitio Web del hotel y optimizarlo para buscadores a fin de que sea compatible con los mismos.

• El PPC: El PPC, que es perfecto como herramienta de marketing de respuesta directa, ha demostrado su importancia. Esta modalidad incluye el marketing de PPC, la inclusión de pago, los enlaces patrocinados, la creación de páginas de entrada de “alta calidad”, etc.

• Los buscadores locales: Con una cuota del 30% de todas las búsquedas realizadas en la Web, los buscadores locales son especialmente importantes para el sector de la hospitalidad, donde muchas de las búsquedas se basan en la localización. Esta modalidad incluye los directorios y el servicio de mapas de Google, Yahoo, MSN, los directorios online de las Páginas Amarillas, etc.

• Los meta buscadores: Estos buscadores especializados en viajes han consolidado su nicho de mercado y son populares con determinados segmentos de clientes. Esta modalidad incluye la inclusión de pago y algunos tipos de publicidad de PPC.

• Los buscadores móviles: Se prevé que este mercado experimente un crecimiento de más del 112% hasta el 2012 (eMarketer). Esta modalidad ya ha demostrado su utilidad en el sector de la hospitalidad, sobre todo en lo que se refiere a la captación de clientes sin reserva previa.

Cada uno de estos formatos de marketing en buscadores requiere un enfoque y una estrategia de marketing diferenciados, y huelga decir que deben contar con su propia partida dentro del presupuesto de marketing online.

Consejos sobre la Web 2.0 y los buscadores para elaborar el presupuesto de marketing online para 2008

Según un estudio realizado por PhoCusWright, en colaboración con HeBS, en 2008 entre el 37 y el 38% de todas las reservas de hotel se realizarán online, lo que supone un crecimiento de entre el 15 y el 16% respecto a 2007. Debes utilizar estos datos como referencia para aumentar tu presupuesto global de marketing online. Ahora más que nunca, debes trasladar la inversión en anuncios exteriores, folletos impresos y otros formatos tradicionales de publicidad a la Web.

Las principales áreas a las que debes destinar tu presupuesto de marketing para 2008 incluyen:
• La optimización y el rediseño Web
• El marketing en buscadores (natural/orgánico, el PPC, los buscadores locales, los meta buscadores)
• El marketing de correo electrónico
• El intercambio de enlaces y las alianzas estratégicas
• La publicidad de banners
• Los enlaces patrocinados
• El análisis Web y el seguimiento de campañas de marketing
• Las iniciativas de Web 2.0/CGM

Conclusiones:

El marketing de buscadores sigue desempeñando un papel decisivo en la generación de ingresos y en el éxito de los hoteles y debe constituir uno de los principales componentes de cualquier estrategia integral de marketing online. A pesar de los enfoques interesantes e innovadores de la Web 2.0 y los CGM encaminados a compartir información y a la comunicación en la Web (y otras iniciativas que seguramente verán la luz en un futuro próximo), todo comienza con los aspectos fundamentales que generan gran parte de los ingresos de los sitios Web de los hoteles; es decir, el marketing en buscadores, el rediseño y la optimización Web, el marketing de correo electrónico, el intercambio de enlaces y las alianzas estratégicas, los enlaces patrocinados y la publicidad de banners.

Los hoteleros deben seguir de cerca la Web 2.0 y desarrollar una estrategia de la forma que se ha descrito anteriormente. Además, las iniciativas de Web 2.0 y de CGM, como las reseñas de los consumidores y el intercambio de experiencias, deben contar con su propia partida, aunque pequeña, dentro del presupuesto global de marketing online de cualquier hotel.

Debes sopesar la posibilidad de consultar a un asesor de marketing online especializado en el sector de la hospitalidad para evaluar tu sitio Web y tu presencia de marketing en Internet, así como para ayudarte a diseñar una estrategia robusta de marketing online, de acuerdo con las buenas prácticas del sector, que incluya una estrategia apropiada y efectiva de Web 2.0/CGM.

Nota: Mariana Mechoso, directora del Departamento de Marketing Electrónico de HeBS, también contribuyó a este artículo.

Sobre los autores

Max Starkov es Jefe de Estrategias de Comercio Electrónico y Jason Price es Vicepresidente Ejecutivo de HeBS, consultora líder de estrategias de marketing electrónico en el sector de la hospitalidad, con sede en la ciudad de Nueva York (www.hospitalityebusiness.com). HeBS ha sido pionero en muchas de las mejores prácticas de marketing electrónico y de distribución directa en Internet en el sector hotelero. La empresa se dedica a ayudar a hoteleros a crear su propia estrategia de marketing y distribución online, a aumentar sus campañas de marketing en Internet, a establecer relaciones interactivas con sus clientes, y a incrementar significativamente las reservas directas vía Internet y la tarifa media diaria. Más de 350 de las principales cadenas hoteleras, empresas multinacionales de la hospitalidad, empresas de gestión y representación hotelera, franquicias e independientes, centros turísticos, casinos y convention bureaus han sabido aprovechar la experiencia de HeBS en el marketing online en el sector de la hospitalidad. Para contactar con HeBS, llame al +1 212 752-8186 o envía un correo electrónico a info@hospitalityebusiness.com. ( Traducido y reproducido con permiso de Hospitality eBusiness Strategies. © Hospitality eBusiness Strategies, 2007. Traducido por Event Planner Spain. Autores: Max Starkov y Jason Price )
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