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6 Old-School Techniques To Integrate Into Your Influencer Marketing

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6 Old-School Techniques To Integrate Into Your Influencer Marketing

While you can use many software tools to help manage and scale influencer marketing programs, don’t forget to look back.

Old-school methods – alongside the tools – can mitigate the common pitfalls of influencer marketing. I asked six experts in the influencer arena for their best technique, and they went retro with their recommendations.

Let’s explore:

1. Influence through influencers

John Andrews, president, The Katadhin Company, says:

When we were starting Collective Bias (a shopper-focused influence marketing firm), we had a general rule: Someone on our team had to personally know the influencers we worked. This got harder as we grew, but we typically hired our influencers to manage our programs and influencer relationships. We called this approach influence by influencers.

Hire #influencers to manage your programs and influencer relationships, says @Katadhin via @SarahLParkerUK @CMIContent. Click To Tweet

The best part was we had a real understanding of the influencer process and virtually instant feedback when our business approach or messaging wasn’t connecting with their goals. We also implemented a hand-raising model where influencers chose the programs that were right for them. They knew their audiences better than any data set ever could. The analytics then built themselves as we measured the impact from campaign to campaign and captured the audience metrics along the way. Over time, we built a great understanding of what groups of influencers were the best for any given campaign.

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2. Ask employees for their picks

Justin Levy, director of social and influencer marketing, Demandbase, says:

One of the best resources for influencer marketing is asking your employees who they find value from. When identifying someone as an influencer is often based on similar criteria, such as the number of followers, topic, location, etc., learning from your employees is even more important.

One of the best resources for #InfluencerMarketing is asking your employees who they find value from, says @justinlevy via @SarahLParkerUK @CMIContent. Click To Tweet

We are working on a campaign focused on the sales persona (sales leaders, account executives, sales development reps, sales ops, and rev ops). Beyond influencers with whom we already have relationships and newly researched influencers, I’m meeting with members of our sales team to find out who they follow and what communities they find valuable. It’s also important to focus on online communities where niche conversations are happening and who is leading these conversations.

3. Focus on the audiences

Rand Fishkin, founder, SparkToro, says:

Oddly enough, I actually don’t love the ‘influencer marketing’ model nor most influencer tools for two reasons:

  • Traditional influencers are rarely followed for their product endorsements and rarely trusted for them either. If you’re a giant consumer brand seeking raw impressions, influencers can work fine, but if your goal is more targeted, it’s usually a mismatch.
  • Almost every influencer marketing tool ranks results based on follower counts and the influencer’s self-described area of focus. But that’s not what brands should care about.

Instead, you should focus on whether the audience of a given person or publication is relevant to your message. Are these followers really the people you want to reach? And do they trust this source to give them information about this topic? This is why I’d rather be featured in a small email newsletter that reaches my target audience than go viral on TikTok or Instagram from a highly followed but irrelevant account.

Focus on whether the audience of a given #influencer or publication is relevant to your message, says @randfish via @SarahLParkerUK @CMIContent. Click To Tweet

4. Communicate

Johanna Voss, founder, Johannavoss.com, says:

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The best influencer marketing tool for driving great outcomes is communication, luckily, it’s something we all have available to us. When an influencer is partnering with a brand/agency for a campaign, understanding the campaign’s goals is incredibly helpful so that the influencer can best figure out on their end what set of deliverables would achieve that goal.

The best #InfluencerMarketing tool for driving great outcomes is communication between the influencer and the brand, says @JohannaVoss via @SarahLParkerUK @CMIContent. Click To Tweet

Perhaps the campaign goals are app downloads or new user signups. For an influencer who does more education and brand awareness than conversions, it’s in their best interest to pass on the project versus committing and failing to meet expectations, leaving a bad taste in everyone’s mouth.

Conversely, if an influencer is great at converting and they know their winning combo of making that happen is through storytelling via Instagram stories and links to click, they can put together a scope of work to do just that.

From the first moment of connection between an agency/brand and an influencer/manager, asking questions from the talent side to get the full perspective of the project gets everyone on the same page from the get-go. Questions about timing, exclusivity, expectations, goals, and creative vision from the brand side and open-ended questions such as ‘Is there anything else I should know about this project?’ will be insightful and helpful to achieving the goals and knocking the campaign out of the park.

5. Be authentic

Hilary Thompson, off-page SEO and digital PR team lead, Portent, says:

Relying on one tool to attain success in influencer marketing is not ideal. The key to success is building relationships, and that can easily be done without complicated or expensive tools.

Email and Zoom have been our favorite platforms for building relationships and establishing trust. Nothing beats a face-to-face conversation, even a remote one.

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The key to #InfluencerMarketing success is building relationships. You don’t need expensive tools, says Hilary Thompson of @portent via @SarahLParkerUK @CMIContent. Click To Tweet

Authenticity is the key to successful influencer partnerships, and when an influencer can meet you, exchange ideas, talk about the product or brand, and receive feedback directly about their integrations, there is a connection, a level of trust and authenticity, and engagement in each ad that is irreplaceable.

6. Do podcasts

Trevor Oldham, founder, Podcasting You, says:

The best influencer marketing tool for driving robust outcomes from collaboration comes from podcasting. This can be either hosting a podcast with guests or guesting on other people’s podcasts. Where else can you spend 30 minutes with someone where the only task at hand is to have a conversation?

The best #InfluencerMarketing tool for driving robust outcomes from collaboration comes from podcasting, says Trevor Oldham of Podcasting You via @SarahLParkerUK @CMIContent. Click To Tweet

From these conversations are built collaborations beyond your wildest dreams. If you do not have your own podcast or not guesting on other people’s podcasts, you are missing a gold mine of collaboration.

Make sure to integrate your old-school influencer tools

True influence doesn’t start with tools. It begins and ends with a network of influencers who drive valuable conversations within your chosen audience.

Some tech tools are necessary for scaling your influencer marketing strategy, especially around process, data, and content analysis. But never forget to integrate old-school “tools” into your influencer strategy. The goal of influencer marketing is always to get a return on the relationship.

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Cover image by Joseph Kalinowski/Content Marketing Institute

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How We Increased a Client’s Leads by 384% in Six Months by Focusing on One Topic Cluster [Case Study]

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How We Increased a Client’s Leads by 384% in Six Months by Focusing on One Topic Cluster [Case Study]

The author’s views are entirely his or her own (excluding the unlikely event of hypnosis) and may not always reflect the views of Moz.

Content marketing is an essential part of any SEO strategy. Without it, how are you going to attract customers looking for answers to their questions, and who are potentially in the market for your products or services?

At Tao Digital Marketing, we’ve recently generated some great results for one of our clients operating in the business financial space, The Insolvency Experts, mainly by focusing on just one “cluster topic” that was a huge money maker for them.

When looking at six month comparison stats (August 2021-January 2022 to February-July 2022), we’ve achieved the following:

  • Leads: 95 to 460 (384%)

  • Clicks: 4,503 to 23,013 (411%)

  • Impressions: 856,683 to 2,033,355 (137%)

  • Average position: 33.4 to 23.6 (increased almost 10 spots)

This was mostly achieved by absolutely hammering one topic area: company liquidation. In this case study, we’re going to explain how we did this step by step, so that hopefully you can generate similar results for your own business!

Objectives

If you really break it down, the objective of all SEO consultancy work is essentially the same: increase the number of leads for a business. This was our ultimate goal.

It’s not just as simple as that, though. We all know you can’t get to number one on Google overnight. So, like other SEO geeks out there, we tracked our successes through additional factors such as clicks, impressions, and average position, to show our efforts were worthwhile.

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In January this year (2022) our goals for the next six months were as follows:

  • Leads: Just over double from 95 to 200 (110%)

  • Clicks: 4,503 to 13,500 (around 200%)

  • Impressions: 856,683 to 1,700,000 (around 100%)

  • Average position: 33.4 to 25 (around eight spots)

Insolvency Experts’ audience is primarily directors of UK businesses that are going insolvent, closely followed by business owners looking for financial advice. The majority of Insolvency Expert’s cash flow comes from formal insolvency processes, such as liquidation, administration, and CVAs (Company Voluntary Agreements), so it was really important for us to push these areas.

Our strategy

1. Research “company liquidation” search volume and related queries

We first picked this client up in November 2020. Initially, our focus was on the basics: updating all the top level pages (such as service pages and guides) to make sure they fit the intention of the user and clearly explained the services that Insolvency Experts offer.

Researching what works well at present

One of the pages that our content team updated was their company liquidation guide. After updating, the page started to perform very well in the SERP, and ranked at position #4 for “company liquidation”. Clearly, this sort of content was working, and we wanted to hit it even more.

After pulling some research together, one of our strategists proposed the idea of a “Company Liquidation Content Hub”, as the company liquidation guide was ranking for a lot of long tail questions:

Screenshot showing ‘what’ queries in Google Search Console, such as ‘what is voluntary liquidation’ and ‘what happens to a director of a company in liquidation’

After cross referencing with the monthly search volume for these questions, she added some of these as H3s within the guide to see how they would perform. They resulted in so much more traffic that she decided they warranted their own individual guides, hence the idea for the hub. This would mean we weren’t putting all of our eggs into one basket, and that we could also internally link all of them together for users wanting to read more.

Users that are further down the marketing funnel don’t want to scroll down a huge guide to find the answer to their specific question, and we were certain that this would positively affect bounce rate. We therefore made sure that nine times out of 10, the H1 contained the question that was being answered.

Infographic explaining the sales funnel, starting with reach followed by act, convert and finally, engage

In order to further target those at the bottom of the marketing funnel who want to speak to someone quickly, we placed regular “Contact Us” CTAs throughout the content so that they don’t have to scroll right to the bottom of the page to get in touch with Insolvency Experts.

An example of a piece of content with a ‘Get Free Liquidation Advice’ CTA in the middle

Undertaking a competitor analysis

We also conducted a competitor analysis on this topic, focusing on three key players in the industry that were all ranking well for the phrase “company liquidation”. We found that the key competitors had the following:

Competitor A – 38 indexed articles on liquidation

Competitor B – 23 indexed articles on liquidation

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Competitor C – 47 indexed articles on liquidation

Insolvency Experts only had six indexed articles on liquidation at the time, so it was clear we needed to be on their level – this was an obvious content gap.

Pitching the content hub to the client

We suggested this idea to the client alongside a forecasting spreadsheet created by our founder, in order to justify the resource that was needed to push the client as high as possible in the rankings for company liquidation.

This spreadsheet broke down a huge list of keywords alongside monthly search volume, average click through rate for positions 1-10 on the SERP, domain authority of competitors who are currently ranking for these keywords, and average conversion rate on the site at the moment.

Table demonstrating projected revenue for Insolvency Experts depending on where they ranked on the SERP

This unique formula would then allow us to explain to the client that for X amount of work, we predict we can get you to position X in X timeframe, and this would result in approximately X annual revenue. After pitching this to the client alongside infographics and current performance statistics, they told us they loved our ideas and agreed to let us go ahead.

2. Plan the content after client approval

After the client gave us the go-ahead, the next step was to plan all of this work based on search volume, and therefore priority order.

It’s easy to get lost in all the data within SEO, so it was incredibly important for us to have a solid plan and timeline for these changes. Topics were going to range from How to Liquidate a Company with No Money through to Administration vs Liquidation.

How we communicate planned works to our clients

In order to orchestrate clear communication between ourselves and our clients, we create a Traffic Light Report, which is a live Google Sheets document detailing all work to be undertaken for the current and next quarter. This is split into sections for technical SEO, content, and digital PR/link building (the three pillars of SEO).

This includes justification for each change we make, as well as a link to any live changes or documents. It also details when this will be done and if the action is with us or the client. The tasks are coloured in green for live changes, yellow for action needed, orange for in progress, red for anything on hold and clear for not started.

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Here’s an example of what the content section of Insolvency Expert’s traffic light report looks like for their current quarter (July-September 2022):

Screenshot detailing content to be undertaken between July-September 2022, and justifications for each action

Scheduling the tasks

We then scheduled these topics for our various content writers to work on using our project management software, ClickUp. Within each task we placed a link to a skeleton document consisting of H1s, H2s, and H3s, as well as a title, meta description and keywords to include.

3. Write the content while implementing technical SEO

By this time it was around April 2022, and it was time for us to fully attack the content portion of our task list. Since then, we’ve written 18 pieces of content around company liquidation, and still have quite a few left to go before we consider this area of focus complete.

As part of our uploads, our technical SEO adds FAQ schema, which has helped Insolvency Experts showing up for several featured snippets (more details in results section).

Analyzing as we go along

Once we covered the big topics in the first couple of months of writing, we started to use Low Fruits to find smaller queries which are estimated at around 10 or fewer monthly searches. We’ve had a lot of success targeting lower search volume phrases, as these users seem to be more focused and lower down the sales funnel, so are more likely to be better engaged and convert better. A lot of the time they are pleased that you have answered their very niche question!

The below is a screenshot from a keyword analysis. We trawled through hundreds of keywords to pull out the ones relevant to the client.

A screenshot of queries from LowFruits.io featuring questions such as ‘can you still trade while in liquidation?’ and ‘can you trade out of insolvency?’

We then used Low Fruit’s Keyword Extraction and SERP Analysis tool to give us further details on a select few key terms.

These terms are shown as having a search volume of either 10, less than 10 or 0. Of course, we know that this is still hugely important to cover, and targeting these will bring in a very niche reader who is much more likely to convert due to the nature of the long-tail queries.

Finalizing the hub

Our plan is to finalize the hub this fall, and ensure that everything is internally linked. There will also be a menu change to make the addition of the hub very clear. See screenshots below for the current hub vs. how it will be presented once all content is ready (screenshot taken from their staging site in Kinsta, our hosting platform where we make design changes so that the client can approve them before they go live).

Current ‘hub’ in the menu:

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Screenshot of the current ‘liquidation’ drop down menu, featuring four pieces of content

How the hub will look once all content is complete:

Screenshot sharing newer version of liquidation hub menu from Kinsta staging site

As part of our content process within ClickUp, we have a recurring task to check a new URL in Google Search Console two weeks after upload. This allows us to see if we have the “Google Spike of Acceptance”, which is a sharp incline of impressions/traffic indicating that the content will do well, before it falls then slowly rises again.

A screenshot showing the ‘Google Spike of Acceptance’ in Google Search Console - a sharp spike of clicks and impressions after upload

If we don’t see this spike, we carry out multiple checks, including: Is it an orphan page? Are there any technical errors? Is it indexed? If it is not indexed, we push the URL through Index Me Now.

If the issue is just that the piece isn’t getting picked up, we will take another look at the content to see if there is something else we can do to improve it, e.g. tweak the H1 or expand the content.

4. Build links to the relevant pages and homepage

Once we’d uploaded the content, it was time to build links to the priority pages and homepage in order to build the domain authority.

We wanted to really hone in on generating links for our company liquidation page. The page has 36 backlinks, many of which were built through link building efforts. This was largely done by working with business site publications and creating natural anchor text that would help with certain keyword rankings.

Example of a guest blog titled ‘The Advantages of Business Liquidation’

As well as building links specifically to the company liquidation page, we also built links to the main URL in order to boost overall domain authority. This was done through answering queries through platforms such as HARO and Response Source, as well as working with the client to create relevant, time-specific thought leadership pieces. Here’s an example of a HARO request we responded to, the topic being “Recession-proofing tips for small businesses”:

Although the site’s domain authority tends to fluctuate between 30-33 depending on links lost and general algorithm updates, the links to specific pages have still resulted in an increase in rankings, detailed further below.

Results compared to objectives

Although we knew that our strategy was going to work well based on our experience with our other clients, we were very pleasantly surprised by the huge positive effect our work has made, which enabled us to smash the targets we set!

Leads

Goal: Increase from 95 to 200 (110%)

Result: Increased from 95 to 460 (384%)

As a result of creating incredibly useful, lengthy content and placing regular CTAs throughout the content, we managed to almost quadruple the amount of leads coming through to the client in the space of just six months.

In the six months before our liquidation project began, our Leads Dashboard within WhatConverts shows that Insolvency Experts had five liquidation leads via phone call and 10 leads via their contact form on a liquidation-focused page.

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In the six-month period since we’ve been working on the content hub, they have had 38 liquidation leads via phone call and 52 leads via contact form on a liquidation-focused page.

Result: 660% increase in phone call leads and 420% increase in contact form leads.

Previous six months:

Screenshot of the leads dashboard within What Converts showing that five leads were generated before work on the content hub began

Current:

Screenshot of the leads dashboard within What Converts showing that 38 leads were generated after work on the content hub began

Clicks

Goal: Increase from 4,503 to 13,500 (around 200%)

Result: Increased from 4,503 to 23,013 (411%)

By creating highly relevant content that matched the user’s search intent, we managed to almost quadruple the clicks over the space of six months, doubling our original 200% goal.

The site has received 29,400 clicks overall across the past 12 months. Below, you can see the huge spike in clicks and impressions from January onwards when we really started to focus on the liquidation content.

Screenshot showing spike in clicks and impressions once focus on ‘company liquidation’ began

Impressions

Goal: Increase from 856,683 to 1,700,000 (around 100%)

Result: Increased from 856,683 to 2,033,355 (137%)

Again, by creating highly relevant blogs, Google started to understand the relevancy of our content, so the number of impressions hugely increased. Along with the 137% increase above, over the past 12 months (August 2021-August 2022) the site has received 485,000 impressions for the query ‘liquidation’ alone.

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Google Search Console Graph detailing huge spike in impressions between August 2021-August 2022

The main company liquidation guide that we updated had a total of 732K impressions over the past 12 months, too, with a huge spike from February onwards, when we updated the guide.

Google Search Console Graph detailing huge spike in impressions in February for the updated company liquidation guide

Average position

Goal: Increase from 33.4 to 25 (around 8 spots)

Result: Increased from 33.4 to 23.6 (increased 10 spots)

This increase is due to the relevancy of our content and the amount of keywords each piece ranked for. As mentioned, the main company liquidation guide has worked incredibly well, ranking for 181 keywords, 67 of which are page one (37%). It now has the number one spot for the term “company liquidation”. See below for an example of queries the page is showing up for.

Google Search Console Screenshot sharing queries the company liquidation guide is appearing for, such as ‘members voluntary liquidation’, ‘liquidation of company’, ‘how long does liquidation take’ and more

The page also shows up for six featured snippets as a result of us implementing FAQ schema.

Screenshot showing the company liquidation guide appearing in a featured snippet query for ‘process of liquidation’

335 clicks and 93,663 impressions have come from the FAQ rich results alone.

Screenshot of Google Search Console showing ‘FAQ Rich Results’ within the search appearance column

In the six months before we updated the guide, it pulled in around 650 clicks and 227K impressions. In the six months following, it brought in around 1,180 clicks and 382K impressions. We’ve practically doubled clicks on one single guide.

As mentioned, this particular piece of content has 36 backlinks, and actually ranks ABOVE the official UK government company liquidation guide, which has a domain authority of 93 (about 60 higher than ours). Clearly, we’re meeting the searcher’s intent and giving them what they are looking for.

Screenshot of the SERP showing that Insolvency Experts’ company liquidation guide appears above official UK government advice.

In the six month period before we started work on liquidation, Insolvency Experts had an average click through rate of 0.5%. Over a six month period of us working with them, this more than doubled to 1.2%.

Another success worth noting is that 3 out of 6 of our latest articles have an average page view duration of between 9 and 10 minutes! The other half are averaging around 5 to 6 minutes, which is still very good. Clearly, users are wanting in-depth information on this topic.

The “What happens to a director of a company in liquidation?” guide, which went live in May, is now the fifth most clicked page on the site. when filtered on GSC by the term “liquidation”.

Overall, we’re extremely pleased with the results we generated, and so are Insolvency Experts — the company liquidation department is now inundated with queries and they are rushed off their feet!

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