Posts Tagged adventure marketing

What’s Your Story?

We write a lot about the power of storytelling for business. How your story is the foundation of all of your marketing communications. There are a zillion tools for telling your story. Some are easy to use, others require a lot of skill, time, practice, or money.

One of the more interesting tools is Xtranormal, a web-based service that lets you create animated movies. You type words; cartoon characters speak your dialog. Simple enough. As with many technologies, from chainsaws to video editors, just getting the tool is not the same as learning how to use it well. Good results take time and effort.

Here’s a little movie we made with Xtranormal. It’s our first effort, so we’re naturally just a bit proud of it. We created 80 seconds of content, starting with the words we wanted our stick figure actor to speak. We added some movements and one simple sound effect. And we experimented with a number of camera angles to keep it interesting. Getting everything to synch up was a bit of a challenge. It took a lot more time than expected.

Video is a very powerful tool. It’s easy to produce; not so easy to produce well. Mostly, it takes time. Fortunately, Xtranormal is fun to use. We quickly got caught in the time-suck vortex of trying to make our little movie just a bit better. Those 80 seconds of video took several hours to create. If you are thinking about using this tool for your business consider the value of your time. And compare that to the value you could create by spending those hours doing your real job.

Anyway, here’s the result:

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Social Media Strategy, Bursting Bubbles, and Companies that Suck

Social media is just one of the tools in our toolbox. It is not a strategy. It should not be run in a silo, segregated from the rest of the organization. I have believed that, strongly, since at least a decade before Facebook, Twitter, and YouTube came along.

All of these vehicles, venues, and platforms are just tools we can use to tell our story. If our story sucks, if we are not a good company, if our products are lousy, then the last thing we need is tools to help more people learn about us faster.

If we have a strong story, make good stuff, sell it at fair prices, and treat our customers, our prospects, and our competitors with respect, then using social media to tell that story far, wide, and fast can help us succeed.

Social media is not social selling. And it is rapidly moving away from social marketing. It is just a very efficient way to have conversations with people who might buy our products, or not buy them, or influence others who might or might not, or interact with a million other people who might have some effect on whether or not we succeed.

And so it must always be focused on the people outside our organization, as they ultimately determine whether we live or die. When we get a tweet that is essentially a customer service question, it is a fatal error to think, or to say, that the question needs to be directed to our customer service department, which is not on Twitter. Either we have good customer service, or we don’t. How the question comes in the door is irrelevant, unless we don’t really care about our customers. And if that is true, then we are irrelevant, or soon will be.

I see social media following a similar trajectory to the web, although much more quickly, with much sharper climbs and probably a faster descent. It really wasn’t that long ago that just having a website was a novelty. It didn’t need to be any good, or do anything useful. Just having a URL meant you were a sexy company. That lasted about three years. Then people started to demand that the website add value to the customer experience. So good companies began to install online help systems, and answer their email around the clock. The best ones began to see their online help system as a sales tool. Customers could now decide to buy from a company because they could clearly see how much support they would get after the sale. And they could see that before buying. Before even showing up on the company’s radar.

A bunch of groovy new startups arrived on the scene promising to take companies that suck, put them on the web, and magically turn them into great companies. Companies that suck, and some that don’t, bought into the hype, made a few people rich, the web collapsed, and a zillion internet gurus were out of work. This entire scenario played out between 1995 and 2001. The web didn’t go away. But the people who didn’t know how to make use of it did. And the web is a better place today.

Fast forward to today. You have to be a company that doesn’t suck. That’s always been true. Just two years ago, just being on Facebook meant you were a cool company, and you felt all sexy and warm inside. But if your company sucks, now it sucks on Facebook. And Twitter, and YouTube, and the other next best things to come along. And your customers, former customers, and competitors have yet another way to share the story of your sucky company. And leave you in the weeds. Lots of people claim to be social media gurus and sell a lot of snake oil. I think that we’ll see the social media bubble burst in two years or less. Social media won’t go away, but the hype will. The gurus will be unemployed. Meanwhile, the people with good storytelling skills will remain successful.

So, be a company that doesn’t suck. Have a great story. Tell it well, meaning listen more than talk. And use social media tools to help share that story with more people faster.

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Success in a Tough Economy: Launch a Luxury Product in a Niche Market

Ready for some good news? How about a startup launched in 2009 selling something that no one can honestly say they need, manufactured in Southern California, based on a design from more than 50 years ago? Suggested retail on the product starts at about $5,000. Most buyers spend more than that by adding a lot of custom bling. And the company sells them as fast as they can make them, is looking to expand the model line, and is pursuing export opportunities.

Meet the California Scooter Company. They build a little motorcycle that is big fun, very cool, not cheap, and is extremely popular. The California Scooter is powered by a Honda-designed 150cc four-stroke, single-cylinder engine that can deliver 98 miles to a gallon of gas. It sports a lot of machined aluminum, stainless steel, and chrome. The brakes and electrical system are modern and efficient. It’s got an electric starter for reliability and a kick starter for some extra fun and panache.

Think of it as a sort of retro 1950s-style chopper that anyone can ride, is easy to maintain, and doesn’t cost as much as a decent car. The bikes are inspired by the Mustang, a small motorcycle built in Glendale, California from 1947 until 1963. That bike had the classic long and low chopper look and was so fast on the race track that it was banned from competition.

The founder of the California Scooter Company, Steve Seidner, bought an old Mustang intending to restore it and give it to his father as a gift. Instead he ended up creating a new American motorcycle company. The bikes and the company have been well received, are getting great media coverage, and are enjoying tremendous success.

Joe Berk rides his California Scooter

Joe Berk rides his California Scooter in the hills above Los Angeles

Some of that success is due to engaging their prospective customers with a robust social media marketing campaign. The company is very active and accessible in a lot of online motorcycle enthusiast communities. If you’ve spent any time in the forums, you know they can be brutal. Opinionated and uninformed haters can quickly bring the signal-to-noise ratio to near zero. You can get assaulted with charges that your product is overpriced offshore junk from people who have never seen it. And it can be tough to jump in and contribute without sounding like you are just trying to sell your stuff.

The California Scooter Company has managed to avoid all of that danger, rise above the chaos, and actually tell their story well. They make good use of Facebook and Twitter and the company blog has new, engaging content several times a week. The guy behind all of this social media success is Joe Berk, a business management consultant, author, and motorcycle enthusiast. Joe is a good friend of mine and that’s how I became such a big fan of the California Scooter Company.

So the bikes are cool, Steve’s got an awesome business, and Joe is fun to hang out with. He also likes adventure travel, especially in Baja, Mexico. In about a week, we plan to throw all of that together into a big mashup involving fish tacos, cactus, and cold beer. Joe has put together a little group ride to the tip of Baja and back, on 150cc California Scooters. And I’ve managed to get myself invited along. I’ll be driving a big, comfortable pickup truck with a really good air conditioner. And a fridge in the back seat for cold drinks.

We figure we’ll get some good pictures and have a lot of fun. We’ve got some interesting characters along on the ride and I think we’ll come home with a few good stories. I hope to share them with you when I get back.

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Your Own Public/Private Partnerships

The relationship is everything. You can have a fantastic product, offer a tremendous service, with prices that are beyond fair. But ultimately, the strength of your brand will come down to how well you play with others. This is especially true now that anyone, anywhere, can type a few words and have it ricochet around the halls of the interweb for all eternity.

You can create and leverage partnership opportunities that help build your brand and introduce you to people and organizations that would be tough to reach with a cold call. These opportunities are all around, you just have to be creative to find them.

A few weeks ago I got an e-mail from a friend I had met in a Tread Lightly Master Trainer class. He was organizing a weekend event for his Toyota FJ Cruiser four-wheel drive group and needed help staffing a booth to share the good word about outdoor ethics and responsible off-pavement recreation. A fun gig, a chance to get out into the backcountry, meet some new friends, and maybe drive a trail or two. I volunteered and we started planning.

The Tread Lighlty exhibit anchored by the XP Camper, with the Cobb grill in the forground.

The Tread Lightly exhibit, complete with a Cobb grill and anchored by the XP Camper.

My first challenge was dealing with the weather. The event meant two full days staffing a table in the middle of a dirt parking lot. If I didn’t want to end up with heatstroke I would need to find some sort of shade structure. I contacted my friends at XP Camper to find out if they might be interested in donating the use of their demonstration vehicle to be the base camp for my Tread Lightly exhibit. Not only would the camper and its attached awning provide shade, we would have a cool place to come indoors and a refrigerator for cold drinks, right in the booth. And XP Camper would get a chance to show off its new design to a whole new group of potential buyers. One quick conversation and I had an awesome plan to avoid sunstroke.

Next problem was how to stand out and draw foot traffic to the booth. There would be lots of cool stuff to see and a lot of activities over the weekend. If I wanted any of the attendees to come to my exhibit, I was going to have to get creative.

Enter the scent of grilled meat. A most powerful attractant for outdoor-folk.

I planned to set up a small portable grill and cook up some tidbits of something tasty. With luck, the wind would spread the scent around and draw folks in. I’d offer them a bite to eat then deliver my pitch. For some time now, I’ve carried a Cobb portable grill on my trips and used it to cook up some fantastic meals. It’s a great product and would be perfect for this event. And, coincidentally, at this year’s Overland Expo, I happened to meet the folks who import the Cobb grill into the US. So I contacted them to say I’d be showing off their product and ask if they wanted to donate something toward the event’s big Saturday night raffle. That conversation went extremely well and I had managed to not only score a cool prize for my friend’s car club meet, I had also gotten Cobb named as one of the sponsors.

The event was a huge success for all concerned. We spread the Tread Lightly message to a very receptive audience, we showed off a cool new camper design, we gave away a very nice prize, and we all had a great time. Moreover, this was a chance to build on some new relationships and set the stage for future collaborations.

It’s a sort of connect-the-dots kinda thing. And it’s all good.

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A Teachable Moment

A few days ago, I came upon a small softroader of some kind attempting a pretty challenging hillclimb on a dirt two-track just off the paved highway. No forward progress, lots of wheelspin. The car would occasionally get a bit sideways. I stopped to watch, knowing that a failed hillclimb can easily lead to a rollover. Didn’t know exactly what I was going to do but figured I might be able to lend some sort of assistance.

After a bit, I began walking up the hill toward the stuck car. The driver put her head out the window and very politely asked me if I was wanting to drive up the road she was currently blocking. I said I was there to see if I could help her out in any way.

We talked a bit and I suggested she try gently backing down the hill while I spotted her. We got the car down without much more trouble than a bit of wheel slip.

Turns out she works for an engineering firm that is doing an environmental assessment of a proposed cell tower site. Her goal was to drive to the site on the other side of the hill a couple of miles away and about 500 feet higher.

I confirmed with her that she had permission to drive on what I believe is private property. And I suggested that perhaps her car was not the best choice for that particular challenge. Then I offered to drive her to the site in my truck. She accepted.

Heading up the hill, I mentioned the benefits of low range gearing, bigger tires, and locking differentials. Also experience and training. I talked about how a more capable vehicle can tackle a tougher obstacle while minimizing impact on the land. I said that the reason I stopped in the first place was concern for her safety and possible damage to the landscape. I told her about Tread Lightly and responsible back country travel.

We found the cell site, she took a few pictures, we had a nice chat, and I drove her back down the hill to her car. I gained a couple new pinstripes but we never spun a tire.

All in all a nice experience and completely unexpected.

Would you have done anything differently?

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