Due to our lifelong contempt for math, I’ ve been known to struggle with equations – especially complicated ones.
Luckily, understanding the “ Confluence Equation, ” as broken down simply by TopRank Marketing CEO Lee Odden at Content Marketing and advertising World, is quite straightforward. For contemporary marketers, it’ s also unquestionably critical.
Content + Influence = Confluence
Given the setting where Lee’ s session was delivered – a massive conference with thousands within attendance – it goes without saying that there’ s plenty of interest in content marketing and advertising right now.
But you could be surprised to learn that, at least with the lens of Google search trends, desire for influencer marketing has actually exceeded it, and continues to rise quickly:
Confluence, since Lee refers to it here, symbolizes the intersection of these two proper initiatives. It’ s a key frontier for B2B content marketers, as well as the math to support that is simple:
By co-creating content with influencers, you can add credibility, subtract from the quantity of effort required, and multiply your own marketing reach exponentially.
Redefining Influencer Marketing
The framing of influencer advertising as a tactic driven by superstars or YouTube stars is out-of-date, and not especially relevant in the B2B space. This approach is not about affixing your brand’ s name for some popular or trendy individual with regard to basic exposure and positive organizations.
Instead, Lee claims, it is entirely about the ability to influence action.
To comprehensively encapsulate exactly what influence should mean for today’ s B2B marketers, Lee supplied this definition:
Influencer Marketing activates internal plus industry experts with engaged networks in order to co-create content of mutual worth and achieve measurable business objectives.
An changer could be a celebrity, sure. It could become a recognizable executive within your market. Or a knowledgeable and outspoken worker at your company. It could even end up being you.
And these influencers can be very powerful as content conduits. As evidence, Lee cites these types of data points from the 2018 Articles Preferences Report :
- 78% of B2B purchasers place a higher emphasis on trustworthiness of content material source
- 65% possess a higher preference for credible articles from industry influencers
When you think about the gravity associated with B2B purchase decisions, which can frequently involve thousands if not millions of dollars, it’ s easy to see why the increased impact of this content matters – a lot.
Lee provided examples of TopRank Marketing client applications to demonstrate this, including a marketing campaign for IT service management company Cherwell that drove 22% revenue development, and one for content planning system DivvyHQ that surpassed its direct gen goal by 550%.
He also offered the practical framework for a building an environmentally friendly engine of influencer-driven content.
Empathy, Ask, Reward
Incorporating influencers into B2B content marketing might seem like a no-brainer, but how to actually put this type of model into action? First, you should identify relevant influencers for your specialized niche or campaign, which can be accomplished by means of software such as BuzzSumo, Traackr plus Onalytica. Then, Lee says it’ s all about three letters: Electronic. A. R.
Empathy: This pertains to both the influencer and the audience. So what do they want? What do they need? What are their own goals? This can direct your outreach for the next step.
Ask: Engage your own selected influencers and enlist these to contribute. Naturally, you’ ll have to frame the benefit for them to participate.
Reward: Even prominent “ Tier 1” influencers may see intrinsic value within having their expertise exhibited in order to new audiences, or having their own content appear alongside other extremely respected authorities. But if that isn’ t a strong enough incentive, or even if you’ re asking for the heavier lift (e. g., longform content creation or hosting a webinar), Shelter suggests offering compensation to make it really worth their while.
Simply by successfully applying the E. The. R. framework, and working constantly to nurture your influencers – “ I can’ t tension enough the value of an always-on method of maintain relationships, ” says Odden – you can develop a fruitful long lasting strategy with reliable influencers who seem to not only contribute consistently, but endorse and recruit others.
It doesn’ t take a mathematics whiz to see the immense value for the reason that equation.
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