eDavid Cummings, Director of Forth Metrics looks at the emergence of blogger outreach where the relationship with the right bloggers can lead to thousands of instant customer relationships.
14. • Cold calling
• Direct mail (press releases)
• Email ‘blasts’
• Print ads
• Radio and TV
Outbound marketing
Trying to find your audience using;
Interruption
16. • Through search
• Through social media
• Through blogging
Inbound marketing
Being found by your audience
Permission
Be visible to your audience using content
18. • Be visible to your audience and attract
them with content
• Think like a publisher
• Don’t be dull
• Educate, entertain - and be relevant
Content marketing
Teach, don’t sell
22. Content marketing is
the only marketing
left
Marketing is Dead
Kevin Roberts (CEO, Saatchi & Saatchi) 2012
23. Content marketing is
the only marketing
left
Marketing is Dead
Kevin Roberts (CEO, Saatchi & Saatchi) 2012
Seth Godin 2012
24. Benefits of blogger
outreach
• Cuts straight to the chase
• Precise and targeted
• Reliable
• Measurable
• SEO performance
• Gets better the more you do it
25. Important points
• It's about developing friendships
• You need to be creating compelling content
• It's a two way process
• You have to have a lead capture strategy
• It requires an investment of energy
27. Objectives
• Know your business objectives (how much
money do you want in the bank by what date)
• How many physical conversions does this
translate into (total money needed / unit cost
price = conversions required)
28. Example:
• Business Objective is to generate 4K of sales
for ‘Our Well Received Debut Album’ by the
end of September 2012
• Campaign Objective is to get 571 people to
download ‘Our Well Received Debut Album’ by
the end of September 2012.
29. Customers
• Know your target customers
• Who are the people who are going to deliver
the business objectives by actually spending
their cash?
• Where do these people ‘hang out’ on the
Internet?
• Have some sort of a clue about why this
audience is going to care about your offer
30. Lead capture
• Every campaign requires a lead capture
strategy.
• People don’t buy when you want them to buy.
They buy when they’re ready to buy.
• Capture the leads and follow up with them
• Use a landing page
33. Find the influencers
• Find the influential bloggers that your
customers follow
• Estimate the visibility they might achieve for
you
• Use this to estimate conversion rates based on
reach. Are the numbers high enough to
achieve the objectives?
• Keep a Google doc recording your level of
interaction with them
34.
35.
36.
37.
38.
39. Reaching out
• No spammy emails
• No press releases
• No cold calling
• Follow on twitter and retweet occasionally
• Subscribe to their blog and read it
• Comment sensibly once in a while
• Behave like a friend
40. Reaching out
• Be sane and be normal
• Follow on Twitter
• Read their blog (really)
• Retweet occasionally
• Get to understand them
• Comment sensibly once in a while
• Behave like a friend
No spammy emails or press releases!
42. The content offer
• Devise and create a compelling content
offering that will appeal in the strongest terms
to your audience (customers and influencers)
43. The content offer
• Devise and create a compelling content
offering that will appeal in the strongest terms
to your audience (customers and influencers)
• Teach, don’t sell
44. The content offer
• Devise and create a compelling content
offering that will appeal in the strongest terms
to your audience (customers and influencers)
• Teach, don’t sell
• Educate, entertain, and be relevant
45. The content offer
• Devise and create a compelling content
offering that will appeal in the strongest terms
to your audience (customers and influencers)
• Teach, don’t sell
• Educate, entertain, and be relevant
• Think about the expertise you have and how it
will help your target audience.
46. The content offer
• Devise and create a compelling content
offering that will appeal in the strongest terms
to your audience (customers and influencers)
• Teach, don’t sell
• Educate, entertain, and be relevant
• Think about the expertise you have and how it
will help your target audience.
• Prepare a content launch strategy that
includes anticipation
53. Putting it all together
• Get your influencer friends to review content
• Even get them to contribute to it
• Then, plan a content release strategy
• Build up some anticipation
• Set a launch date
• Get you influencers lined up to talk about it
• Release, and watch the sales or leads come in
54. But, to re-emphasise, success is based on
developing friendships and putting effort into
making really useful content
Neither of these is too hard to achieve
55. Example
• ‘The Best Practise
Guide for Blogger
Outreach’ eBook
• Released July 2012
• 11 main influencers
56.
57. Measurement
• Weekly meeting (not sit down!)
• Visibility achieved?
• Engagement achieved with the offer?
• Conversions to leads?
• Are the numbers going up?
• Discuss ideas to increase conversion
• Assign actions to improve now before next
week