All Fired Up!

This Tuesday morning I joined fellow tourism nerds at a Tourism Vancouver presentation of Alex Hunter: The Art and Science of Wow.

Alex is a former Virgin America executive who travels the world as a branding and customer experience expert and keynote speaker. He’s also the host of Attaché, an award-winning online travel show, which brought him to the Vancouver Playhouse main stage.

Alex is a phenomenal storyteller; it’s challenging to take his fluid ideas and anecdotes and pull them together into something cohesive, so here’s what stood out for me:

The Internet Ruined Everything

Maybe it’s because Alex is a fellow Gen Xer who remembers the good old days of pay phones and print ads, but his statement that “marketing was the easiest job in the world until we ruined it with the internet” really struck home. He pulled up the following ad which summarizes the kinds of things Madison Avenue used to be able to get away with:

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That’s a firm nope from me, bucko.

The internet comment was tongue in cheek, but he’s right that the good old-fashioned decision-making funnel has been obliterated. We can’t grab consumers with a big message (sexually harass her and you’ll be cool), hit them with some PR/evidence (doctors recommend Tipalet), and then do a little price-based sales promotion to nudge them over the line (Tipalet: now 2 for the price of 1).

Consumers today are in a cycle with more points of engagement. Marketers must strike a reasonable balance between pre and post purchase connection because our targets are not in a funnel, they’re on a see-saw adding and subtracting brands under consideration in any given moment.

We’ve moved from a push to influence at the “consider” and “buy” stages to an emphasis on talking with (not to) our customers at the “evaluate” stage (even if that means exposing them to other brands) and at the “advocate” step (encouraging sharing with their sociograph in person and online).

The Loyalty Loop

So if there’s no funnel, Alex argues, we need to pay extra attention to loyalty, which has been something of an obsession for him. The ultimate goal is to get your consumers into what he refers to as the “loyalty loop”.

You can’t have loyalty without someone feeling something, or in the words of Matthew Weiner on Mad Men:

“You feeling something. That’s what sells.”

Alex then called out Apple users (guilty as charged). When I remember back to my switch from the frugal but frustrating combo of a Microsoft Surface and a Samsung cell phone to a MacBook and iPhone in one day, I recall feeling free and relaxed.

And since that day, when I interact with Apple, I know I’m taken care of. I know where to go to get my problems solved, and they’re solved promptly, frequently exceeding my expectations. Prior to this, the tech devices in my life were a source of stress and confusion. Say what you will about the corporation, but Apple really does handle UX very well. By helping me to chill, they’ve got me in the loop!

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Alex Hunter and the Loyalty Loop (yes I snuck this shot)

Emotion is Greater than Reason

Alex also introduced us to Dr Donald Calne. Well, not personally, although Dr Calne apparently lives in Kamloops. Calne is a neurologist who discovered, through scientific study that:

“The essential difference between emotion and reason is that emotion leads to action while reason leads to conclusions.”

So if we want our guests, visitors, and customers to conclude something about our destinations and businesses, then we can use reason. But if we want them to take action, we have to appeal to their feelings.

Hunter’s example was that of Coke vs Pepsi (specifically Diet Coke in his case). As a Coke drinker, I understood his story immediately. Because if somebody offers me a Pepsi as an alternative I feel incredulous and, frankly, insulted.

Coke is a special treat. It’s birthday parties, summer vacation, going to the movies in a real theatre, and Christmas dinner. Pepsi is … overly sweet Coke substitute. I will stick with water if that’s the only option.

As Alex puts it, “if brown water in a can can produce that reaction, no product or service is immune.”

The Small Stuff

Back in ye olden days, when I was a kid (so, the 1980s), businesses used to interact with consumers one-on-one. This is another thing the internet ruined, for a spell. We got so fixated on broadcasting wider and wider on the web, that we lost this connection. But we can get it back.

And it’s not that hard to do well. You’ve heard my example of being bowled over with the gift of well-timed water on a WestJet flight. And Hunter is loyal to a hotel in New York City where, time after time, they’ve stocked the fridge with Diet Coke, left a basket of his favourite snacks, and a handwritten note. The first time it was a surprise (based on a questionnaire he’d filled out). But they treat him to this every time he stays – prompting the comment “I am no longer a transaction, I’m not just a room night, I’m a relationship.”

We Are Magicians

We have all this data and the capacity to use what we know to create delight. And so many opportunities (touchpoints) to do this online and in person. But Alex cautions us NOT to tell our guests how we do it. He shared the story of a famous airline that used iPads to produce out-of-this world personalized greetings and experiences for their guests. Except in a PR move, they published a white paper on how they did it. They ruined the trick (“you don’t love me, the iPad told you”), and forgot the context of the relationship. To create magic for the guest, never forget that you are a magician.

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Just a few of the touchpoints for an airline customer.

The Handwritten Note

Take the time. Get the pen. Write the note. And for the love of everything, if you’re going to do a mail merge, do it correctly. Alex quit banking with an institution that sent him a “Dear null null” letter. I’ve broken up with a car dealership that uses my two middle names in all their communication. Get these things right the first time.

People Remember How You Make them Feel

There were so many nuggets in this presentation and the Q & A that followed. Ty Speer joined Alex Hunter on stage and they wrapped the session up with a from Maya Angelou:

“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel”

Alex Hunter made me feel excited to work in tourism, excited to bring the magic to my students, and pumped to be a better businessperson and host. You can check out his website here, or follow him @cubedweller

Top Ten Memorable Tourism Campaigns (2018 edition)

It’s that time of year again! My Royal Roads University MA in Tourism Management students are sharing their most memorable tourism campaigns.

Here’s what’s top of mind for 2018:

  1. Imagine Your Korea. The MA student who shared this campaign had a personal connection to the destination, but said this captures the fun and vibrancy of the destination. Check out their YouTube channel at https://www.youtube.com/user/ibuzzkorea
  1. WestJet’s Christmas Miracle campaigns, which combine corporate giving with strong public and media relations. Too numerous to mention them all, a recent WestJet effort in the Dominican Republic offers a good example. Click here to watch it.
  1. “Red Sucks”, the video from a small mountain in the Kootenays. This campaign was a tongue-in-cheek look at 24-hours in a guest’s life at the local resort. Watch the video here.
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The landing page for Red Sucks. It’s cheeky!
  1. The transcendent nature of the “Super, Natural British Columbia” brand that has persisted through several organizational structures to touch the hearts and minds of hundreds of visitors. Students this year referenced the Wild Within video (here) as being particularly memorable.
  1. Tourism Calgary, the Calgary Stampede and other stakeholders’ “Come Hell or High Water” statements, and “Calgary, We’re Open” a 2013 collective effort to invite visitors to the destination despite excessive flooding. See the official tourism video here.

5. UNILAD Adventures’ look at Zimbabwe, as posted on Facebook.

  1. “Pure Michigan” radio campaign, particularly in the Windsor-Quebec corridor. Apparently to those who live there, these spots are a near-constant presence.
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This campaign has staying power.
  1. Tourism Australia’s “Best Job in the World” campaigns. Starting with a 2009 contest for the NSW region, this grew into a national youth-focused initiative drawing global attention.
  1. Canada shared by Canadians – Keep Exploring. This sweet video combines thousands of hours of submissions from across the country along with a chouette chanson in English et en francais. You can watch the video here.
1. And the “winner” is? Incredible India. I promoted this to the top spot because my BCIT undergrad students also voted this the top brand in our destination development course. Click here for a 2013 commercial from the campaign.
To view the list we created in 2017, click here. And let me know what campaign springs to your mind (from any era) in the comments below!

“How do I become a travel writer?”

One of the questions I get regularly is “how do I get paid to be a travel writer?”

This comes up frequently during informational interviews and at networking events. I’m by no means a prolific writer but I have had some success with it, and I sure do enjoy it. You can check out some of my recent work here .

Here’s what I share with prospective writers about my journey and what travel writing looks like to me.

Understand that for most, it’s a side job

I have never made a full living from travel writing, so as with many tourism professions, it helps to have a ‘day job’. If you’re starting out (e.g. early in your career) I recommend getting a steady job in accommodations, and then branching out in to writing from there. (Find out why I recommend starting in accommodations here.)

Know what perspective you have to offer, and provide samples

My daughter and I are planning a trip to Viet Nam so I’m pitching some ideas based on our itinerary, my perspective as a mom, and the “family travel” angle. I always provide a link to recent work published on another platform. I also try to pitch a specific concept to “e.g. Top 5” or “How to” and give the editors something to visualize. Note that in my experience, most of the time you’re going to want to plan the trip and then pitch the writing gig to the relevant publisher. I have been paid to take a trip and write, and it is awesome, but that came after I proved myself to that publisher.

Be a nice person (and as “real” as you can be)

This may sound trite, but it’s my philosophy for all things career (and life). Be kind to other people, and be yourself. I’m not the world’s most polished ‘professional’, and that’s ok. I’ve got a down-to-earth personality, I’m a ‘hugger’, and I’ve got a dirty mouth. I will rein all that in as needs be, but for the most part, what you see is what you get. I tend to end up working with people whose personality jives with all of that, and so far it’s working out.

Make lots of contacts at industry conferences, work, and school

Most of my writing gigs have come to me by way of industry events or via friends I’ve made in school (especially graduate school). If you follow my advice in terms of being a good person, and determining a point-of-view, you’ll start to attract gigs along the way.

Social plays a greater role than before

All that said, I started my writing career at a time before Facebook or Instagram even existed! People were using Ask Jeeves* for their travel plans. So my writing has had to evolve. The good news is, if you’re younger, the connection to social is automatic and instinctual. You know about keywords and being an ‘influencer’ and the importance of video. Harness that and share it with platforms that are crying out for better content!

Stick with it

Last bit of advice here, and that’s to stick with it. If you have a day job, set reminders in your calendar to reach out to new platforms and make connections at blogs and magazines. This is the hardest advice to follow myself – but if you make time for your craft on a regular basis, and dedicate time to developing relationships with publishers, you’ll get there faster.

*ironically, if you don’t know what this is, I suggest you Google it

 

The Early Nerd Catches the Soundbite

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Old School CBC

This morning I had the honour of Skytraining down to the CBC offices prior to the crack of dawn to chat with Stephen Quinn about the dramatic (and awesome) uptick in visitation numbers to Vancouver.

Let’s face it, tourism is crushing it lately and you can read about it here, and here, and here, and here, and most recently with headlines celebrating the record-setting year for Tourism in Vancouver at over 10 million visits.

Our illustrious tourism marketing management department head had another engagement, so he passed the torch to me. I’m not a morning person but I hope I did the sector proud on air – despite the challenge of distilling a very complex “overnight success story” into a couple of minutes.

I’ll admit I was geeking out at the chance to sit across from Stephen and speak on a show we listen to every morning at home. I mentioned I was excited.  He cautioned me not to be “too excited”. How did I do? Was I, in Stephen’s words, the “right level of excited”?

Judge for yourself! Visit the Early Edition webpage here:

http://www.cbc.ca/news/canada/british-columbia/programs/theearlyedition