Micro-Influencer Marketing Presentation for XCPD-732 Social, Mobile and Search Marketing, Georgetown University School o

1. Micro-Influencer Marketing is 1% Inspiration, 99% Perspiration XCPD-732 Social, Mobile and Search Marketing Georgetown University School of Continuing Professor Shashi Bellamkonda October 14, 2017, 10:30AM Studies Hashtag: #gtmim Twitter: @chrisabraham Google+: google.com/+ChrisAbraham Facebook: facebook.com/chrisabraham LinkedIn: linkedin.com/in/chrisabraham Slideshare: http://bit.ly/mimXCPD-732

2. Your Speaker: Chris Abraham  Principal Consultant  Avid Blogger/Contributor: @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) @chrisabraham #gtmim

4. Why You Should Reach Past the A-List  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 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 @chrisabraham #gtmim

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? @chrisabraham #gtmim

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? @chrisabraham #gtmim

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  @chrisabraham #gtmim

10. Internet Rule #34: If It Exists There Is Porn of It @chrisabraham #gtmim

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  @chrisabraham #gtmim

12. Discover: Finding People Where They Live @chrisabraham #gtmim

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  @chrisabraham #gtmim

14. Collect: Demo-, Geo-, Psycho-Graphic Lists  The A-list/Tier-1 (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  @chrisabraham #gtmim

15. Collect: Demo-, Geo-, Psycho-Graphic Lists  B-D-List/Tier-2 (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 @chrisabraham #gtmim

16. s Collect: Demo-, Geo-, Psycho-Graphic List  E-Z-List/Tier-3 (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 @chrisabraham #gtmim

17. Collect: Demo-, Geo-, Psycho-Graphic Lists @chrisabraham #gtmim

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, brow n 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  @chrisabraham #gtmim

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.  @chrisabraham #gtmim

20. Outreach: The Magic Happens in the Inbox @chrisabraham #gtmim

21. Outreach: Yet Another Mail Merge @chrisabraham #gtmim

22. Analyze: It All Comes Down to the Bottom Line  Track using site analytics tools GoogleAnalytics 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  @chrisabraham #gtmim

23. Analyze: The Proof Is in the Pudding 133 earned media blog posts, 1,350 Tweets, 40 other @chrisabraham #gtmim

24. Analyze: The Proof Is in the Pudding @chrisabraham #gtmim

25. Analyze: The Proof Is in the Pudding @chrisabraham #gtmim

26. Analyze: The Proof Is in the Pudding @chrisabraham #gtmim

27. Analyze: The Proof Is in the Pudding @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  @chrisabraham #gtmim

29. 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. @chrisabraham #gtmim

30. Any Questions? @chrisabraham #gtmim

31. Final Words “Hugs not horns” – ChrisAbraham kind, for everyone you is fighting a hard battle” – (or Plato or Ian MacLaren or John Watson) “Be meet Philo ofAlexandria @chrisabraham #gtmim

32. Contact Me Any Time This presentation is already up on SlideShare: http://bit.ly/mimXCPD-732 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 @chrisabraham #gtmim