Mark Simpson (YouTube) advises accommodation providers to directly ask paying guests to identify the customer avatar and booking motivations. He illustrates this with firsthand experience running a family bed-and-breakfast and holiday cottages, where he personally interviewed every guest at check-in to learn how and why they booked.
Speak to your guest. If you don't know who your customer avatar is, the best people to ask are the ones that are paying you money. They already know you. They've already booked. If you have a reason why, you got to find it now. I had an advantage when I was in the family business. We had a bed and breakfast and holiday cottages. It was all on land. We lived on site. I got to survey and interview every single guest because they checked in with me and I walked into the room. Every single guest. How did you stay with us? How did you find us? Why did you book of us? What was the reason for your buying? Why are you coming to the area open ended? Why, what, where? What when?
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