After you finished your digital marketing strategy its time to start creating the right content to influence and convince travelers to book with you.
In your strategy you set your target markets, define which persona's are most easy to sell too, understand why people book with you (your Unique Selling Points) and have a clear idea of the positioning of your travel products and destinations.
Now it's time to act and create content that influences your persona's to take a next step towards a booking.
Because the amount of content is still growing rapidly, from 1 a 2 brochures a year with a few advertisements to a living website, continuous advertising on different platforms and frequent social media posting.
The quality of your content has to constantly increase to stay relevant and valuable for your audience. The more content there is, the better your content has to be to be noticed. There is so much content now out there, that most content became boring and boring stuff becomes invisible. Like cows become ordinary after a while, therefor Seth Goding said: you need to create a purple cow, if you want people to still notice you.
Creating Targeted Travel Marketing Content, that makes your reader coming back
To make high quality, valuable travel marketing content you need to make sure that the content you create: either text, photos and videos are in line with your strategy, strengthen your brand, targets the right audience, helps the reader trust your company more, get them closer to a future booking and makes your audience come back for more content.
To help you do this we created the frame work:
That helps you to cover all aspects you need to guide a customer to a booking.
This is so extremely difficult that it's almost only possible to try this for a well carved niche you created. If you have created your niche make first content around topics you already know are resonating with your audience, but are also giving you sales.
A great way to do is creating a segment in Google Analytics of your persona and then check what kind content they like in the behavior section.
Now you what kind of content your audience is searching for its time to create some content.
The Golden Circle of Simon Sinek
A concept I like to work with to write inspiring and valuable travel marketing content is the golden circle from Simon Sinek:
Don't make content, that focuses on the what (description of the feature) but focus on the why (the benefits). Because this will resonate with the part of the brain that influences behavior.
Simon can explain this much better then I do, so i recommend you to watch this video.
If we look at our best selling travel experience and we apply the golden circle concept on it, we can ask the questions that will lead to the most valuable content we can write for travelers.
Why are your persona's buying your experiences ? Why do they choose for your company ? Why do they choose for the city the experience is in ? The country ? But also why do you love selling this product and how does it relate to what your company stands for and believes in ? The answers to those questions are much more compelling then only describing what you offer.
The trick and this is the difficult part, is to translate the answers in an easy to understandable piece of content.
A very good example, though not from the travel industry is Apples Marketing Slogan for it Ipod - 1000 songs in your pocket. There is no mention of features, the name of the product : an mp3 player, just very compressed a revolutionary technique that transforms the ability of having a bulky cd with one album replaced by your favorite 1000 songs in your pocket.
How to apply the golden circle for your travel marketing content:
- Take the travel experiences you make the most money with
- Fill in the following answers
- Why are your persona's buying this experience ?
- Why do they choose for the city, region and country the experience is in ?
- Why do they choose for your company ? - Unique Selling Points - should come from your strategy
- Why do you love selling this experience
- How does the experience relate to what your company stands for (purpose)
The first 2 questions, you can answer with market research, knowing your customers by asking them for feedback, talk with your team especially guides and sales / marketing people and read your online reviews.
An interesting other possibility to learn about your audience is a Google interview.
Lets assume my company is good in snorkeling experiences for families and i want to apply Simon Sinek's, golden circle.
With the help of Google, i could answer the question why families love snorkeling, by searching for: "Reasons to do snorkeling with kids"
Besides some answers that google provides, it also gives us other questions our audience might ask. Copy paste reasons that think fit for your audience in a google doc and go to the next question.
Why do family with kids come to my region ?, here i took Bali as an example.
Google provides me with some answers and other questions my audience might ask. Collect the best answers and put them in your google doc.
The other questions are about your company and you should find that answer in your strategy.
If you answered all the above questions, reconfirm one more time: does my audience now have enough information to book my travel product with confidence.
Now we know what we need to communicate we need to find and create the right content materials to support or message.
What kind of content should I search and make ?
What kind of content type should you work with ? That depends on what platform the content will be place and what the goal is. We all have heard that a image says 1000 words. Thus with images you can comunicate faster than with text. Humans learned to proces images for thousands of years, think about cave drawings, our brains are wired to quickly extract a message from an image. Understanding that every single detail of a photo communicates something and should be in line with your message is important but mostly overlooked. The gender of the person in the photo, is the person smiling, what are the dominant colours every detail does something with our brain and influences to focus and learn more or to let it go.
Your personas smiling in the camera while experiencing your best travel experience, while emphasizing why the experience is great for the persona you are writing for. Dare to choose for who you write, for who your product is best: solo adventure travelers, wildlife loving family travelers, be sure to make your text specially written for them.
Avoid trying to please to many people, general content is working less good these days, because there is so much content available. Its really hard to stand out in the crowd, when every small or big company in theory has the ability to appear on the phone of every consumer in the world.
The narrower your niche and the better you understand why they like your experience, your destination, the higher the change you will resonate on their decision making level. Narrowing you niche not only means less competitors, but because of the world wide web your content will be easier to find by your audience because they will actively search for content they love. Placement techniques in for example google adds and Facebook make it also easier to deliver your content to exact right niche because you can target on what people love to see.
Besides targeting to a niche, to get attention, you need to create a "wow this is for me" feeling within seconds. People are making decisions faster than ever before, they scroll through feeds and then act on an impulse that triggers them.
The best way to get that attention is to show photos and videos of peers experiencing your best products while the content focuses on why these people love this experiences, use feelings and emotion in the expression of the person in the photo or video to make the content extra powerful and to give people the impulse to act upon.
Getting bookings with your travel marketing content
Even if you have explained why your audience should love your experiences, and you crafted your content in such a way to get attention, getting bookings with your content, still isn't easy, you not only need to inspire, but also need to build trust and then convince your audience to take further action and get in touch with you.
For me it starts with understanding that travelers don't just book, they go through a whole process often called the customers journey, this google article quickly explains that a customer journey in the travel industry ranges from days to months (or even longer) and that from the moment a traveler starts searching till a booking is made they might have viewed hundreds of webpages, articles, videos and posts on social media platforms, magazines, your website, etc.
The customer journey for a multi day travel product is often pretty long, people saved money for it and thus want it be a really good experience. Therefor they take time to not only to decide on which experiences will fullfill their holiday desires, but also to be confident enough which company has their trust to curate and create their holiday expeirence.
Inspire, Help, Proof & Sell
The customer journey, starts with a traveler that runs into inspirational content that arouses curiosity and makes the consumer want to know more.
Not only do you need to inspire travelers, you also need to help them with their travel planning. They might have tons of questions that need to be answered before they can comfortably choose your destination, company and product as the best option for their upcoming holiday.
And during that proces they al
And even if all their questions are answered they want some proof to back up their decisions, photos of peer in social media doing the same, peers saying on review platforms like Tripadvisor how great your travel company is.
And only then travelers are ready to book with you.
Summerized travelers are looking for inspiration, to be helped, to discover new things, feel confident they are at the right spot (proof) and then buy from a travel company that earned their trust and provides the best available deal, that makes them happy.
I call this frame work: Inspire, Help, Proof & Sell,
Each page on your website needs to have these four elements somewhere on the page. And because a journey always starts with inspiration, this means that the first peace of content on your page should inspire.
Not only should each page inspire, help, proof or sell, you also need to be very clear on how you define each block on your page: each block should : Inspire, Help, Proof or Sell, sometimes it can two things in one, some videos can do even 4 things in one. That is why a video is so power full, a video can cover a message in the fastest possible way. However to let people watch a video, you need a very good still and first 2-3 seconds.
The same counts for social media and other content, with each piece of content you want to either, inspire, help, proof or sell or a combination of those four.
A great example of a home page with the element Inspire, Help, Proof & Sell is the homepage of Telluride
Big beautiful picture of your best experience + tag line
Rosewood is doing something similar, the inspire in their opening picture, appealing their target audience, that favors luxury, art, good food and wellness.
What is there to do for travelers - events
Reference of a magazine that said this is the best small town:
We are not saying it, a magazine !! .
95% of human decisions are taken are taken unconscious and very much based on feelings, with the help of triggering the right feelings you can guide the consumers of your content to the next step in their journey. If the traveler is inspired the next step might be, who else delivers this experiences, how do i decided who provides the best experiences, how do i get to this place, how long will it take, who else is doing this etc.
Make highly relevant content
The content you serve to customers should be relevant, personalized and actionable and should assist your visitors towards a sale.
While making content you should always make the next action simple, learn more, get more tips, book, think about what the person who reads the content needs as a next step.
To make relevant follow up content, its important is that you ask, why does a traveler come to consume this piece of content and what does it expect the content to do / help him or her with.
Make sure your teaser content, doesn't shout to much and make over promises you can't follow up with your next piece of content, stay believable, authentic.
What kind of content has value for Travelers ?
Make sure you have content that travelers need while they are selecting which country to travel to, all the way to why they should choose your company and how you make sure they will have the best holiday ever.
Always stick to you angle, try to let each piece of content be a proof of your Unique Selling Points and the brand you stand for. If you can create a sense of belonging to your company, for example we are sustainble, care about the planet and its culture and nature and show people the beauty of the planet and ways to help them protect it.
Example of companies who try to do this are G adventures and Intrepid
A good way of staying authentic is to show experiences of previous customers enjoying your services, and travelers already share a lot of these experiences themselves. I'm hesitant with working with beauty influencers who show their nicest dresses, though this could work in some luxury segment i prefer to keep it as real as possible.
Only create content for your chosen persona's
Sometimes you are feeling not very creative and you don't know what to create, then its better to wait for a day instead of creating content that is not laser focused and helpful for the travelers you defined in your strategy.
To make your brand message work, consistency is a must. You have to be disciplined to stay in line with what you agreed in your strategy, that's why its impossible to work without one.
Contact Value Through Passion, to help you creation a digital marketing strategy and content plan.