Sheila's Guide To The Good Stuff

Some food for thought:

One of the most retweeted items from the May 2010 PRSA Travel and Tourism conference in Aspen, Colorado was this tweet from @CoTravelGirl:

“One of the most frequent phrase[s] at #travelprsa: ’Don’t give your social media program to your intern.’”

And yet, one young person who excels in Web communication for a city government tweeted in response:

“unless the youngest person is the best for the job…”

So, you don’t give social media responsibilities to the young person except when you should give them to the young person.

Bottom line: your organization’s best Web communicator may not be the person you expect, but if you want an effective presence in social media, you must be willing to train and use the right individual for the job.

Also ask this harsh question: if your marketing and communications person can’t handle the social Web, what does that mean for your organization, and for that person’s career?

Remember that old saying (maybe from your parents) that there’s a reason you have one mouth and two ears?

It certainly applies to online communications.  Try to listen more than you talk….I know, I know, rather strange advice coming from a talker like me, right?

The first thing to do before jumping into the social Web is to listen (one of our Tourism Currents newsletters has a few tips for better Google Alerts.) Pay attention to the chatter that relates to your destination:  the tweets, the Facebook Wall posts, the blog posts, the photo uploads to Flickr, etc.  Be a “lurker” for awhile, as you might at a party with unfamiliar people.

It’s still very important to continue listening even after you’re comfortable using social media tools.  A lot of hassles and embarrassments can be forestalled by paying attention.

Here’s a tweet that I saw from a well-known tech journalist about the Outrigger Reef Hotel in Honolulu:

“No one should *ever* stay at the outrigger reef in honolulu. We’ve been cheated and abused *daily.* outrageous. Full [blog] post to come.”

When I saw that, I figured that Outrigger management (although they’re on Twitter) probably had no idea that this person was angry and was going to get vocal about it.  So, I sent a quick Twitter DM – private direct message – to a friend in Hawaii who works in tourism PR, giving him a heads up that he needed to go warn someone at the hotel just in case they’d missed the brewing storm.

Funny how that works, because here is the next tweet about the issue from the angry journalist:

“just got a nice call from the Outrigger’s GM [General Manager.] Very responsive and nice about all the problems we had. i think he really cares.”

Here’s the takeaway:  part of the listening process is having your connections out there listening, too, and making sure that important information gets to your digital ears quickly.

You need an army of listeners who care about you.  It’s called a network, and you probably already have one.

Just make sure that they have their listening ears turned on and tuned in.

PR practitioners, if you remember this, you’ll be a lot less frustrated….

Unless you have a signed contract with a blogger for advertising or some sort of goods/services exchange, bloggers owe you nothing.

Nada.

Zilch.

Not one tweet. Not one Flickr photo. Not one Facebook mention. Not one blog post.

They do not owe you “buzz” just because you fed them tacos or beer at some event.

You want a tit-for-tat arrangement, go buy advertising or set up a contract that they will tweet X number of times about your brand in exchange for Y sponsorship money (or whatever.)

PR folks are paid to figure out how to build relationships with bloggers.

Bloggers are not paid to figure out PR (um, they’re usually not paid at all for blogging.) They do not blog to build your brand. They blog for themselves and their readers.

I’ve been stewing on this since reading Amber Naslund’s excellent A Dear John Letter to PR Folks. My favorite quote in her post:

“My blog is an intellectual adventure for me, not a channel for you. (emphasis added) I intend to keep it that way.”

Yes, it’s a pain, but if you want what bloggers already have, then you’ll have to do what we did – work for it.

Look, I understand that there are still organizations that haven’t even reached the Cluetrain Manifesto stage – they still do not understand social media and they’re still scared of it.

That’s precisely why Becky McCray and I do social media training through Tourism Currents, with a “teach you to fish” philosophy.

I mean, I freak out about cooking and I’m still scared of math after making a blazing grade of “13″ on my first college pre-calculus test.  We all have our problems.

But this is ridiculous.

If you are a professional tourism person, you are by default a professional communicator. Representing a destination, attraction, hotel, shop or restaurant means that you communicate with the public (and hopefully do it well) in a proactive manner.

Professional communicators don’t let someone else horn in on their conversations. They may not always have positive conversations, they may step on their own tongue occasionally, but it’s their conversation.

That’s why tourism people must understand why something like Seth Godin’s “Brands in Public” is taking them down a fool’s path.

Sure, it looks like the “Brands” idea – having a single page with most Web mentions of your brand aggregated into one spot – would make it easy to “manage” conversations. Here’s the page for the Best Western hotel chain, so you can see what I’m talking about.

Update: Brands in Public is apparently now defunct.

Herd all those cats onto one page and give ‘em the spin, for only $400/month to Mr. Godin.

Don’t be a sucker, folks. The Web does not work that way. It’s messy. It’s splattered. It’s people in all their messy, splattered, opinionated selves.  To respond to their gripes, compliments, observations and suggestions, you must engage them at the source of the discussion.

It might be on Yelp or the Chowhound forums. It might be on TripAdvisor. It might be on their personal blog, whether they have positive or negative things to say about you. It would be great if lots of the conversations were on YOUR tourism blog or Facebook Page, wouldn’t it? You know, like the Arkansas tourism blog or Iowa’s Facebook Page.

I guarantee you that the conversations of value are not going to be on some aggregator Squidoo page like “Brands in Public,” and I don’t care if it is a product of Seth Godin, the marketing and philosophical wizard (who does not allow comments on his blog posts, but I digress.)

There is no magic social media bullet. It is your basic communications roll-up-sleeves-and-engage work, with two-way tools like Twitter and Facebook and souped up to a demanding 24/7 cycle.

You can do this. You might have to spend a little money to learn things and move your online communications strategy down the road, but don’t blow $400/month on attempting to herd a pile of Web links on Godin’s site.

You’re smarter than that.

We did it.

Our Tourism Currents online learning community launched on September 9 – Becky McCray and I couldn’t be more excited about it.

We’re offering a newsletter, monthly training lessons, exclusive video interviews with experts in the social media and tourism fields, a member’s Forum plus live hour-long video Q&A sessions.

These are the organizations and people that we think would find our membership site particularly helpful:

• Convention and Visitor’s Bureaus (CVBs)
• Destination Marketing Organizations (DMOs)
• State and city governments who do marketing and outreach related to tourism
• Main Street, historic preservation, heritage trail and historic highway organizations
• Parks, nature preserves, botanical gardens and other nature/outdoors-related attractions, including scenic byways
• Public Relations professionals who do tourism work
• Chambers of Commerce
• Those with niche focus like agritourism, culinary tourism, arts/culture, sports/adventure and educational travel
• Festival and event planners
• Attractions, museums, lodging etc. that depend upon tourist traffic

If you’d like to know more, go here to see if Tourism Currents is right for you.

Thanks for your support!

A couple of weeks ago, I saw a tweet from Berlin Tourism that said they’d mail small pieces of the Berlin Wall to 15 people who sent them a US mailing address via DM (Direct Message – private communication not seen by the Twitter public stream.)

As a student of history, I jumped all over that offer.

Now I have the lovely but sobering little bit of history that you see in the photo in this post.

What a great way for a tourism organization to use Twitter, wouldn’t you say?

It is difficult to believe that it has been 20 years since the Wall fell, but Berlin is commemorating the event in a big way (don’t miss this list from the Guardian of top 10 books about the Berlin Wall.)

I’d love to visit myself some day – there’s been a lot of buzz about the city around the Web lately.

WorldHum mentioned Berlin as a possible expat writer refuge, there’s a new currywurst museum, nice parks, a film festival in the subway, cutting edge fashion,  geeky startups , scenery and architecture (and here’s a detailed transportation update from EuroCheapo.)

But, if I can’t see all that in person, I still have a wonderful souvenir.

Thanks, Berlin Tourism.

After a quick Tourism Currents pre-launch meeting with my business partner Becky McCray….

….and did I mention that she’s a BusinessWeek Top 20 Entrepreneur to follow on Twitter? Well, she is!

….and don’t you know it makes her crazy when I do this kind of “If You Give a Mouse a Cookie” off-topic diversion….

Anyway, we arranged a one-night planning session in Dallas, meeting roughly halfway between our homes in Oklahoma and Texas (because you can only do so much organizing even with regular video Skype calls.)  On the drive back to my house, I was so pumped up about the great learning material that we’re developing to combine tourism marketing and social Web tools, I just HAD to talk about it.

I used Utterli and my cell phone to call in an audio post (that I can embed in a blog post, as I’ve done here) from the parking lot of a Taco Bell in Waco, Texas.

Because I know how to live it up!

(If you can’t see the audio player box below, here’s the URL directly to the recording.)

I almost didn’t take the time to write this post.

I mean, it is Saturday. The house needs major vacuum love (hey, four cats, two kids, what can I say….) and there are piles of things to sort, file, toss and put away. Laundry. Mail. Dishes.

Our weed collection on the front lawn is doing great, thanks.  The mower’s ready to go, but whoops, need to make a run to fill the gas can, first.

And so on….

But, you know, none of that is as important as supporting special people who do special things, and one of the most unique and special people I know is Boston-based Chris Brogan.

Yeah, Mom, he’s one of my “Internet friends.”

Sure, we’ve chatted in person at numerous geeky events like SOBCon (for Successful and Outstanding Bloggers, not that other SOB) and South by Southwest Interactive (SXSWi) but since we’re a half-continent apart, I mostly keep up with Chris through his Twitter stream and his consistently thoughtful and articulate blog. You’ve never met a more giving, friendly guy and he’s a dynamite speaker as well.

He’s also something of a travel/tourism buff; I’ll bet you’d enjoy his blog posts like Tourism Bureaus and Bloggers and Social Media Starter Moves for Tourism.

Chris and co-author Julien Smith have a new book coming out this week (which is a lot more exciting than dealing with my laundry pile, so I’m blogging instead.)

The book is called Trust Agents: Using the Web to Build Influence, Improve Reputation, and Earn Trust.

What’s it about?  Breaking through the noise, essentially.  From the book’s inside flap:

“There’s no question that the Internet has changed the way we do business—especially when it comes to marketing. Consumer environments are short on trust and populated by consumers who are cynical, savvy, and informed. Though it’s easier than ever to reach your customers, it’s less likely that they’ll listen. Today, the most valuable online currency isn’t the dollar, but trust itself.

At the same time, social networks and personal connections have far more influence on consumers than your marketing messages ever will—unless your business knows how to harness them. In Trust Agents, two social media veterans show you how to tap into the power of these networks to build your brand’s influence, reputation, and profits.

Trust agents aren’t necessarily marketers or salespeople; they’re the digitally savvy people who use the Web to humanize businesses using transparency, honesty, and genuine relationships. As a result, they wield enough online influence to build up or bring down a business’s reputation. This book will show you how to build profitable relationships with trust agents, or become one yourself.”

I unequivocally recommend his work, and if you have a chance to hear him speak, be sure to get a front-row seat.  Here’s Chris talking to Book Expo America about the ideas behind Trust Agents…. (the direct link to the video is here for my RSS readers and anyone who can’t see the box below)

Many tourism organizations have asked me lately how they can find bloggers (and others active in social media) who might be interested in covering their destinations.   I thought it would be helpful to write up a quick reference list.

First, thanks for asking, because blogger outreach is one of the main topics that Becky McCray and I plan to cover when we launch our Tourism Currents social media learning community for tourism professionals in September 2009.  If you want to be kept informed about it, there’s an email signup when you click the Tourism Currents link.

Secondly, Becky has already started a new series on her Small Biz Survival blog called Tourism Tuesdays.  For example, here is her dynamite post Never Been There, about incorporating local folks into your tourism outreach campaigns.  I read Becky’s work because she always finds the nuggets that others might not think about or notice.

Want more? Go to the Twitter Search Engine and type in #tourismtuesday to see general tourism chatter (this is called a hashtag and groups together all tweets with the same hashtag marker.)  If you want to see general travel tweets instead, try #travel, #traveltuesday or #TT.

Finally, here’s my quick-and-dirty list of other ways to sift around online to find bloggers and the social media-savvy amongst us:

• The Travel page on Alltop.com – it features the latest headlines from tons of hand-picked travel bloggers.  Use the Search function on Alltop to find bloggers in just about any area of interest, like food or music or Cleveland.
• Travel Blog Exchange – a relatively new forum for travel bloggers, they just hosted a successful TBEX blogging conference that will no doubt become an annual event.
• Google Blog Search – this only returns search results from blogs, so it’s a nice filter rather than using the Big Google haystack to needle-hunt.
• Travel Blog List – this Invesp Consulting list of general travel blogs is sorted every which way and is a bit too unwieldy for finding the smaller gems, but it does contain lots of the major travel blogs.
• Travel Bloggers on Twitter – a blog post by Condé Nast Traveler editor Wendy Perrin, What You’re Missing if You’re Not on Twitter, includes many travel bloggers.
• Update Dec09:  If you’re mostly looking for amateurs – like this Latin America/Spain travel company that is thinking of offering free holidays to bloggers in exchange for content – the BootsnAll Travel Network has lots of bloggers around the world. Disclosure: Boots has hosted my Family Travel Guide since Feb 2006.

Hope that helps to get you started, and if I missed any resources, please note them in the comments below. Thanks!

I attended an excellent Network in Austin “Netstorming” session this week (my first one since joining the paid membership community) and I listened carefully to our table facilitator, Amy Hardin of acSELLerate, to learn more about sales.

Do I know diddly about sales?  Nope, not much, which is precisely why I chose to sit at that table.

There is a language to learn – “funnel,” “conversion,” “revenue recognition,” “added value propositions,” “price sensitive,” etc.  Bonus….now I am better armed for playing Marketing Bingo.

There is a standard sales process – prospecting for clients, “qualifying” them as good targets,  demonstrating the value of your product and proposing it to them, closing the deal and setting up for repeat business.

When you are speaking to a large group of your target market, and you do a good job of presenting yourself and your expertise, your audience is a bunch of “ripe bananas” in terms of being open to a discussion with you about your product or service,  but you have to move fast to catch them at that ripeness point (within 24-48 hours, even faster if you can do it) to get wallets to open.

A lot of this seemed very rote, mechanistic and manipulative, and it left me feeling somewhat uncomfortable.

So, as I usually do with such a visceral reaction, I’ve sat around for a couple of days mentally poking at those feelings of discomfort.

Here’s what I think, and this of course assumes (duh) that you have an outstanding product, service or feature that you back to the hilt and believe in:

You Do Need A Sales Process

One of Amy’s “money quotes” from our discussion was that you….

“….must have a sales process, a plan. Just saying ‘I’ll do some networking and depend on word-of-mouth’ is NOT a sales process.”

Break down each of the steps.

Lay out very specifically how you want to go from finding clients to closing a sale with them.  As Amy says, “Get incredibly granular.”

How will you prospect for clients? Networking might be fine as a part of the Prospecting phase, but where are you networking, how are you networking and what do you do with the business cards or interaction that may result?

How do you follow up with prospects? How will you know when you find likely customers;  i.e., how will you qualify them as appropriate candidates to buy your product or service?  What are your customers’ pain points and how can your product or service solve their problems?

Newsflash – your ideas or service or product are great, but if you want to make money with that passion, you have to sell it to someone. You know, for money.

You Don’t Have To Bruise Your Bananas To Sell To Them

Closing a sale means that you have convinced someone that what you can do for them will solve their problems.  That’s a nice feeling.  It’s better than mechanistic banana-harvesting in my mind, but the fact is that it is easier to sell when you catch people at the right moment.

Me, for example.

I stood in CVS Pharmacy the other day looking at a Olay moisturizer that is, ahem, targeted to my 40+ age group.  I have other products in their line and I like them. The price was reasonable, but even better was a shelf coupon on the moisturizer that halved the price.

I was a ripe banana right then, honey. I bought that “hope in a jar” and was happy to do so. In sales parlance, it “met my value proposition” even though I’m very “price sensitive.”

If you’re like me, you’d prefer to see people as humans rather than ripe bananas, so inject humanity into your sales process.

Certainly you should have a plan – a mechanism – that helps you stay on track and know where you’re going, but never lose sight of your customers as people.  They are not simply fruit in your sales funnel, no matter how desperate you may be to sell stuff and make money and pay the light bill.

The best ripe banana customer is one who doesn’t mind being picked, because you’ve done a thorough and honest job of convincing them that you’re worth cracking open that wallet.

Does that help take some of the possible “ick” out of sales for you?