Create Influencer-Driven Content that Attracts Qualified Prospects

How influencer-driven content attracts qualified prospects man on camera image

  When you concentrate on who’s influential in your trade, you doubtless take into consideration skilled influencers first. These are the consultants, public audio system and authors, those who give keynote speeches and have big followings on social media.

These people are completely important as a part of your influencer combine. Their attain, data and professionalism are extremely beneficial. 

However, you want extra than simply these people for genuine and helpful content material. To create the sort of expertise that earns the eye of certified prospects, that you must broaden your definition of what an influencer is — and what influencer content material ought to appear to be. 

Here’s the way to optimize your influencer advertising to create genuine experiences that appeal to your most useful viewers.

#1 — Expand Your Definition of Influence

Who is an influencer? Now that Instagram fashions are utilizing the phrase as a job title, it’s necessary to not neglect the which means of the phrase. Influencer (n.): One who has affect over a bunch of individuals. Someone whose opinion is trusted due to their expertise and confirmed monitor report of success.

Some of probably the most influential folks to your prospects don’t have an enormous social media following or an outsized persona. They’re those who quietly construct a popularity for excellence in your trade. 

For instance, the CEO of Coca-Cola may not have tens of millions of followers. But you possibly can wager that when he speaks, anybody within the beverage enterprise listens. 

The downside is that many influencer identification instruments are targeted on viewers dimension greater than this sort of sensible topical relevance. Tools like Traackr are getting higher with it, however for now it’s possible you’ll must get inventive. See who the executives at your most valued accounts are following on LinkedIn. Ask your buyer contacts who they admire within the trade. See whose panel on the final trade convention had everybody speaking, although it was within the small convention room.

Our survey discovered that entrepreneurs are seeing the worth of together with these people of their influencer combine. When we requested what qualities they search for in an influencer, follower rely was fifth on the checklist. Relevance, trustworthiness and experience all scored greater.

graph showing criteria for influencers

“Some of the most influential people to your prospects don’t have a huge social media following or an outsized personality. They’re the ones who quietly build a reputation for excellence in your industry.” — Joshua Nite @NiteWrites Click To Tweet

#2 — Look for Influence in Your Organization

When you’re on the lookout for material consultants, it’s possible you’ll discover you don’t need to look too removed from the workplace, both. Your executives and workers have sensible expertise that your most valued prospects wish to hear. 

It is perhaps illuminating, for instance, to listen to a keynote speaker discuss how Red Bull constructed their media model. Someone with a present for storytelling might carry that story to life and even mine deeper perception out of it, besides. But somebody who was within the room the place these choices have been made, when Red Bull first constructed their content material empire, might present sensible data that nobody else would know.

Of course, your executives, managers and employees is probably not pure born storytellers. That’s okay! You can interview them, tease out their tales and insights, and polish them up with out sacrificing authenticity. 

In our survey, over half of respondents mentioned they included inner executives of their influencer content material. Nearly half mentioned they included their workers as nicely. This is a transparent alternative to create extra beneficial content material and construct your group’s thought management on the identical time.

Graph showing priorities for influencer marketing

“When you’re looking for subject matter experts, you may find you don’t have to look too far from the office, either. Your executives and employees have practical experience that your most valued prospects want to hear.” — @NiteWrites Click To Tweet

#3 — Find Influential Customers (AND Prospects!)

Would you cross up an opportunity to reward, elevate, promote and in any other case butter up your most useful clients? Of course not. Including your clients in your content material is one other win-win-win: You get extra views in your content material, your buyer will get acknowledged and flattered, and your viewers finds your content material extra beneficial. 

Customer content material doesn’t need to be restricted to case research — in truth, it shouldn’t be. Let your clients be the celebs and discuss their enterprise, the challenges they’ve confronted and the successes they’ve achieved. Showcasing your glad clients because the trade consultants they’re will replicate nicely in your model, even when they’re not making a gross sales pitch.

And lastly, we now have to speak about probably the most jaw-dropping stat from our current report:

Graph showing that only twelve percent of people use prospects as influencers

Only twelve p.c of our respondents mentioned they use prospects of their influencer advertising. If you requested 100 entrepreneurs: “Would you pass up a chance to interact with, build up, flatter, and build a relationship with your most valuable prospects?” How many would flip it down? How many would say, “Well, only if I can get them to give me content that will help attract even more prospects?”

Surely greater than 12 out of 100 would see the worth in case you put it that method. Including prospects in your influencer advertising is such a colossal alternative, triply so as a result of so few people are doing it. Treat your prospects like rock star influencers, promote their thought management, and good issues will occur.

Think about it: How many instances have you ever heard that your viewers must see themselves in your content material? Maybe it’s time to take that recommendation actually.

“Including your customers in your content is another win-win-win: You get more perspectives in your content, your customer gets recognized and flattered, and your audience finds your content more valuable.” — Joshua Nite @NiteWrites Click To Tweet

#4 — Create Valuable & Memorable Content

Now that you will have the proper combine {of professional} influencers, trade consultants, your colleagues, clients and prospects, it’s time to create some nice content material experiences.

There’s nothing flawed with a traditional PDF-based eBook (we put out one this yr!), however you possibly can earn extra consideration with jazzier content material codecs. The easiest can be a long-scroll net web page with just a few animated components, like this one from our client Prophix. It splits the distinction between an eBook and a web site, borrowing the strengths from every.

To degree up your content material, an interactive and animated web site (like this one from client Demandbase) is an effective choice. It affords your reader a extra dynamic expertise that compels them to spend extra time with the asset.

Finally, suppose past textual content and into multimedia. Podcasts are a pure match for influencer content material. If you’re not prepared for that degree of dedication, nonetheless, contemplate a video (both a produced brief video or a livestream). I really like what our shopper LinkedIn is doing with their LinkedIn Collective Live! Series. The first episode is all about Cannes Lions, and features a Grand Prix winner and one of the jurors

Industry Insiders carry Influence

As you intend your subsequent influencer advertising marketing campaign, it’s time to redefine affect. Your most useful prospects wish to trade leaders, practitioners and friends for recommendation. Your group can ship all the above with the correct mix of influencers.

Check out our full 2022 B2B Influencer Marketing Report to be taught extra.