This is a presentation I am giving to Shashi Bellamkonda's Social, Mobile and Search Marketing class at Georgetown University School of Continuing Studies (XCPD-732), a fun-filled presentation about earned media micro-influencer marketing on October 14, 2016, ~7pm
From Chance to Choice - Tactical Link Building for International SEO
Micro-Influencer Marketing is 1% Inspiration, 99% Perspiration
1. Micro-Influencer Marketing is
1% Inspiration, 99% Perspiration
Hashtag: #gtmim
Twitter: @chrisabraham
Google+: google.com/+ChrisAbraham
Facebook: facebook.com/chrisabraham
LinkedIn: linkedin.com/in/chrisabraham
Slideshare: http://bit.ly/gtmim
XCPD-732 Social, Mobile and Search Marketing
Georgetown University School of Continuing Studies
Professor Shashi Bellamkonda
October 14, 2016, ~7pm
2. Principal Consultant
Avid Blogger/Contributor:
Your Speaker: Chris Abraham
2 @chrisabraham #gtmim
3. My Personal Digital PR Philosophy
Find people where they live (and meet them
there even if it’s a forum or message board)
Explore the long tail micro-influencers (there
are millions of people blogging, sharing, and
posting online – and PR tends to pile on the
same 100 “influentials”)
“We want you to take 50 million of us as seriously as
you take one reporter from The Wall Street Journal”
(#83 of the 95 Theses from The Cluetrain Manifesto)
Spoil everyone (like you would Guy Kawasaki)
Be grateful (nobody is required to help you)
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4. Why You Should Reach Past the A-List
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Influencer marketing tends to focus on only
identifying and engaging top-25 influential
bloggers
Out of those 25, maybe 3 will cover your
story over the course of a campaign
We collect every influencer who has ever
had a thematic interest in our customers
We collect them all – all of them – into a
"universe" – a list
We reach out to each and every one of
them – no fewer than 2,000 but often 5,000
– via email
But then that’s where the work starts
@chrisabraham #gtmim
5. Why You Should Reach Past the A-List
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The initial blast is akin to speed-dating
Most good pitches don’t require a personal
relationship
Success depends on five things:
Freshness & quality of the list collected
Generosity of the “gift” being offered in the
pitch
The ability of the email to reach the inbox
The charm & responsiveness of the
responders
Following up twice after the initial email
outreach
@chrisabraham #gtmim
6. On the Internet, nobody knows you’re a dog
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7. Campaign Questions
Goal: what is it you need to do?
Monitor: what are you looking to find?
Discover: where are people talking?
Learn: who are these talking people?
Collect: what groups do you need?
Engage: how best to connect?
Outreach: how best to pitch?
Analyze: how did you do?
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8. Goals: What Do You Want to Accomplish?
Build brand awareness?
Increase community engagement?
Prospect new brand ambassadors?
Drive sales, traffic, membership?
Drive conversation volume?
Improve organic search?
Get a feel for your neighborhood?
Launch a new product, service, investment?
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9. Monitor: Listen/Look Before You Leap
Google Search is the best tool to get a feel
When it comes down to it, Google does an amazing job
of giving you a 30,000-foot view of the blogosphere
Spend some time understanding the space
It’s not always obvious how people engage with you,
your brand, your space, or your industry. Allow your
community to lead your exploration; do not be willful:
people don’t always use your language
Include message boards, forums, etc., in your recon
Try out all the tools: it’s a buyer’s market
SDL SM2, Radian6, Sysomos, Sprout Social, Lithium
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10. Internet Rule #34: If It Exists There Is Porn of It
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11. Discover: Finding People Where They Live
Social media is much bigger than Facebook
There are a multitude of social networks, self-run message
boards, threads deep in reddit, and ad-hoc discussions
everywhere online (Dailymile.com, etc.)
If it exists, there is blog of it (Rule 34 variant)
There are more than a billion active blogs worldwide
Always start with Google
Influencer discovery
Traackr – traackr.com
GroupHigh – grouphigh.com
Little Bird – getlittlebird.com
InkyBee – inkybee.com
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13. Learn: Do They Want to Be Engaged? And How?
Blogs (including online journalists, curators,
aggregators, group blogs, and bloggers)
Can you find their name and email address?
If contacting them is hard, maybe they don’t want to be
Look for a “how to engage/pitch” message
Follow their directions to a T (or don’t engage them at all)
Forums (including bookmark & link aggregators)
Engage forum owners directly, don’t jump in there!
Social Networks (including FB, Twitter, etc.)
Engage before befriending before pitching
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14. Collect: Demo-, Geo-, Psycho-Graphic Lists
The A-list (the crème de la crème of influence)
Generally professional bloggers and journalists, including the blogs and profiles
of mainstream media platforms, celebrities, high Klout scores, high-traffic blogs,
authors, actors, scientists, pundits, newsmakers, and people with mad followers
Will blog for free, but only if they’re compelled to (exclusive content, big news,
financial releases, new investment, etc.)
Never, ever, include A-list bloggers in a bulk email pitch – hand-written only
Prepare your kid-gloves and your checkbook – find ways to woo them
personally (over lavish meals, inviting them to HQ, or meeting them down at one of
the many conferences they attend)
Become a persistent “bestie” – either as someone who is a communicator
pitching them good, consistent, and valuable content or, even better, a personal
friend who doesn’t just collect them as a method of access or a sign of prestige
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15. Collect: Demo-, Geo-, Psycho-Graphic Lists
B-D-List (the mid-section of the long tail often asks for money)
While not all B-D-list bloggers lead with an advertising rate sheet, many do
Most PR campaigns aren’t budgeted for advertising spend so I don’t pay for posts
Ideally, earned-media is the goal of PR campaigns, so it’s up to you
Many of the B-D-list bloggers can get you what you need for less than a strong ad buy
While disclosures are essential everywhere, they’re doubly so for “advertorial” content
I tend to put any blogger who asks for money into a DNC* list
Midrange bloggers are easier to access, harder to garner earn media mentions
from, but a worthy investment of time and attention toward a long-term relationship
People help out their friends, so becoming close may curry favor for earned media pitches
I generally include B-D-list bloggers in general long-tail bulk email outreach
*Do not contact list
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16. Collect: Demo-, Geo-, Psycho-Graphic Lists
E-Z-List (the long-tail, including ~1 Billion online micro-influencers)
While a billion active blogs are well out-of-scope, please remember:
No matter how obscure your product or service, there’s probably a blog about it
The original Rule #34 is: “If it exists, there is porn of it;” same for the blogosphere
Collect email addresses, influencer name, and maybe location only for E-Z-list
While I might be willing to chase down the contact info of A-D-list bloggers via forms or
hunting them down via LinkedIn or Facebook Messenger, Dailymile mail, or Twitter DMs, I
only engage long-tail micro-influencers if they share their email address gladly
If bloggers don’t make it easy to contact them, they may not want to be contacted; and, if
you contact someone who doesn’t want to be, there will be serious blowback
Send everyone in your list a bulk email pitch but be ready to engage in person
Don’t worry, most people aren’t fanboys – a cold-pitch is fine if your “gift” is generous
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18. Engage: Pitch It Slow and Right Over the Plate
Tell, don’t sell
Lead with the news, not the used car
Pitching is speed dating
You don’t need to overwrite
Allow people to be intrigued
Less is more
Attention span is limited
Pre-masticate message into easy-to-understand
pabulum
Don’t include attachments or inline content
Don’t BS, brown nose, lie, or flatter
"Please don’t say you read and love my blog,
then pitch me on something that I never cover
here" -- Mack Collier
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19. Outreach: The Catch Is the More Important Part
The informational microsite
Internally, I call it an SMNR
Social Media News Release
The kitchen sink theory
Don’t limit the SMNR to just the pitch
Influencers are often libertarian contrarians
Give a lot to look through – give them options
Steal me, steal me!
Optimize content to be copied-and-pasted
Pre-embed embed codes
Pre-link and optimize for SEO, etc.
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www.mizunorunningnews.com
@chrisabraham #gtmim
22. Analyze: It All Comes Down to the Bottom Line
Track using site analytics tools
Google Analytics tracking code in the SMNR
Server-side analytics tools: AWstats, Webalizer
Track both SMNR & target site
Track using media mention tools
I presently use SDL SM2 (Alterian SM2)
Primary, secondary, tertiary, etc., mentions
Lots of free and fee-based tools
Google Analytics is becoming more SM-savvy
Track using specialized landing pages
Using affiliate tricks-of-the-trade
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23. Analyze: The Proof Is in the Pudding
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133 earned media blog posts, 1,350 Tweets, 40 other
@chrisabraham #gtmim
28. Current Client: Skinny & Co. Coconut Oil
Currently, Gerris Corp is working on an earned
media campaign for Skinny & Co. coconut oil.
SMNR: skinnyconews.com
Client is the perfect client for earned media:
Product is timely and sexy
Client is generous with all influencers
No influencer floor
Beautiful packaging and top-quality product
Month 1 - 185 product requests, 323 responses, 158
posts
Month 2 - 122 product requests, 203 responses, 121
posts
Month 3 - 128 product requests, 183 responses, 156
posts
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29. @chrisabraham
Current Client: Skinny & Co. Coconut Oil
As a thank you to all the
bloggers and
influencers, we always
try to give them all some
link love via Gerris and
my personal blog.
We encourage Skinny &
Co. to thank, engage,
comment, Like, share,
reshare and retweet any
and all earned media
content they discover
and we share.
While I am far from
perfect, I try to do
anything I can outside of
the product to show
personal appreciation.
#gtmim
31. @chrisabraham
Final Words
31
“Hugs not horns”
– Chris Abraham
“Be kind, for everyone you
meet is fighting a hard battle”
– Philo of Alexandria
(or Plato or Ian MacLaren or John Watson)
#gtmim
32. @chrisabraham
This presentation is already up on SlideShare: http://bit.ly/gtmim
Email: chris@gerr.is
Mobile: +1 202-352-5051
Twitter: @chrisabraham
Google+: google.com/+ChrisAbraham
Facebook: facebook.com/chrisabraham
LinkedIn: linkedin.com/in/chrisabraham
Blog: chrisabraham.com/blog
Contact Me Any Time
#gtmim