Blogger outreach is an important component of both marketing and PR strategies. And there’s a right way to do it, and some very wrong ways. More on that in a minute.
Measuring influence (or trying to) is another key component of digital strategy, for both brands and agencies, not to mention a multimillion dollar business. There are many players in the market and, in our opinion, none of them have got this influence measurement thing completely figured out yet. And they won’t until they factor sentiment analysis into the equation.
But this post isn’t about influence measurement, really — it’s about blogger outreach. And how to do it in the most respectful, most effective and most fruitful manner possible. My longtime friend Fernando Fonseca had an experience that might broadly be called “influencer outreach” or “blogger outreach” recently that inspired him to blog about it. He was nice enough not to call the brand in question out on their tactics publicly, but we’ll use Fernando’s experience as a case study in what not to do when you’re engaging in blogger outreach. And please, for all that’s holy, heed this advice.
Here’s Fernando’s story:
A company that has a platform focused on influence measurement contacted him by way of that ever-so-wonderful cold call. Here’s what he thought about that, and what happened to him along the way:
I was contacted by an influencer measurement company recently and what happened is a case study in blogger outreach. Or, more specifically, it’s a case study on what you shouldn’t do when doing blogger outreach to an audience you consider to be an important segment for your business.
From the first approach to the communication that ensued, every single element of the blogger outreach process failed. Tell us if you agree:
The Email Cold Call
The process started with what I like to call an email cold call. Reaching out to someone via email because you have their email address in your database because they subscribed to your service is tricky. And it could annoy someone. I know it did me. By subscribing to a service I don’t invite you to email me at will, so you should respect my privacy in that regard. The solution is a simple one. When you’ve identified a blogger you want to potentially work with, you can reach out to them via social networks like Twitter, LinkedIn or even Facebook. This allows you to make contact publicly and invite them to want to know more and to take the relationship deeper. Chances are good they’ll be glad to share their email address with you (in spite of the fact that you might well already have it), and be interested in more information from you and potentially in being a part of whatever it is you’re looking for in your blogger outreach campaign.
Don’t Start Our Relationship With a Lie
When doing blogger outreach, be honest. Don’t try and pump me up and make me think I’m super special and one of a select few if that’s not really the case. I’m smarter than that. In this instance, the first email I received told me that I was selected because of my “big” role in the Android community. Five minutes later I walked across the office and discovered that my wife had received the exact same email from this company as part of their blogger outreach campaign, and she’s not nearly as involved in the Android market as I am. Liar, liar, pants on fire. Oh, and you’re lazy, too. I think it’s probably pretty obvious that this didn’t make me feel all warm and fuzzy about this blogger outreach campaign. I just went from big deal to nobody special in 0 to 60. BAM. Not the way you want to make me, or any “influencer” feel, especially when you’d really like for me to do something for you.
Be Clear About Your Expectations
I can’t stress this enough when it comes to best practices for blogger outreach. The first e-mail asked me to check an Android-related list and give my feedback about it. I was already slightly aggravated (see above), but nonetheless, I went ahead and spent some time reviewing the list I’d been sent and providing feedback. My feedback: their list was incomplete, it was full of inconsistencies and there was a lot of work to be done. The reply I received from the person responsible for blogger outreach: “blog and tweet about it and give more feedback.” Right. I’ll get right on that.
Maybe You Should Think About Compensation
After investing time and giving feedback, when I was then asked to “blog and tweet about it” and then to give more feedback, well, I felt more than a little taken advantage of. As such, I replied that I would be able to do additional work and then write a blog post about it for a fee. After all, fees are how I make my living.
I would’ve appreciated if the first contact had been clear about what the company in question wanted from me. It would have saved us both a lot of time. Lesson to brands: If you are contacting professionals and asking them to help you, you might also expect to compensate them for their services. Treat them like professionals – because they are.
And asking a professional to do something like “blog and tweet about” whatever it is that you’re doing is work. And you’re also asking them to stake their reputations on whatever it is you’re hawking. Most bloggers (and I realize this is a sweeping generalization) are pretty picky about the products and services they give their thumbs up to. And expecting them to allow you to use their time, intellectual property, influence and collective social media status to benefit you and your brand – that’s a business relationship. And one that merits compensation.
Don’t Be Stupid and Add Insult to Injury
When I offered to do what was asked for compensation, the response from the blogger outreach team was that their budget was $25. Super! Now I feel even more impressive. They compounded that insult by saying that it would surely take me no more than 15 minutes to write a blog post about this, and that was fair compensation. You know you’re loving this.
Obviously the person doing blogger outreach in this particular instance has no idea how much time it takes to research, write and edit a blog post. In fact, just writing this one has taken me considerably more than 15 minutes – and most do. But their staffer telling me that the process of reviewing and writing a post about their product should only be expected to take 15 minutes actually told me a lot about their company. And made me even more certain that I really wanted nothing to do with them.
Follow up! Follow up! Follow up!!!
If you do blogger outreach, remember to treat the influencers you reach out to as professionals. And with respect. If you decide you’re unable or not interested or don’t have the budget to work with them, do them the courtesy of sending a follow up email and thanking them for their time. You never know when you might need an ally, and burning bridges by treating bloggers with disrespect – or even with disregard – really doesn’t do you any favors. Don’t be short-sighted about this.
Don’t you love Fernando’s story? We talk about blogger outreach a lot. We write about this a lot. We work with agencies on blogger outreach a LOT.
Blogger outreach to influencers is not something that anyone should do without having a proper strategy set in place backed by solid research. If you are engaging in blogger outreach and using some form of influence measurement to drive that blogger outreach, you should make sure that you are ready to establish a serious business relationship before making any kind of contact with people you consider to be influencers on a certain topic.
Do your homework. Identify your influencers and the target group of people with whom you want to work, then get off your butts and go get to know them. Read their blogs (and this is more than just skimming the front page of their websites). Leave comments on their blogs, talk with them on Twitter, check out what they’re doing on other social networks. Understand them, understand what they are passionate about and what makes them tick. Don’t just rely on their Klout score or their PeerIndex score, go see for yourself whether or not they’re a fit for you and your brand.
Understand why their communities (and their opinions) are valuable to you and respect them. We can promise you that they do.
And when you approach them with an opportunity to work with you and your brand or agency, be clear about what success looks like. Be clear about what it is you’d like from them and what kind of a budget you have allocated for their services. Don’t try and blow smoke up their you-know-whats, they’re too smart for that and they see these shenanigans every day of the week.
Blogger outreach is an important component of an integrated marketing strategy for many brands and agencies. Do yourself a favor, use common sense, treat bloggers with respect and understand that they are every bit as professional (if not more so) than you are, and know that they might just want to work with you — if you play your cards right and do some of the very simple things laid out above.
And most of all remember, you need them — they don’t really need you.