Snapbac + Santia Deck = Influencer Gold.

Screen Shot 2019-07-10 at 3.55.03 PM

As we’ve stated many times before, at Sircle Media, we love to forge partnerships with thoughtful, authentic influencers. Recently one of our clients, Snapbac, (a line of compression-based sportswear that helps you warm up, work out and recover, all in one garment with revolutionary heat and ice therapy pods) partnered up with the incredible Santia Deck, an Olympic USA rugby hopeful and USA flag football athlete. Not only does Santia have a following of 328,000+, but many of them are real athletes who love to engage with her posts. Meaning she has width and depth.

The partnership consisted of some Instagram feed posts and Instagram Stories each month over many months. On Santia’s feed, she went above and beyond the terms of the contract, because she really found value in the product. This is such an important, though often overlooked ingredient to true collaboration with people of influence. Many get paid to promote products they don’t even use, to be honest, and that is just not the real deal. Santia sported their gear organically during her sprinting exercises and rugby workouts because they help her perform at her best, which is the intent of the product in the first place. These posts resonated well with her audience and she was the “featured actress” and Snapbac was just the supporting cast.

She also did a Story takeover and she discussed the benefits of the heat and ice therapy pods as well as why she loves the compression on both the top and bottom part of the body. Before the takeover, she announced that she would be doing so on her own Instagram Story. During the takeover, Santia did not post on her own feed, so it felt like she was genuinely taking over the Snapbac account for the day.

Her takeover offered real content from a fitness maven, explaining exactly how to use our product (=content Gold) and it also provided 2-3X the amount of impression consumption on each Story (in comparison to 200-300 which is the norm). We also had a spike of 100 followers that day along with DMs about our product and pricing (=buying questions!).

Santia Deck has been such an incredible influencer to work with. She is awesome, a real inspiration in fitness and a great partner. Not only did she wear Snapbac’s apparel in posts directed towards the brand, but she also wore the apparel in posts where she was advertising for other brands (=added value).

Working together with influencers that resonate with your brand and understand how to represent the product is what makes the right partnerships so successful. This is why Sircle believes in the power of a fully integrated partnership with real influencers who wield actual influence AND know how to play the game and really collaborate with their brand partners. Just another reason, why @trackbaby001 is a star!

Add a comment

Tags: , , ,

Influencers: Pay them, deploy them and let them do what they do…

Screen Shot 2019-04-29 at 9.59.11 AM

I recorded a podcast episode on the Inner Sircle about working with influencers in today’s market. So many brands are missing this golden era and excellent time of opportunity by not engaging with influencers or by doing it all wrong.

First off, you should not be on the sidelines, plain and simple. Influencers represent targeted community infiltration at scale and that should be part of your mix. Find solid power users, who fit your target demo, analyze their posts, tone, energy, and community and then reach out and negotiate. Remember these are humans and often don’t know how to price themselves correctly. Most swing for the fences and unfortunately, often get their ask from PR Firms or brands that don’t counter well. As a result, they get the wrong sense of the true market. That being said, there is always room for compromise and conversation if you get in the sandbox and play the game. We find the best dollar value comes from multiple posts over many months, rather than “one and done” relationships. This happens because the human behind the Instagram profile values guaranteed recurring revenue for security.

Don’t just look at follower count, which is often BS or has a lot of fluff, that is not your target demo. We argue that you don’t even look at the quantity of engagement as this can also can be BS or just a lot of likes, that equate to nothing. Instead, find someone with fewer followers and less engagement, but who engages back with every single follower. This is someone who is creating a real bond with those users and therefore wields more influence over them. Bottomline – beware those who post but don’t engage and/or who only post staged, one-off product photos. Conversely, over-value those who really carry out on the dialogue and who integrate more with the products in their feed and Stories, like @calliegullickson did for OWYN above.

Once you do get in the game, source the right influencers and negotiate well, but don’t mess it up by trying to be too controlling over the message. Hire them for their storytelling and then let them do just that. The best example of the right way, was when Nike hired Casey Neistat to make a commercial for the #MakeitCount campaign. Rather than a big budget commercial, he and his friend Max just hit the road and went on an epic journey together to actually live the message rather than show it in a contrived way. The result was over 29million YouTube views and a campaign that went down in history as one of the best influencer engagements of all time. It doesn’t hurt that Casey is an all-time great storyteller and content legend, but worth noting this was way back in 2012 when he was not as expensive and was much less well known than he is now.  Go out and find your Casey Neistat people!

 

Add a comment

Tags: , , ,

Influencer Marketing: Look for transformational relationships over transactional ones!

Screen Shot 2019-03-11 at 9.25.03 AM

When working with influencers, seek out true partnerships over “one and done” post relationships. Of course, a singular post with your product in hand can earn tons of impressions and potentially a bunch of likes and engagements too. However, if you want to really move the needle, you should look to integrate into their life and routine.

If an influencer really has a captive audience that actually pays attention to their recommendations and guidance, as is the case with @sweatsandthecity, then you should look to create a transformational relationship vs. a transactional one. Here she talks about a 9-month journey, to try and get her gut health back in line after a battle with diverticulitis. She credits meditation, cutting out foods found to be an issue in an Alcat Test, Acupuncture AND our client Terra Origin’s Healthy Gut product, as the steps to getting there. What an amazing endorsement!

If you have a great product and believe in it, look for partners who can convey that message for you. It can be the benefit, the clean label and/or the taste that stands out. Have them help you package that story and speak to something they have personally used or consumed and actually appreciate. Then let them do the storytelling in their own way and look at the depth (engagements, actual words in the comments and chances for a dialogue) even more so than the width (impressions and follower count). That is much more likely to INFLUENCE consideration and trial from their audience, which is the whole point of it all, isn’t it?

Add a comment

Tags: , ,

POV: 2019 State of Influencer Marketing Report

safe_image

The team at Relatable recently put out a report on the state of influencer marketing for 2019. They partnered up with 350 brands and agencies to source comprehensive data and insights to help hone in on the current situation.

This study showed that influencer marketing is not about earned media and shipping out free products anymore, it is now about working with the right and relevant influential individual that can help companies reach their target audience. Although, 95% of respondents believe that influencer marketing is an effective form of marketing, 24% of them have zero experience with influencer marketing in their company and 8 out of 10 brands will have a dedicated influencer marketing budget in 2019.

Marketing teams are tending to launch monthly and quarterly campaigns, combined with an always-on program, while about 1 in 4 are limiting their executions to when they’re launching new products. 82% of respondents stated that their company is currently advertising on Facebook and 7 out of 10 marketers agree that their Facebook Ads are getting increasingly more expensive and harder to optimize. 76% of marketing teams are operating their influencer marketing manually, without any tools, and although there is no lack of platforms, tools, and technologies available for those who are looking to take their influencer marketing to the next level, many are still not leveraging them.

Half of the marketing teams think finding influencers to participate is a very big challenge. They also fear a lack of control on message and need to make sure that the influencer’s creation(s) will resonate with their audience and will authentically connect with new and existing consumers. On top of this, 75% of marketing teams are concerned about fraud and bots that mess with results.

Awareness and consideration were the most common marketing objectives when running an influencer marketing campaign with only 50% being sales.  Fewer and fewer brands are using follower growth as a KPI, which is good to see.  There is a clear opportunity to combine influencer marketing efforts and content marketing budgets to increase return on advertising dollars.

With 80% of brands allocating a budget to influencer marketing and nearly 1 out of 4 lacking the necessary experience to manage these campaigns, there is a real need for education and support. Influencers should not be in a silo and most likely not run by your PR firm. Your social media manager should project manage the relationships and either grind it out manually or, if the budget permits, they should leverage tools or 3rd party agencies to help do some of the heavy lifting.

Add a comment

Tags: , ,

Influencer Spotlight: @Headstandsandheels

Screen Shot 2018-12-10 at 6.55.49 AM

At Sircle Media, a big part of what we do for brands is managing relationships and strategic partnerships with influencers. These days, a lot of people are faking it in the influencer space, so it is really important to analyze and understand what makes one great.

We recently partnered with an amazing young woman, who goes by @headstandsandheels on Instagram. First off, I like the handle selection, as it doesnt pigeonhole her as much as others because she can toe the like between health and fashion. She is not a macro influencer with 100K+ followers, but she provides so much more depth than many of those profiles. To me, it is about strategically finding underpriced attention, rather than reaching for overpriced partners that often lack the punch their numbers imply.

We prefer to look for brand ambassador type engagements over one and done relationships that are all too common these days on social. We contacted Melanie and together came up with a multi-dimensional partnership to be run over the next few months for our client, Terra Origin. It involves many posts, online content, offline events and a really comprehensive collaboration that allows her to really get to know and experience the brand and products and provide her take on how they make her feel or perform in general. In order to really wield influence and opine on their value, she had to immerse herself in them. This way she can provide honest and truthful information (the whole point of “influence”) and our client (who of course, believes deeply in their products) gets to show off their wares to someone who is a bullseye target.

Plenty of influencers strike these types of partnerships every day, so this alone is not a differentiator.  What makes her special is that she is a wonderful soul and a pleasure to work with. So many influencers lack business acumen and are hard to deal with. Others don’t actually have influence and are selling follower count over everything else and not willing to put in the work. Melanie acted like a business person and really sat down and negotiated with us to help get us to terms (financial/logistical/creative) that work for both parties.

I also want to point out how she engages with her community. Many influencers post content that is beautiful (and even accomplishes the reach desired from the relationship) but I find that so many don’t engage in their comments on those photos. They treat the relationship like PR (one-way presentation) and don’t get into the weeds and conversation with their followers. To me, an influencer who does not do that religiously is leaving opportunity on the table and extremely vulnerable to losing their influence as platforms evolve. She is in there, having a conversation and providing depth in addition to her width. This makes her a great partner.

Bonus: In the image here, she is wearing Sweaty Betty which is a brand Terra Origin would love to be associated with. I know some marketing folks who would be annoyed that they were underwriting the relationship and another brand was stealing some of the thunder.  I personally love the association upside it brings with it. I look at it as her being authentic and living her life and she is bringing value to that other brand too in the process. To me, it means she either worked with them before and as a truthful influencer, continues to bring value to a brand she had a relationship with because she genuinely likes the product. OR it is a brand she just loves (and has such a solid brand profile, that you could argue it actually raises her street cred) and that brand should pay attention and come work with her. Regardless of the spirit, I love and applaud the hustle and tactic.

Big fan Melanie, big fan!

 

Add a comment

Tags: , ,

On social media and the right POV for brands…

social-media-trends-2014

When I started Sircle Media in January of 2012, the social media conversation was an uphill battle for sure.  I would meet with owners, and/or Marketing Directors and would have to hard sell (READ: convince) them on why this was an important frontier for their business.  75% of the initial conversation was about proving their initial preconceptions about social media wrong. It was exhausting but so necessary.

These days companies are more “hip to the game,” meaning they are committed to being active in social, but that being said, I think that many brands are still half pregnant on the topic and are not fully committed.  They don’t know if they should treat it like marketing, customer service or sales and they are often too singular in their focus. They are just not committing where they need to – let me explain:

1- They spend too much time overthinking content - Yes you need to be on brand, you need to be consistent and you should think about what you want to say and how you want to say it. That being said, many brands spend too much time overthinking their content in my opinion. We have talked about documenting over creating before (thanks, @GaryVee) and we suggest doing more and learning, as opposed to carefully crafting every single word and image. It is not branding, PR or even direct response where you want to say as much as you can, in as few words as possible to elicit the desired response. Those are controlled mediums, whereas social media is uncontrolled.

RECOMMENDATION: Be more flexible and fluid with your content and copy and see what happens.

2- They are thinking of social media as “a silo” - Sometimes I speak with some clients who think social media is just about branding and doesn’t create sales (WRONG) and then I speak with others, who think it is only a digital and e-commerce play and doesn’t help offline business (WRONG AGAIN).  It really is a horizontal layer that touches all parts of your business and stretches across different departments and initiatives.

RECOMMENDATION: Think about your different departmental needs and goals and then think about how social media might be able to help in each. Solve for the positive, rather than for the negative and unlock ways that social can be more useful. 

3- They are not investing in paid social - Many brands are active on social but are not leveraging the Facebook and Instagram paid social ecosystem. Some feel social should be organic only (myopic POV) and some are using paid, but strictly for e-commerce acquisition. These are the most powerful advertising vehicles on the market and provide more real actionable and supportive data than any predecessors.

RECOMMENDATION: Invest more in paid social, learn the platforms and products and leverage them to grow your business. Whether you want more exposure/reach, more engagement and/or more traffic and sales on your website (or in your store), paid social is your number one vehicle for this. It is highly effective, underpriced and extremely targeted. Start budgeting and implementing paid social ASAP!

4- They are not focusing on video - I have talked about the importance of video before and while the majority of brands I speak with these days totally seem to follow and want video, most are not backing that up with action. Video helps with storytelling in a more effective AND efficient way and will shorten the learning curve for consumers.  You can hack better reach, engagement and action on your social content, as well as your website, email and other advertising efforts with video.

RECOMMENDATION: Commit to video and start creating a lot of it. I’m talking about motion graphics, live action AND even going live on Facebook and Instagram, which will provide more depth and insight into your business. 

5- They are not paying influencers - Most of my clients are working with influencers in some capacity, which shows they fully understand that those influencers bring with them an audience that is worth reaching. So if this is the case, why be totally closed to the concept of paying them for that service? If you aren’t open minded to at least exploring paid partnerships, then you are going to leave a lot of opportunity and money on the table.

RECOMMENDATION: Allocate some budget to paid influencer engagements and then court, review and select partners who offer real value for their price point. Pay close attention to the types of engagements they offer, how they have performed in the past and what type of engagement they get from their community. Negotiate best case pricing and explore the most creative ways to work with each individual influencer. 

It is my opinion that if you are going to be active with social media, then you should be all in.  You have to have the right POV on content and benefits and then be deploying the best tools to help you succeed. The mentality is the swing and paid social, video and influencers are the nasty topspin follow thru…Your serve!

 

 

Add a comment

Tags: , ,

On influencers and KPI’s…

Screen Shot 2017-07-17 at 6.44.37 AM

We have written several pieces on the power of influencer marketing and the need to have it as part of your marketing mix, if you are looking to sell a product to consumers these days.  Our position on the topic has only strengthened over time, and we once again encourage all readers to really consider the potential and to get into the game.

Don’t get caught up in semantics, and most certainly don’t be stubborn about being anti-pay to play engagements with micro influencers. Some brands we speak with feel they are a vanity play and don’t drive real results.  We would argue the exact opposite, as the data points to these types of engagements being real KPI winners.  You have to be smart about who you engage with, what the goal is and the metrics for success should be outlined up front of course. This is true for any marketing tactic though.

Screen Shot 2017-07-17 at 7.07.22 AM

As other digital advertising becomes more competitive and intrusive it is very important to find new ways to penetrate and create awareness for your products or services.  Influencers (especially the good ones) provide an entree to captive audiences who trust their marketing messages and endorsements.  You must seek out the right partners and capitalize on these opportunities.

TapInfluence put out this compelling report, that highlights some telling statistics and is worth a download. Here are some that they collected and posted on their website:

Influencer marketing content delivers 11X higher ROI than traditional forms of digital marketing. (TapInfluence study with Nielsen Catalina Solutions, 2016)
Twitter users report a 5.2X increase in purchase intent when exposed to promotional content from influencers. (Twitter and Annalect, 2016)
74% of people turn to social networks for guidance on purchase decisions. (Ogilvy Cannes, 2014)
40% of people say they’ve purchased an item online after seeing it used by an influencer on Instagram, Twitter, Vine, or YouTube (Twitter and Annalect, 2016)
49% of people say they rely on recommendations from influencers when making purchase decisions. (Twitter and Annalect, 2016)
73% of Millennials see it as their responsibility to guide friends, peers, and family toward smart purchase decisions. (Fleishman-Hillard PR & Hearst Magazine)
71% of marketers believe that ongoing ambassadorships are the most effective form of influencer marketing. (TapInfluence & Altimeter, June 2016,)

These stats jump off the page and should make it pretty clear that this is a frontier that needs to be in the mix. Influencer collaborations drive real business results and cannot be ignored. In the end of the day they are just people with a POV and a captive audience that seems to care about what they have to say, and takes direction when they give advice. Perhaps I just influenced you to get started?  Case in point…

 

Add a comment

Tags: , ,

Win of The Week: Leveraging influencers via smart “pay to play” tactics…

Sircle-Influencer Pay To Play

Influencer marketing represents an excellent opportunity to get a brand in front of new eyeballs and to leverage underpriced attention. It is important to have an open mind to the potential that these collaborations can bring and to think about it more strategically than just “paying someone to post something.”

In January we advised one of our clients to rethink their influencer engagement strategy altogether.  In 2016, they deployed a hardline approach when it came to “pay to play” engagements. They would not do them and would only gift products where they had much less control AND limited their potential target list, by immediately canceling out anyone who asked for a fee.

This year they were hellbent on driving more traffic and wanted us to “get more creative” with ideas to help do so. They suggested buying email lists, affiliate deals (where they would pay commissions for converted traffic sent from other domains) and even programmatic marketing, that is very expensive and unproven for their model. It was time to change their POV once and for all.

Rather than denying all paid scenarios from the jump, we recommended they take a different posture. Dropping the term “influencer” from the conversation, we said “if we told you that Jane Doe had taken time to harvest a community of followers, one that actually listens to and cares about what she has to say, and that they are mostly your exact target demo, would you consider paying her for an opportunity to speak with them for a few minutes?” Of course they would, and this is no different.

They begrudgingly agreed to give us $500 to test out our theory “and prove that this wasn’t a complete waste of time.” We went to a couple of influencers who we knew had a highly engaged audience, understood the need to “give value” to their partners (especially an Agency like Sircle Media, who can bring them multiple brands and not just one) and who would work with us from a marketing angle. We also negotiated the price down to $400 ($200 each) and kept the $100 spread to help us boost some of the great content on Facebook down the line.

16388317_10158430947205643_2014228211469756202_n

We asked that they both post on January 23rd and had them do it on Instagram with a #linkinbio CTA that encourages users to take action and click that link. As a result, revenue on 1/23/17 was $1837.55 on a $400 all in spend (4.5X1 ROAS).  In addition to that, it doubled their referred traffic (one of their main goals coming into the new year) and delivered new ammunition for our retargeting efforts, which have already proven to be our best revenue driving audience on Facebook. We then took that $100 (in negotiated savings) and applied it to those efforts to drive new revenue further down stream.

It is important to not draw a line in the sand when it comes to engaging influencers. Sure, some have more value than others and of course there are some who wont deliver the goods. This is true with any type of marketing of course and cannot be your reason for not participating. I always say “you cant stop dating just because you had a bad relationship in the past and/or just fear the outcome if it does go south. You need to continue to date, to find the right one for you.”

Influencers represent an excellent value play and need to be in your social media strategy conversation if you have a consumer product. Added bonus is that if they take great photos, they also contribute positively to the look and feel of your outgoing content strategy. Bottom line, it just pays to play!

 

 

Add a comment

Tags: , ,

Content, Engagement + Growth = Social Media Success

ModernOats-Hoodoffair

At Sircle Media we believe that social media efforts need to be equally distributed between content, engagement and growth tactics. It is our religion and we work diligently on this approach for our clients on a daily basis.

The collage above is an excellent example of how the three all work together and result in a smart and well rounded social strategy. On a recent call regarding content direction with our client Modern Oats, they really wanted us to focus on helping better craft their content message, as a product for the explorer/traveler/adventurer set.

We decided we would do a deep dive on Instagram to look for some content inspiration and source some influencers who we felt embodied this lifestyle and who had a sizable following from that demo.  We followed a couple of users who we felt had the right vibe and engaged with some of their content to get on their radar.  As a result of this engagement tactic, we found @_hoodoffair_ and reached out to him to start up a dialogue.

We asked if he would like to try our product and he said that he would love for us to send him some. This was done with no promise of anything other than him sampling it and providing feedback. For a photographer on the go, especially one shooting content outdoors, this product makes a lot of sense. We sent some out for him to try (and he loved it) and as a result we landed not just one, but three (one, two, three) free content posts on his account.

In the end, a content strategy call, led us to first deploy some down and dirty engagement tactics. The posts earned 8987 LIKE’s, thousands of impressions and 150+ new followers, all nice growth metrics. To take it full sircle, we also landed three beautiful images that we could then repurpose into our feed, rounding out our content efforts.

We call it: The Sircle of (social media) Life. ;)

Add a comment

Tags: , ,

Win Of The Week: Accelerated Content Reach

Almond-Joy-Mug-Cake-2picB-01-1024x758

Fresh off the heels of our last post about Influencer Marketing, we had a nice little win for one of our clients that we wanted to share.

We reached out to the blogger, The Fit Mitten Kitchen as part of our influencer outreach program for one of our CPG clients. She was very interested, but upon review that client didn’t feel she has enough of an Instagram following and passed. Our team got together and decided she would be a great fit for our client Modern Oats instead and we set it up.

We sent some product to the influencer and she posted it on her blog as part of a delicious looking recipe, pictured above. She also pushed it out on Instagram and it earned 250 Likes and 35 comments, which is nice value for the price we paid.  The fun doesn’t stop there though.

Screen Shot 2016-04-11 at 1.45.14 PMHuffingPost Taste then went ahead and regrammed the picture to their 100,000+ followers and it earned an additional 1474 Likes and 31 comments. Some of those followers went ahead and followed our client’s account immediately afterwards too, so add that as value on top. This accelerated reach and engagement were not the intent, but is an ancillary benefit of being in the game.

We also have some great looking content that we can now share in our feed and have developed a relationship with the influencer (on her way up) that we can/will leverage as we move along. #Winning

Add a comment

Tags: , , , ,