Mining Social Media is More Than a Marketing Activity

By Ashish Gambhir Co-founder , newBrandAnalytics | May 08, 2011

There is no denying that the explosion of social media has forever changed the hospitality industry. Guests are increasingly tweeting, posting, texting, emailing, communicating, and commenting on the hotel guest experience - both the good and not-so-good. In today's online world, one bad guest experience can be shared easily and broadcast to thousands of prospective and existing customers, magnifying its effect in minutes. As Jeff Bezos is quoted as saying, "Make a customer unhappy in the real world, they might tell six friends. Make a customer unhappy on the Internet, they can each tell 6,000 friends."

With more travelers turning to the web for travel advice, it's no wonder hotels are paying close attention to this channel. In a recent survey analyzing consumer behavior, Travelzoo found that 81% of travelers turned to hotel review sites to help with their decision making. Eighty-one percent! Half of those polled said online reviews from previous guests are the most influential. TripAdvisor puts that number a bit higher, stating recently that 87% of travelers read reviews when planning their next trip

Rather than fearing the transparency inherent in social media, most hotels have come to understand the opportunities consumer generated content online has afforded them. Since social media is a platform for the customer's voice - and that voice can be heard by anyone in the world - the hospitality industry as a whole has embraced social media in a huge way.

It is natural and correct to assume that social media is a marketing-based opportunity. According to the white paper from HSMAI, "Best Practice for Maximizing Your Hotel's Online Revenue and ROI," nearly 70% of US hoteliers responding to the April 2010 study reported online was the marketing channel with the greatest return on investment, and the majority are using a variety of online channels to reach potential customers, including 60% who have implemented a social media marketing strategy.

Clearly, there is great value in using social media to promote and market hotels. There is, however, another use of social media which is apt to prove to be more powerful over the long term: listening to the voice of the customer by data mining online feedback. With sites becoming more social, relevance is rapidly becoming the key to readership --- i.e. the more interesting and insightful you are, the more followers you get and the more influential you become in your community (and the farther your comments reach). Guests are talking about ambiance, front desk, check in, check out, room comfort, F&B, and several more topics with great detail. As such, the evolution and richness of the data hotels are able to mine has transformed what was once "brand conception feedback" into true "guest satisfaction feedback."

Marketers have a possible unlimited wealth of information that is consistently handed right to them. The behavioral observations and personal preferences mined via social media are invaluable from a business perspective. Successful hoteliers understand that unfiltered guest satisfaction feedback tells you:

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Coming up in June 2019...

Sales & Marketing: Selling Experiences

There are innumerable strategies that Hotel Sales and Marketing Directors employ to find, engage and entice guests to their property, and those strategies are constantly evolving. A breakthrough technology, pioneering platform, or even a simple algorithm update can cause new trends to emerge and upend the best laid plans. Sales and marketing departments must remain agile so they can adapt to the ever changing digital landscape. As an example, the popularity of virtual reality is on the rise, as 360 interactive technologies become more mainstream. Chatbots and artificial intelligence are also poised to become the next big things, as they take guest personalization to a whole new level. But one sales and marketing trend that is currently resulting in major benefits for hotels is experiential marketing - the effort to deliver an experience to potential guests. Mainly this is accomplished through the creative use of video and images, and by utilizing what has become known as User Generated Content. By sharing actual personal content (videos and pictures) from satisfied guests who have experienced the delights of a property, prospective guests can more easily imagine themselves having the same experience. Similarly, Hotel Generated Content is equally important. Hotels are more than beds and effective video presentations can tell a compelling story - a story about what makes the hotel appealing and unique. A video walk-through of rooms is essential, as are video tours in different areas of a hotel. The goal is to highlight what makes the property exceptional, but also to show real people having real fun - an experience that prospective guests can have too. The June Hotel Business Review will report on some of these issues and strategies, and examine how some sales and marketing professionals are integrating them into their operations.