28 of the Best SEO Tools for Auditing & Monitoring Your Website in 2022

There’s nothing quite like a sudden Google algorithm update to leave you feeling equal parts confused and concerned. It seems as though search engines like Google wait for you to get all of your ducks in a row and then unleash an update that makes your efforts instantly obsolete.

Plus, there’s still some secrecy behind how Google evaluates websites and determines which sites appear — and how they appear — on the search engine results page (SERPs) for different queries.

→ Download Now: SEO Starter Pack [Free Kit]

The good news is that there are several search engine optimization (SEO) tools out there — some free, some paid — that can help you view

your website the way search engines like Google see it — this way, you can improve your ranking and relevance for your target keywords.

Note: Some of the free tools below also offer paid plans while some of the paid tools also offer free plans — so, we recommend you check out the pricing pages for the tools you’re most interested in to determine which plan is ideal for your needs and goals.

For universal SEO tips, you can use today to grow your business, check out our video guide below.

Free SEO Tools

These tools are free to use, but you might find a paid option that has more features. We’ve shared some of the best features in each tool as well as how you can get the most out of them for your SEO strategy.

1. HubSpot Website Grader

SEO Tool: HubSpot Website Grader

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The goal of marketing is to generate traffic and qualified leads via the company’s website. That’s why, as marketers, we need to understand exactly what we can do to improve the SEO of that website.

With HubSpot’s Website Grader, simply enter the URL of your website to automatically receive a report card with actionable insights about your SEO efforts. From there, you can sign up for the HubSpot Academy SEO course that teaches you how to improve your website’s SEO, user experience (UX), and more.

With the HubSpot Website Grader, you can:

  • Website performance: Learn about your website’s performance in seconds, and identify specific performance issues and receive clear, actionable feedback on how you can fix them.
  • On-demand support: Receive how-to education on how you can improve your website.
  • Improve specific website issues: Gain access to a five-lesson HubSpot Academy course on Website Optimization so you can understand how to improve upon your website’s specific problem areas.
  • Optimize for mobile: Discover how to optimize your website for mobile.
  • Boost web security: Learn how you can implement website security best practices.
  • Enhance the user experience: Personalize your website’s UX to create a delightful experience for users.

2. Google Search Console

SEO Tool: Google Search Console

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Google Search Console has a number of tools available to help you appear in the SERPs for the search terms and phrases your target audience is looking for.

If you’re the owner of a business or an SEO on your marketing team, Search Console can help you conduct an initial SEO analysis from scratch or update your existing SEO strategy with fresh keywords. Google Search Console monitors, debugs, and optimizes your website — and you don’t need to know how to code to benefit from this tool.

Here are some examples of website elements Google Search Console will teach you about and help you optimize:

  • Keywords: Learn about the keywords your webpages are currently ranking for.
  • Crawl Errors: Identify any crawl errors that exist on your website.
  • Mobile Responsiveness: Understand how mobile-friendly your website is and discover opportunities to improve the mobile experience for your users.
  • Google Index: See how many of your web pages are in Google’s Index (if they aren’t in Google’s index, you can use the tool’s URL Inspection Tool to submit a page for indexing).
  • Analytics and Metrics: The website-related metrics that matter most to you, like clicks, impressions, average click-through rate (CTR), and average position.

3. Google Analytics

SEO Tool: Google Analytics

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Although Google Analytics has a paid version, the free version of the product can help you manage your website’s SEO — this is especially true if you pair Google Analytics with Google Search Console. In doing so, all of your website’s SEO data will be centrally located and compiled, and you can use queries to identify areas for improvement with the keywords and phrases that you want your website and web pages to rank for.

Other ways that you can use the free version of Google Analytics to understand and improve your SEO are:

4. UpCity Free SEO Report Card

SEO Tool: UpCity Free SEO Report

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The Free SEO Report Card by UpCity lets you analyze your website to determine how it stacks up against the competition.

In exchange for your email address and a few data points, SEO Report Card will serve up a report that covers the following:

  • Rank Analysis: A snapshot of where your website ranks on the most popular search engines.
  • Link Building: A detailed account of the number of websites that link back to your site.
  • On-Site Analysis: A look at how successful you were in incorporating your main keyword throughout your site.
  • Website Accessibility: Information about your site’s load time and accessibility.
  • Trust Metrics: An overview of your site’s level of trust or authority.
  • Current Indexing: An indication of how many of your site pages have been indexed.

5. Internet Marketing Ninjas

SEO Tool: Internet Marketing Ninjas

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Internet Marketing Ninjas is an SEO-focused company with a variety of free tools you can use to compare your website against the competition, optimize web pages for certain keywords, generate meta tags, and increase organic traffic to your website.

Here are some examples of the free Internet Marketing Ninja SEO tools you can take advantage of:

  • Broken link tool: Identify broken links and redirects and use the site crawl feature to generate an XML sitemap of your website.
  • Image metadata: See all of your page links (external, internal, etc.) on your web pages to review what’s working well and what’s broken or needs an update.
  • On-page optimization tool: Use this to evaluate your web page content, meta information, and internal links.
  • Side-by-side comparison: Compare the SEO of your web pages versus a competitor’s web pages.
  • Page load time: Analyze page-load time and how long each component of a web page takes to fully display.

6. Bing Webmaster

SEO Tool: Bing Webmaster

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Microsoft Bing Webmaster gives you access to many tools that offer insight into your website such as reporting, diagnostic, and SEO tools. The SEO tools that you can use for free have the power to help you analyze your website, manage backlinks, and review keywords to ensure your site is well-optimized for organic search.

Here are some of the other things you can do with Bing Webmaster’s SEO tools:

  • See backlink profiles: Learn about your backlink profile to understand referring pages, domains, and anchor links.
  • Perform keyword research: Determine which keywords and phrases your audience is searching for as well as the search volumes of those keywords and phrases.
  • Use the site scanning feature: Crawl your website and identify technical SEO errors.
  • Get SEO reports: Review any errors that are on your website and individual site pages.

7. Google Trends

SEO Tool: Google Trends

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Traditional SEO tools like the ones we’ve already discussed are great for conducting research and audits when your business is already established. But what if you’re starting a new business venture and want to know what popular industries, topics, and ideas people are exploring? Google Trends is a great place to explore untapped potential that can yield a large keyword landscape for your website.

You’ll want to note that Google Trends isn’t where you’ll get granular data. This tool performs best when you use it as a compass to set a direction for your SEO strategy, and then pair those insights with a more robust software like HubSpot’s SEO Marketing Tool.

Here’s what you should look for in Google Trends:

  • Trends: Look for trends in specific countries or regions of the world.
  • Popular topics: Find popular people and long tail keywords related to them.
  • Comparisons: Compare and contrast trends over time.

8. Seolyzer

SEO Tool: Seolyzer

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Seolyzer is a free site crawling, log analysis, and SEO tool that helps you determine how search engines like Google view your website. Seolyzer pulls information that crawling bots leave in your server’s log files while browsing your site to identify and create your SEO KPIs. The tool also identifies error codes, redirects, and page speed performance.

Additionally, Seolyzer can help you:

  • Monitor SEO issues: Identify poor response time, error messages, and crawl volume so you can resolve them before serious damage is done.
  • Manage your unique KPIs: Analyze page performance, crawl volume, HTTP status codes, active and new pages, and desktop versus mobile responsiveness.
  • Segment web pages: Determine what your most crawled pages are.
  • Compare web pages: See what Google deems as the most important to the pages that are crucial to your business’s bottom line.
  • Measure SEO impact: Understand the impact of your SEO efforts on a page-by-page basis or by the category of the page.

9. SEOquake

SEO Tool: SEOquake

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SEOquake is a Google Chrome extension that automatically checks a web page’s SEO parameters quickly for free. This includes on-page SEO audits, internal and external link reviews, real-time URL and domain comparison, and data file export.

Other things you can use SEOquake for are:

  • Link Analysis: Get a detailed description of how all of your links are doing — including URLs, anchor text, and other link types — with the tools Link Examiner feature.
  • Focus on metrics that matter: Adjust the SEOquake reports you receive to display only the parameters and metrics that you care about.
  • Audit your website’s SEO: Identify any SEO-related issues that would be findable by search engines.
  • Share your findings with stakeholders: Export the results of your SEO analysis into an adjustable and shareable report.

10. Seobility

SEO Tool: Seobility

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Seobility is a free SEO-checker tool. With it, you can test your website’s level of compliance with today’s SEO guidelines. By simply entering your URL, your site will be analyzed and you’ll receive tips on how you can better optimize your website.

In addition to a detailed SEO audit of your website, you’ll gain access to 1,000 subpage audits, email reporting and alerts, and keyword monitoring.

Here are some more advantages of using Seobility:

  • Find technical errors: Resolve on-page SEO issues quickly to recover lost traffic and prevent future traffic dips.
  • Accurate SEO scoring: Receive an SEO score that accounts for various website factors including meta-information, page quality, link structure, and more.
  • Meta information analysis: Understand the specific SEO issues with your meta information such as meta titles/ descriptions, meta tags, and invalid or incorrect domain names or page URLs.
  • Optimization opportunities: Identify areas for improvement regarding your page speed and quality (related to text, duplicate content, responsive design, and alt attributes for content).
  • Link structure suggestions: Understand how your page and link structure can be improved by getting data about your headers, internal links, and incorrect anchor text.
  • Server error fixes: Identify specific server errors related to any redirects, HTTP headers, or CSS and Javascript files.

11. Check My Links

SEO Tool: Check My Links

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Check My Links is a Google Chrome extension that you can use to ensure your links on both internal or external web pages work. For instance, if you were to search a term on Wikipedia, Check My Links would be able to tell you how many links that Wikipedia page has in total and how many of those links are broken.

This is helpful because you can make corrections to broken links immediately (or hopefully, before a page goes live). Check My Links is ideal for developers, content editors, and web designers according to its creators.

Here are some more examples of what Check My Links can do:

  • Identify broken links: Check each link on your webpages and identify all invalid links.
  • Auto-highlight issues: Quickly see the good links in green and the broken links in red.
  • Export broken links for further analysis: Copy all of your bad links to your clipboard in one click.

12. BROWSEO

SEO Tool: BROWSEO

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BROWSEO is an SEO browser that allows you to review your webpage in a limited format so you can analyze its UX and content as well as gain insight into its SEO. Once you input the URL, the output will hone in on your HTML so you’re able to understand the page’s structure, optimized search terms, and other SEO-related factors.

Examples of what you can do with BROWSEO include:

  • See the number of words on the page: Find the sweet spot for copy length on your webpages.
  • Determine the number of internal and external links on your page: This allows you to see how your linking strategy is working on each page.
  • See all of your meta information: Review title tags, alt text, and meta descriptions.

Paid SEO Tools

Next, let’s look at some paid SEO tools. (Note that some of these tools have free trial periods. Some also offer entirely free plans but with restrictions in terms of flexibility and customization.)

1. HubSpot SEO Marketing Software

SEO Tool: HubSpot SEO Marketing Software

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Price: $45/ mo for the Starter plan, $800 for professional, and $3,200 for enterprise.

HubSpot’s Marketing Hub includes an SEO marketing software tool that’s perfect for helping you build authority across your website. Since this software is integrated with HubSpot landing pages, webpages, and blog posts, you’ll never miss an opportunity to optimize your content for traffic and conversions.

No matter if you’re creating your first content strategy or you’re an expert in all things SEO, HubSpot’s SEO Marketing Software gives you the tools and the confidence to rank in the SERP and report on your performance.

HubSpot’s marketing software doesn’t keep SEO in a silo. This tool works in conjunction with:

  • Email: Send professional emails using your own branded designs.
  • Marketing Automation: Create dynamic campaigns for segmented audiences.
  • Lead Management: Track leads through each stage in your sales process.
  • Analytics: Review your campaign to identify success and opportunities for improvement.

2. Ahrefs

SEO Tool: Ahrefs

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Price: Seven-day trial for $7, $99/ mo for Lite, $179/ mo for Standard, $399/ mo for Advanced, $999/ mo for Agency

Ahrefs is an advanced SEO resource that examines your website property and produces keyword, link, and ranking profiles to help you make better decisions on your content.

Some of Ahrefs’ main features are:

  • Site Explorer: Shows you the performance of specific webpages on your website.
  • Content Explorer: This allows you to search high-performing webpages under specific keywords and topics.
  • Keywords Explorer: Generates the monthly search volume and click-through rates of specific keywords.
  • Site Audit: Crawls specified verticals within your domain and reveals a number of technical issues at the page level.

3. SEMrush

SEO Tool: SEMrush

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Price: $119.95/ mo for Pro, $229.95/ mo for Guru, or $449.95/ mo for Business

SEMrush is an elaborate dashboard that reports on the performance of domains as a whole and their specific pages. SEMrush offers numerous resources, one of which is the SEO Toolkit.

Toolkit allows you to track a website’s visibility improvement over time as well as identify which keywords it’s ranking for, what the page’s rank is for a keyword, the keyword’s monthly search volume, and more.

SEMrush also allows you to:

  • Build links: Analyze backlinks from other websites to your site.
  • Use the Keyword Magic tool: Identify all keywords you need to successfully build an SEO strategy.
  • See your competitors’ strategies: Identify the paid keywords or ad copy used in the PPC ads of your competition.
  • Receive recommendations: See how you can increase your organic traffic by optimizing your content.

4. KWFinder

SEO Tool: KWFinder

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Price: 10-day free trial; $29/mo

Sometimes you don’t need an SEO tool with all the bells and whistles if you only need to do keyword research. KWFinder is a great software that fills the gap between nuts-and-bolts SEO work and copywriting. You’ll find keywords that aren’t too difficult to rank for but still carry the potential to bring in traffic.

What makes KWFinder unique is how seamlessly it shifts between languages and regions so that you can serve your audience no matter where in the world they are.

Some of the top features KWFinder offers include:

  • Hidden long tail keyword insights: Find long tail keywords that give you more opportunities to acquire traffic.
  • Competitor keyword insights: See how your competitor’s keyword strategy compares to your own, plus find more keyword opportunities.
  • SERP analysis tool: Analyze competition in the SERP to understand what elements readers are looking for on your pages.
  • Local keyword research tool: See what searchers are looking for locally and appeal to local markets for more niche traffic.

5. GrowthBar

SEO Tool: GrowthBar

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Price: Free five-day trial, $29.90/ mo for Basic, $39.90 for Premium, and $79.90 for Agency.

GrowthBar is a Chrome extension that can help you perform keyword research, competitive analysis, and track SEO rankings. With the GrowthBar, access data points about any website directly from the search engine results pages. This allows you to assess your competitors’ performance and view the growth channels, keywords, backlinks, and ads that are working for them.

Here are some more key features of GrowthBar:

  • Use the Top Keywords and Backlinks feature: See which paid and organic keywords are driving the most traffic for your website and get a list of the most authoritative backlinks pointing to your site.
  • Get your Keyword Difficulty Score: Quickly assess how hard it would be to rank for a particular keyword based on the strength of the domain authorities of the URLs ranking on page one.
  • Use the Word Count tool: View the word count of any page directly from the SERP.
  • Run Facebook Ads: Get a visual of what they look like from a search engine’s perspective.
  • Use the Keyword Suggestions tool: Get a list of related keywords you might want to rank for along with their Search volume & CPCs.

6. Woorank

SEO Tool: Woorank

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Price: Free 14-day trial, $79.99/ mo for Pro, $199.99/ mo for Premium, or contact for Enterprise quote

Woorank’s in-depth site analysis helps marketers reveal opportunities for optimization and improvement. This analysis takes into account the performance of existing SEO initiatives, social media, usability, and more.

Each report is divided into sections to help you easily analyze your site and identify targets for optimization. Here are a few features of the report:

  • Marketing Checklist: Review common marketing tasks that you can complete as part of your SEO strategy execution.
  • SEO: Analyze your SEO metrics against your goals.
  • Mobile: Decide which mobile optimization tactics to employ based on the mobile data.
  • Social: Get insight into how social media is playing a part in your traffic and SEO goals.

7. BuzzStream

SEO Tool: BuzzStream

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Price: Free 30-day trial, $24/ mo for Starter, $124/ mo for Group, $299/ mo for Professional, $999+ for Custom

Although backlinks to your website are critical to ranking well on Google, the outreach you do while link building can feel a lot like cold calling. BuzzStream makes it easy to research the appropriate people, come up with effective email messages, and track who’s accepted each link request.

BuzzStream also helps you:

  • Identify candidates for outreach: Find them based on their industry and how engaged they are across various social networks.
  • Identify candidates for backlinks: These are individuals who will likely be receptive to your backlink request for other reasons that are unique to your business’s niche.

8. Moz Pro

SEO Tool: Moz Pro

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Price: Free 30-day trial, $99/ mo for Standard, $149/ mo for Medium, $249/ mo for Large, $599/ mo for Premium

The Moz Pro subscription serves as an all-in-one tool for increasing your business’ search ranking. Moz’s collection of research tools provides subscribers with the resources they need to identify SEO opportunities, track growth, build reports, and optimize their efforts.

Moz Pro also includes:

  • Website crawler: Analyzes up to 3,000 links on a given URL.
  • Email report: Details that crawl data for the pages your site links to.
  • Insight into various “crawlability” factors: These include duplicate content and redirects that could be influencing your SEO performance.

9. Linkody

SEO Tool: Linkody

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Price: 30-day free trial; $14.90/ mo for Webmaster, $24.90/ mo for Advanced, $49.90/ mo for Pro, 99.90/ mo for Agency, and $153.90 /mo for Agency XL

The best way to understand the performance of your off-page SEO is by having a good overview of your backlinks. Linkody allows you to discover, track, analyze, and disavow backlinks all from an easy-to-use interface.

Aside from that, the tool checks your links 24/7 and informs you of any changes so you can take immediate action in case a link is lost or broken.

Other Linkody features include:

  • “Spy” on your competitors’ backlinks: Simply enter the URL of your competitor and let the tool pull all the links and metrics. The information returned will help you discover niche-relevant, high-quality backlink opportunities for your brand.
  • Gain useful insights: See your most important metrics when it comes to backlink tracking, such as the ‘rel’ attribute, Google indexation status, the website’s Domain Authority, Spam Score, Alexa rank, and more.
  • Create white-label reports: Download reports that can be shared with your team and/or clients to get a better idea of your backlink distribution and link-building progress.

10. Screaming Frog SEO Spider

SEO Tool: Screaming Frog SEO Spider

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Price: Free or €149/ year

Designed specifically for the SEO-minded, this program crawls the websites you specify, examining the URLs for common SEO issues. This program simplifies and expedites an otherwise time-consuming process — especially for larger websites. (It could take hours or days to manually evaluate the same URLs.)

Other notable features of Screaming Frog SEO Spider are:

  • Java Program: Screaming Frog includes an intuitive Java program with easy-to-navigate tabs.
  • Easy export to Excel: Further analyze your SEO data.

11. Remove’em

SEO Tool: Remove'em

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Price: $249 one-time payment for Life-Time plan, $99/ mo for Subscription (one website), or $899/ mo for Agency (10+ websites)

If you’re buying a website domain that has been used in the past, or you’re rebuilding a poor SEO strategy, you may discover some problematic backlinks while conducting your audit. Artificial or unnatural links have the potential to seriously hurt your search ranking. Remove’em helps get rid of those links.

This tool has the ability to:

  • Scan your backlink profile: Discover a list of contact information for the links and domains you’ll need to reach out to for removal.
  • Export a list of backlinks: If you wish, you can disavow backlinks by telling Google not to take these “bad” links into account when crawling your site.

12. AnswerThePublic

SEO Tool: AnswerThePublic

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Price: $99/ mo for Monthly plan, $79/ mo for Annual plan, $199/ mo for the Expert plan

AnswerThePublic is a search listening and keyword tool that listens to autocomplete data from Google and other search engines, and then provides you with a list of phrases and questions that people are searching for around your keyword. This allows you to craft your website and content to your audience to increase traffic and conversions.

With AnswerThePublic, you can also:

  • Receive updates: See when people are talking about your most relevant keywords.
  • Monitor keyword trends: Understand keyword research behavior among your target audience and customers.
  • See real-time searches: View the keywords and phrases that your audience is researching in real-time.
  • Get ideas for your website and blog: Discover new content ideas based on relevant keyword research.

13. Keyword Hero

SEO Tool: Keyword Hero

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Price: 14-day trial for any plan, Free for Little Hero, $9/ mo for Big Hero, $49/ mo for Giant Hero, and $149/ mo for Ultimate Hero

Keyword Hero pairs your visitor’s sessions with the keywords they used to land on your page, all within your Google Analytics account. In other words, this tool gives you an understanding of the search intent of your organic traffic.

Here are some more actions you can take with Keyword Hero:

  • Identify the organic traffic and conversions: Uncover the success you receive from your intended keywords.
  • Separate traffic: Identify brand versus non-brand search traffic.
  • Optimize your position in the SERPs: Optimize your website for specific target keywords.
  • See query details: Understand whether your visitors used informational versus transactional queries to find on your website.

14. SpyFu

SEO Tool: SpyFu

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Price: $39/ mo for Basic, $69/ mo for Professional, $129/ mo for Unlimited.

SpyFu is a competitor keyword research tool for Google Ads. In addition to keyword research, it helps with PPC competitive research, SEO competitive research, and the creation of custom lists and domains.

The tool helps you drive traffic to your Google Ads campaigns and website, monitor both paid and organic rankings on Google, Bing, and Yahoo, and obtain reliable and accurate contact information for leads.

With SpyFu, you can also:

  • Download a competitor’s PPC keywords: Use this insight to develop more competitive PPC strategies that can compete in the ad space.
  • Download a competitor’s SEO keywords: Use this insight to develop more competitive organic keyword strategies that can compete in the SERP.
  • Review ranking trends: the ranking of a page or website for a keyword over time.
  • Discover keyword ideas: Keyword advice for your Google Ads to increase chances of conversion.

15. Seomater

SEO Tool: Seomater

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Price: Pay as You Go (starting at $5), $19/ mo for Small Business, $49/ mo for Professional, $179/ mo for Unlimited.

Seomater is an SEO auditing and website crawling tool. It assists with technical SEO analysis and SEO on-page optimization testing. Once the tool crawls your site, you’ll receive an SEO report that explains your website’s various SEO-related elements including internal and external links, backlinks, page quality and speed, social media, organic presence, and more.

Your analysis will also come with tips on how you can improve each of these SEO elements. In addition, you can:

  • Use the SEO Monitoring Alerts feature: Your website will be automatically crawled and you’ll get an immediate notification if something is problematic in terms of SEO.
  • Get detailed reports: Find insights about your on-page and off-page SEO elements.
  • Use the Domain Comparison tool: Compare two competitors’ websites to identify the strengths and weaknesses of their SEO (such as broken links, content quality, HTML tags, and more).

16. ContentKing

SEO Tool: ContentKing

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Price: $139/ mo for Basic, $319/ mo for Standard, $449/ mo for Pro, or $1,279 for Enterprise.

ContentKing is a real-time SEO auditing and content tracking tool — it tracks your website 24/7 so any issues related to SEO don’t go unnoticed for too long. The tool is cloud-based, meaning there’s no installation required and your data and reports are available whenever you need them.

With ContentKing, you can also:

  • Improve your SEO: Use ContentKing’s 24/7 website audits (and algorithms) to gain insight into your SEO and receive tasks that will help you optimize your webpages.
  • Get alerts: Get notified whenever something on your website is broken or is no longer well-optimized so you can efficiently fix the issue.
  • Track Changes: Follow the history of all your content changes on your site (such as changes on individual web pages and changes in robots.txt) and search the history of your changes.
  • Visualize data: See real-time dashboards and reports.

Now that you’ve learned about some of the best free and paid SEO tools on the market, determine which option will help you achieve your SEO goals and get started auditing, optimizing, and monitoring your website, individual web pages, and content.

Editor’s note: This post was originally published in December 2018 and has been updated for comprehensiveness.

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Social Media Demographics for Marketers in 2022

I get it, fellow marketers —sometimes, you just need the numbers.

The new year means a lot of things: new life changes, new opportunities, chances to change lives, and, for marketers, new campaigns to plan.

The juggernaut known as social media only gets bigger with every new year, and because of that, demographics shift with it. And, ultimately, keeping on top of important numbers before your social media campaigns can help you with ROI in the long run.

Download Now: Social Media Trends in 2022 [Free Report]

Here, we’ve compiled the state of social media demographics, optimized with the most important data you need to know about your audience and shaping your personas for 2022.

General Social Media Demographics

  • Roughly 82% of Americans between 18 and 49 years old use at least one social media site. (Pew Research Center)
  • The top way marketers find their audience on social media is by researching relevant online communities, such as Facebook Groups and subreddits. (HubSpot Blog Research, 2021)
  • 84% of marketers are targeting Millennials in their social media strategy, followed by Gen X (52%), then Gen Z at 22%. Only 14% of marketers target Baby boomers. (HubSpot Blog Research, 2021)
  • Most marketers say that short-form video content is the most popular content format for Gen X, Millennials, and Gen Z. (HubSpot Blog Research, 2021)

Facebook Demographics

General

  • As of 2021, Facebook has over 2 billion monthly active users. (Statista)
  • Users spend an average of 19.5 hours a month on Facebook. (Hootsuite)

Age and Gender

  • Male consumers between 25 and 34 years of age represent the largest demographic on Facebook. (Statista)
  • Globally, 56.4% of Facebook users identify as male while 43.6% identify as female. (Statista)
  • Marketers believe Facebook is the most popular social media platform across all age groups. (HubSpot Blog Research, 2021)

Geography

  • India has the most Facebook users at 349 million, with the United States in second place with 193.9 million users. (Statista)
  • Nigeria, Egypt, and South Africa are the countries where Facebook users are growing the fastest. (eMarketer)
  • In 2020, Facebook’s user base is declined in Germany, Japan, Switzerland, and South Korea. (eMarketer)

Takeaways

As the most popular social media network, Facebook is definitely a platform worth investing in. Its largest user group is Millennials but it still has a wide range of users across all ages. Furthermore, Facebook is popular worldwide, making it a great social media network for brands of all industries and locations.

Instagram Demographics

General

  • eMarketer forecasts that Instagram will reach 1.1 billion users in 2022. (eMarketer)
  • 500+ million users are active on the platform every day. (Instagram)
  • Users spend an average of 10.3 hours a month on IG. (Hootsuite)

Age and Gender

  • Males between the ages of 18 to 24 represent the largest demographic on Instagram, followed closely by males between 25 to 34 years old. (Statista)
  • Most women on Instagram are between 18 and 34 years old. (Statista)
  • The smallest age group on Instagram is senior males 65+. (Statista)

Geography

  • For two consecutive years, the most geo-tagged city in the world on Instagram has been Los Angeles, California. (Mention + Hubspot)
  • The country with the most Instagram posts in 2020 was the the U.S., leading with 571K posts, followed by Brazil with over 300K posts. (Mention + HubSpot)
  • India and the U.S. lead the board as the countries with the largest Instagram audience sizes, similar to Facebook, (Statista)

Takeaways

Instagram is another leading social media platform with a large user base spanning all age groups. While it’s not as big as Facebook, it does offer advanced ecommerce features, making it incredibly popular among consumers and valuable to brands.

Twitter Demographics

General

  • Twitter’s user base reached over 320 million users in 2021. (Statista)
  • Roughly a quarter of Americans use Twitter. (Pew Research Center)
  • Twitter ranks #12 in the world’s most visited websites. (SEMrush)
  • Users spend an average of 5.6 hours a month on Twitter. (Hootsuite)

Age and Gender

  • Most American Twitter users (65%) are between 18 and 29 years of age. ((Pew Research Center)
  • Twitter’s user base heavily skews male with only 29.6% of users identifying as female. (Statista)

Geography

  • The U.S. is the country with the most Twitter users, at 77 million with Japan right behind at 58.2 million. (Statista)
  • 27% of U.S. adults living in urban areas use Twitter. (Pew Research Center)

Income and Education

Takeaways

If you’re looking to build a community surrounding your brand, Twitter is a great place to start. It’s particularly popular in the U.S., so that aligns with your target audience, consider setting up your virtual shop there.

TikTok Demographics

General

  • Users spend an average of 13.3 hours a month on TikTok. (Hootsuite)
  • Because TikTok’s audience is younger, most users earn between $30K to $50K. (Pew Research Center)
  • Tiktok has 1 billion monthly active users. (Influencer Marketing Hub)
  • TikTok ranks #2 on the platforms social media marketers build communities on, behind YouTube. (HubSpot Blog Research, 2021)
  • On average, consumers spend roughly 13 hours a month on TikTok. (Hootsuite)

Age and Gender

  • 25% of U.S. TikTok users are between 10 and 19 years of age. (Statista)
  • Only 18% of U.S. Tiktok users are 50+ years old. (Pew Research Center)
  • Marketers believe TikTok is the second most popular social media platform with Gen Z, behind Facebook. (HubSpot Blog Research, 2021)

Geography

  • TikTok is most popular in China with 600 million active daily users, followed by the U.S., Indonesia, and Brazil. (Business of Apps)
  • In 2020, Latin America was the fastest-growing region for TikTok usage, excluding China. (Statista)

Takeaways

TikTok’s audience heavily skews young, with a large Gen Z population. As such, it’s a great platform for B2C brands targeting this demographic. With short-form video taking off, it’s an opportunity for brands to not only hop on a growing trend but do it on a platform that caters to their target audiences.

YouTube Demographics

General

  • YouTube is the number one platform social media marketers build communities on. (HubSpot Blog Research, 2021)
  • YouTube is the second most visited website in the world. (Hootsuite)
  • 81% of U.S. consumers say they use YouTube, a 7% increase from 2019 and the biggest jump of all major social media platforms (Pew Research Center)
  • On average, consumers spend 23.2 hours a month on YouTube, more than Facebook, Instagram, TikTok, and Twitter. (Hootsuite)
  • YouTube has over 2 billion users. (Omnicore)
  • YouTube accounts for over 25% of total worldwide mobile traffic by volume. (Sandvine)

Age and Gender

  • 49% of U.S. internet users over 65 years of age say they use YouTube, compared to only 13% on Instagram, 7% on Twitter, and 4% of TikTok users. (Pew Research Center)
  • YouTube’s largest advertising audience (21.2%) is 25- to 34-year-olds, followed by 35- to 44-year-olds. (Hootsuite)

Geography

  • Roughly 15% of YouTube’s traffic comes from the U.S. (Alexa)

Takeaways

YouTube is the leading video platform, with a wide range of users from Gen Z all the way to Baby Boomers. Because it’s known for long-form content, users tend to spend much more time on this platform compared to other social networks.

With this in mind, brands should develop a long-form video strategy to capitalize on this huge traffic source and lead generator.

LinkedIn Demographics

General

  • LinkedIn’s user base in 2021 is roughly 774 million, with 21% of that being U.S. internet users. (Statista)
  • LinkedIn saw a slower user growth in 2021 (4.2%), compared to the previous year at 6.2%. (eMarketer)
  • LinkedIn makes up the largest share of B2B display advertising in the U.S. at 32.3%. (eMarketer)

Age and Gender

  • 56% of LinkedIn users identify as male while 43.1% identify as female. (Statista)
  • Roughly 60% of LinkedIn users are between 25 and 34 years of age. (DataReportal)

Geography

  • LinkedIn is used in 200 countries and territories. (LinkedIn)
  • India, China, and Brazil have the largest LinkedIn user bases after the U.S. (DataReportal)
  • Over 75% of members are outside the US. (LinkedIn)

Education/Income

  • 51% of U.S. adults who have a college education use LinkedIn. Only 12% of U.S. adults earning less than $30K use the platform. (Pew Research Center)
  • Half of U.S. adults who earn $75K+ use LinkedIn. .(Pew Research Center)

Takeaways

Although LinkedIn’s user growth has slowed down, it’s still the number one social media platform for B2B brands. It’s full of decision-makers and young adults entering the workforce prime for social selling.

Reddit Demographics

General

  • There are 430 million users on Reddit. (Statista)
  • Reddit saw 14.4% user growth in 2021. (eMarketer)
  • 18% of U.S. internet users use Reddit, growing 7% from 2019. (Pew Research Center)

Age and Gender

  • Gen Z makes up roughly 2% of Reddit users. (eMarketer)
  • Reddit is made up of 62.8% male and 37.2% female users. (Statista)
  • Only 3% of U.S. adults over 65 years of age use Reddit. However, 36% of U.S. adults between 18 and 29 years of age use it. (Pew Research Center)

Geography

  • 46% of desktop traffic to Reddit.com comes from the U.S. (SimilarWeb)
  • 21% of U.S. adults living in suburban areas use Reddit, compared to only 10% living in rural areas.

Takeaways

Along with YouTube, Reddit’s user base has grown significantly in recent years, compared to other social media platforms. This suggests that consumers are becoming more interested in what the network has to offer. From an audience perspective, it’s made up mostly of male Millennials, attracting most of its users from the U.S.

Snapchat Demographics

General

Age and Gender

Geography

Takeaway

One thing that’s clear with this Snapchat data is that young people love it. After Instagram introduced Stories, many thought Snapchat was on its way out. Turns out, it’s still a major player in the social media game. If your target audience is Millennials, you should definitely consider having a presence on that platform.

Feel free to refer to this list periodically as you’re working through your editorial calendars and audits for the new year. As this time of year calls for a fresh slate, the research behind your next incredible campaign has to be fresh, as well. Happy planning!

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The Best Social Media Platforms for Video Content in 2022

As of June 2021, TikTok users on Android devices now spend more time each month watching content than YouTube users (also on Android devices). In UK countries, the difference is even more drastic than in the U.S. as TikTok users continue to watch more video content than on YouTube.

Additionally, HubSpot’s 2021 State of Marketing Report reveals that video is the top content marketing strategy used by brands while social media is ranked as the top marketing channel.

With data like that — and all the growing social media video platforms out there — it’s become obvious that social media marketing and video content go hand in hand.

While creating great social media videos for your company can be an incredibly effective marketing tactic, each social media content strategy shouldn’t be a one-size-fits-all approach. To ensure that your videos are seen and spread quality brand awareness, you’ll need to ensure you’re making the right videos for the right audiences on the right platforms.

To help you figure out where to publish your video content — and which types of videos to post — we surveyed 300+ consumers to find out where they most commonly watch videos on social media.

Below, we’ll reveal the results and a few expert tips for building the best social media video-sharing strategy for 2021 — including one from an expert at Wistia.

→ Access Now: Video Marketing Starter Pack [Free Kit]

Where are Consumers Watching Social Media Videos?

In recent years, Gen-Z-targeting platforms like TikTok and Instagram have been on the rise. But if you think that everyone’s primarily watching video on these platforms, you might be surprised by what our poll found.

When I asked consumers “On which social media platform do you most commonly watch videos?”, 35% of respondents said YouTube.

Youtube, Facebook, and TikTok are the go-to social media video platforms for consumers

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While it’s not surprising that YouTube or Facebook, some of the world’s biggest online platforms, are the preferred video viewing sites, only 8% of respondents said they primarily watch videos on Instagram — one of the pioneers of Stories and live video.

Another surprising find was that 20% of respondents — or 1 in 5 people — primarily use TikTok (the youngest social network on the list) for video viewing. While this doesn’t necessarily mean you need to shift your whole strategy to TikTok, it does show that the platform could continue to have a promising future for content marketers.

If this data has you worried that you’re publishing videos on the wrong platforms, take a breath. Remember that this is just one informal consumer survey. Had we polled a specific age group, people from a specific industry, or consumers from different regions, the results might have swayed to other platforms — like LinkedIn or Twitter.

However, even though this is just one small survey, it does remind us that a mix of older and newer platforms, like YouTube and TikTok, are the go-to video platforms for vast audiences.

In another study, we surveyed 310 social media marketers in the United States to find out which social media platforms they leverage, which formats they use, and their plans and expectations going into 2022.

In this study, we found the top format marketers leverage on social media is video content: short-form video (54%) and live videos/streaming (47%). Additionally, this format is known to be the most effective as well, as 85% of respondents said short-form videos, and 70% said live videos/streaming are most effective.

This being said, marketers reported that video content has the highest engagement levels and ROI on both Facebook and Instagram.

With this in mind, it’s not surprising that 95% of marketers who leverage short-form videos plan to increase their investment or continue investing the same amount in 2022. Additionally, 95% of marketers who leverage live videos/streaming plan to increase their investment, and 89% of marketers who leverage long-form videos plan to increase their investment or continue investing the same amount in 2022.

Now that we’ve gotten an idea of where consumers are primarily watching social media videos, we’ll walk you through a few tips for sharing the best videos for different social media audiences.

Tips for Sharing Social Media Videos

1. For most platforms, zone in on snackable content.

The world is becoming more fast-paced every day. While many people are watching social media videos in their spare time, some are watching them between meetings, while in line at the store, or on public transit. Even if people do have time to watch hours of video, there’s so much out there that they’ll want to scroll to more content almost immediately after their video starts.

That’s why one social media video strategy to focus on in 2021 is mastering the art of “snackable” or super short-form content.

“Using snackable videos on social can actually drive more engagement than static images,” says Meisha Bochicchio, Content Marketing Manager at Wistia. “A recent study found that 60% of marketers saw more clicks with video posts compared with static images.”

When it comes to creating effective snackable content, Bochicchio says, “First things first, keep in mind that most social media platforms will automatically start playing video content as viewers scroll. So, make sure your videos are autoplay-friendly. Keep them short and put your key messaging in the first few seconds. For example, take a look at this video from Wistia announcing their State of Video Report.”

“Remember that most people won’t hear your audio, so make sure your videos are also silent-friendly,”Bochicchio advises. “Consider text overlays, or upload captions directly on platforms like LinkedIn, Twitter, and Facebook.

In the video example below, Wistia marks the launch of their series “Show Business” with a captioned video that allows viewers to get key information without any sound.

To learn more about this strategy, check out this post on snackable content, or this post that highlights the latest short-form video trends.

2. Test different video formats, too.

While snackable content is a great tactic to harness in 2021, you can still publish longer videos, as long as they’re engaging and valuable to your audience.

For example, while people might not want to watch a two-hour commercial, they could watch a longer live video Q&A, an interview with a thought leader, or a video that tells a longer, but entertaining story.

While you can certainly test longer-form video, you can also test out other formats, such as live streams, interactive videos, and shopping videos on platforms like Instagram and Facebook.

As new video formats emerge, it can be helpful to determine if they might work for your brand and design a test around them.

Be sure you identify and track the right success metrics. For example, if you’re testing a longer video, look at its views and dropoff rate to see how long viewers stay tuned. Meanwhile, if you try a more interactive approach like a live stream or Q&A you can also take note of comments, engagements, and shares on the content while you’re live.

3. Meet your video audiences where they are.

As with any social media strategy, some content will perform better on some social media platforms rather than others. While snackable, consumer-facing content might perform well with YouTube, Facebook, and TikTok’s large consumer audiences, a B2B marketing video or a Q&A with a corporate thought leader might perform better on a professional-facing network like LinkedIn.

Luckily, to create a great marketing strategy, you don’t (and shouldn’t have to) place your videos on every single social media platform. However, you should research the demographics of each major network, identify which audiences might engage most with your content, and start publishing videos where it makes the most sense for your brand and goals.

Then, continue to keep an eye on platforms you’ve ruled out in case they continue to evolve and provide your brand more audience opportunities in the future.

4. Don’t always lean on repurposed content.

When I was a startup marketer, I loved to repurpose content whenever it was possible. And, back then, when social media platforms were less evolved, this strategy would work.

Today, it can still be beneficial for brands to repurpose some video content for different platforms when they have similar audiences and features. This can also be a great way to test whether your content strategy for one platform will work with one audience.

However, because knowing your social media audience is more important than ever, you might want to consider having a slightly different video strategy for your most important video platforms. While there will be times where you can easily repurpose content to save time or bandwidth, some platforms like TikTok and Instagram are evolving with algorithms that could deprioritize your content if it has a watermark from another network.

5. Embrace influencers — and customers.

Even if you’ve done all of your research and churn out videos daily, it can still be incredibly hard to post a viral piece of content that grows your audience.

Luckily, there are experts on every social media platform who know how to create videos. And, some of them will even create videos for you — and then share them with their audiences.

That’s why one great growth strategy can involve reaching out to influencers or thought leaders with expertise in your industry and either featuring them in your videos or getting them to endorse your brand in their content.

If you can’t afford to have an influencer help boost your video strategy, you can also look towards happy consumers. With this strategy, you can encourage customers to share a video about their experience with your brand on social media, or you can create a video filled with multiple pieces of user-generated content from happy customers.

Because today’s consumers crave authenticity from brands, user-generated content not only can provide you with free video content but can also spread brand awareness to prospects or people researching you on social media.

Navigating Social Media Content

More than ever, social media and content marketing are always evolving. As a marketer, it’s important to stay up to date with the latest trends and data to better inform your strategies — whether you’re investing in video or other tactics.

Editor’s note: This post was originally published in June 2021 and has been updated for comprehensiveness.

Discover videos, templates, tips, and other resources dedicated to helping you  launch an effective video marketing strategy. 

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How Consumers Responded to Black Friday Ads in 2021 [+Trends to Watch]

After 2020, there were big expectations for what 2021 could bring. Some predicted lower Black Friday sales as supply chains struggle to meet demand. Others said 2021 would bring record numbers.

As an advertiser, you might want to learn more about growing online purchasing behaviors – and how you can leverage them in 2022.

Download even more examples of remarkable marketing and advertising campaigns  here. 

Below, we’ll highlight what we learned from polling 300+ consumers after this Black Friday. Then, we’ll present a few consumer behavior predictions you’ll need to know about when determining your 2022 Black Friday ad strategy.

What We Learned About Black Friday Shoppers in 2021

To help marketers discover more about the consumer behaviors behind Black Friday’s 2021 results, I surveyed a pool of more than 300 people using Lucid Software. The goal was to learn what led them to engage with or purchase products in Black Friday ads.

Here’s what we learned from our results.

1. Social media was the leading driver for ad engagement.

With Black Friday deals comes an inundation of Black Friday ads throughout all forms of media. It’s no surprise that millions of people shopped on Black Friday – but which ad strategies actually led to purchases?

When I asked participants, “Did you engage with any online ads or promotions for Black Friday?” 56% said they engaged with one or more ads in some way, while only 26% said they ignored them.

lucid survey results on black friday ads 2021

We also found that social media was the number one place consumers engaged with ads, with 54% of consumers surveyed clicking on ads they saw on a social network.

Social media is a big revenue driver when it comes to Black Friday ads and the opportunities it offers continue to expand. Let’s take a look at Instagram for example.

You can discover a brand, scroll through their profile, see a product you like, and complete a purchase without ever leaving the platform.

With so many social media platforms offering ecommerce features, brands can attract shoppers at every stage of the buyer’s journey and consumers can experience a seamless shopping experience. It’s a win-win.

From an advertising perspective, this is a big indication that brands should be well prepared for social media ads as Black Friday approaches.

Instead of waiting for the week before Black Friday, where timelines are already flooded with ads, consider starting early and you may get better results.

That said, having an online presence beyond social media is also important. Our survey found that while most of the ads consumers clicked on came from social media, 23% clicked on ads they saw on brand websites and 22% on search engines.

With this in mind, it’s important to diversify your ad channels, as each has the potential to drive revenue.

2. Consumers showed interest in technology and electronic deals.

Aside from the ad’s location, the product or service advertised could have played a role in an audience’s level of engagement.

To get an idea of which products were most popular, I asked survey participants, “Which industries were you most interested in shopping?” 49% answered “Electronics and appliances.”

This mirrors data from SEMrush, which shows that the most popular and searched products include laptops, televisions, watches, headphones, video games, and cellphones.​​semrush data on most popular shopping categories

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Amazon reported that its top-selling items were also electronics: Apple Airpods, the Fire TV Stick, the Echo Dot, smart lightbulbs, and more.

This is great news for brands that fall within this industry, as Black Friday is a great opportunity to drive traffic to your products.

3. Consumers are shopping more online.

40% of Lucid survey respondents said they shopped exclusively online, with only 7% doing an even mix of online and in-person.

Although traffic at retail stores is up almost 50% from last year, it’s still not back to pre-pandemic numbers, according to a CNBC report.

Ecommerce brands are benefiting from this recent shift, with Shopify reporting a 21% increase in Black Friday/Cyber Monday sales year-over-year. Globally, the platform reached peak sales of $3.1 million per minute on Black Friday.

However, what data does suggest is that online ads can drive shoppers to head to stores in person. Fiffy-four percent of consumers surveyed on Lucid said that they visited a store to grab a deal they saw in an ad online.`

3 Predictions for Black Friday 2022

1. Brands with a strong social strategy will outperform those without one.

Our survey results and mounting research continues to show the growing importance of developing or constantly improving a web presence.

And as we mentioned, an online web presence might not just be a nice perk for your customers. It might result in ROI for your brand, especially on Black Friday.

Growing an online presence doesn’t have to be expensive and daunting.

For example, if you’re just dipping your toes into online marketing, you could start with free strategies like building a social media profile, launching a basic website, starting a marketing email, or creating a Google My Business for your store.

Then, once you’re comfortable, experiment with larger investments such as buying online ads.

The strategies above will allow people across the web to learn more about your brand, offerings, or services. These tactics could also make it easier for prospects to find you when they’re researching products or services in your industry.

2. Consumers will start shopping earlier.

In previous years, shoppers waited closer to Thanksgiving weekend to start shopping. This year, things are changing.

According to the National Retail Federation, this early shopping trend has been rising since 2011.

They report that most consumers (61%) started shopping as early as Halloween this year, almost a month before Black Friday. In fact, some completed roughly a third of their holiday shopping by the beginning of the month.

In addition, shoppers aren’t just waiting to stumble upon ads, nearly 48% of Lucid respondents surveyed said they actively searched for Black Friday deals and promotions.

lucid survey results 2021 on black friday ads

For advertisers, this means launching ads early to reach consumers as they’re starting to shop for the holiday season.

3. Shoppers will be more intentional about where they spend.

In early 2021, Intuit ran a survey of over 1,000 Americans and found that 70% are supporting local businesses.

The survey also revealed that Millennials and Gen Z are more likely to support local businesses by only shopping online (45 percent).

This intentionality was also apparent during Black Friday 2021. Among the consumers surveyed in our Lucid poll, 63% said they either prioritized shopping from small or local brands or did a combination of small to large businesses.

5 Tips for Creating Effective Black Friday Ads

1. Plan (and launch) early.

This year, consumers started holiday shopping early.

We can’t predict with full accuracy what things will look like next year. So, in absence of knowledge, it’s better to stay ready so you don’t have to get ready.

In other words, don’t start planning your promotion strategy in early November. You want to give your team enough time to plan an effective strategy that will reach your target audience at the right place and at the right time.

You’ll need enough time to craft a plan, develop the strategy, build the creative assets, and launch the campaign. You’ll also need to account for any obstacles you may encounter along the way.

2. Highlight how a service or product can solve for your customer.

Your ads should aim to educate ideal customers about your offerings, how they can help them, or why they might need them in their daily lives.

But, how do you convey that your offerings are valuable, important, or necessities when you don’t actually sell an essential product? Although it can take some creativity, it is possible to do this.

Above is an example of Twitter content from InfoArmor, an information security service owned by Allstate.

In the tweet, InfoArmor shared a blog post about the dangers of information security when working remotely and how InfoArmor could protect remote employee information.

3. Diversify your promotion channels.

We mentioned that social media is a huge revenue generator during Black Friday.

However, that doesn’t mean it’s the only channel you should leverage to attract shoppers. In fact, you should promote your ads across all channels to maximize your reach.

Have a newsletter? Share your offers there. You could also consider running a Google Ads campaign.

Regardless of which online platforms you embrace, be sure to create content that speaks to those customers, rather than just placing a basic ad on every website you can access.

By creating content that’s tailored to platforms your customers use, you’ll increase the likelihood of catching their eyes as they scroll through endless web pages, feeds, or email inboxes. And, once you grab their attention, you can use that content to highlight your value proposition in an entertaining or interesting way.

For example, if you’re creating an ad for Instagram, it might be tempting to just use a picture of the ad you made for a website or newspaper on with a basic caption.

But, that might not be engaging for people scrolling through their feeds looking for valuable product information or entertaining content. Instead, consider creating a short marketing video or a series of photos of customers with your product to better engage this audience.

Below is a great example of a Black Friday post that could also work well as an ad on Instagram. The post shows a video demo of someone from Hair Vivi putting on one of the brand’s wigs.

While the video shows viewers how easy it is to put on the wig, the caption also highlights the product’s value and the company’s Black Friday deals.

4. Present deals, sales, or affordable offers.

Aside from aiming to buy products with the best value, budget-conscious shoppers will also be looking for the best deals this holiday season.

If you can offer a deal or sale on your product or offering, embrace that information in your advertising.

Here’s a great ad from Walmart that highlights all the online deals they’ll be offering this year:

walmart black friday adAlong with the ad highlighting a bunch of great deals and alternatives for Black Friday in-person sales, the ad is also interesting because it’s interactive online but formatted so it can also work as a static print ad if needed.

Aside from the ad above, Walmart has created content with a similar aesthetic and deal-oriented message for social media platforms like Facebook. Here’s a screenshot of featured content on its Facebook Business page.

walmart black friday ad

5. Embrace video marketing.

In our 2021 State of Marketing Report, we found that video is the leading form of marketing content used across industries. And, with Gen-Z and millennials embracing video more than ever for product discovery, this format becomes more of a low-hanging fruit each year.

If you think video marketing is only for big brands, think again.

In the last year, we’ve seen all sorts of small and large brands affordably embrace video to attract and nurture leads.

Here’s one great example of a startup demo video created by Beauty Bakerie.

While the content allows viewers to see what the products will look like in real life, Cashmere, the brand’s CEO – Cashmere Nicole Carillo – gives instructions on how to use it so they’ll also know just how easy it is to add to their daily beauty routine.

Every Black Friday is an opportunity to learn more about your target audience. Pay attention to what works, what doesn’t, and look out for trends that will help you improve your ad strategy.

Editor’s Note: This blog post was originally published in December 2019 but was updated for freshness and comprehensiveness.

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How to Automate Your Account-Based Marketing Strategy

Today, marketing is all about personalization.It’s about reaching the right people in the right place at the right time. Account-based marketing (ABM) is no different — it’s a strategy that’s been growing in popularity in recent years. In fact, 94.3% of respondents to a 2020 State of ABM survey use an ABM strategy.

That’s why ABM is an important strategy to implement if you sell high-value B2B products or services to a finite number of companies with several decision makers. Using ABM automation tools is the key to scaling these efforts.

Here, we’ll show you exactly how to automate your account-based marketing strategy using ABM automation tools.

Learn More About HubSpot's ABM Software

Learn More About HubSpot’s ABM Software

1. Scalable Acquisition Strategy

We know that anytime a process is automated, it’s scalable. When ABM strategies are automated, bandwidth on your marketing team becomes available. Your team can spend more time nurturing the accounts they’re responsible for and personalizing the sales cycle for the decision makers within the account. That way, new business can be acquired without the limitations of manually nurturing each account.

2. Shorter Sales Cycle

Consider this: When your sales reps have just a few accounts to target to close deals, they can become more selective about who moves through the sales cycle and when. When a specific marketing tactic works to generate leads in a particular account, the sales rep can shift their focus to that deal. ABM automation benefits sales reps by incentivizing them to work efficiently to close deals which leads to shorter sales cycles.

3. Better Marketing and Sales Alignment

For far too many marketing and sales teams, alignment between the two seems to be a goal instead of reality. An automated account based marketing strategy causes and requires alignment between these two business functions in order to close deals.

The marketing team is responsible for creating sales enablement content while the sales team is responsible for cultivating the relationships and closing deals. Without both of these parts of the puzzle working together, the ABM strategy would fail. Automating the strategy by producing content at scale and tracking accounts through the sales process using ABM automation tools like RollWorks keeps both teams aligned and achieving their goals.

ABM Marketing automation results on a dashboard

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4. Stronger Customer Retention

Leveraging personalized marketing and sales materials for each account is a fundamental tactic used in account based marketing. But that can be difficult to maintain if your team is doing this manually. Eventually, the personalized materials transform into more general content and the relationship between your business and the account fizzles out.

With ABM automation, this doesn’t have to be the case. Automating emails and direct mail campaigns (just to name a few) throughout the account’s life cycle can strengthen the relationship, yielding improved customer retention and satisfaction.

1. Create your Ideal Customer Profile (ICP).

Before you can get started with ABM, you’ll need to define your ideal customer profile. This is similar to a buyer persona, except it’s built around targeting entire organizations rather than individuals.

You’ll want to know what types of companies you want to target. For example, your ICP should include information on company size, revenue, industry, and location.

With software, like HubSpot’s ABM software, you can use ICP workflow templates to help you spot common traits that can be used to classify companies in your database by how well they match your ICP.

Ultimately, automation should help you identify and organize your target accounts. Once you’ve created your ICP, you should be able to use this information in your ABM software to manage your audience.

2. Set up your target accounts.

Once you’ve created your ICP, you should be able to set up your target accounts in your ABM software.

Tagging “Target accounts” in your software will enable you to manage your audience from a Target Accounts dashboard. For example, with HubSpot’s ABM software, you can tag accounts as target accounts and then rank them with the ICP Tier property. Your priority accounts will be marked “Tier 1,” while lower priority accounts will be marked “Tier 3.”

Additionally, a great ABM software will use AI-powered target account recommendations to automate the process of researching companies that are a good fit.

These types of tools will help you manage and then segment your lists so you can deliver personalized content to your target accounts.

3. Integrate your ABM, marketing automation software, and CRM.

Before you can build your ABM campaigns, you’ll want to integrate your ABM software with your marketing automation software and your CRM.

For example, with HubSpot, you can use many of the ABM software features if you have Marketing or Sales Pro.

Integrating your marketing tools is important in the automation process. If your ABM software doesn’t interact with your email marketing software or your ads tools, then you won’t be able to automate the process.

Additionally, if it doesn’t interact with your CRM, it’ll be impossible to know if leads become accounts and track the ROI of an account-based campaign.

By integrating these tools, you’ll have your ICP research, target accounts, content, and CRM all in one place.

4. Build your campaigns.

When you have your ABM software and marketing tools set up, it’s time to create your campaigns.

To start, you’ll want to decide what channels you want to use and what actions will trigger an automated workflow.

First, look at your target accounts and find out where they spend their time online. For example, you can build an ad campaign based on people’s job titles or companies on LinkedIn and Facebook.

Then, you’ll want to think about your customer journey and set up automated workflows. For instance, you can have a task created for a sales rep when someone who works at one of your target accounts interacts with an email, your website, or blog content.

5. Personalize your content.

You probably got started with ABM so you could personalize your marketing campaigns. To do this, you’ll want to create your content, and use your automation tools to segment your audience.

For example, with HubSpot’s ABM software, you can use company lists to create an ad audience or use company ad targeting for your LinkedIn ads.

With your ICP set up, you can create your content based on your target audience. The content in your ABM campaigns will be similar to other marketing content, except that you’re now targeting specific accounts and companies.

Ultimately, your messaging should address specific pain points, and appeal to solving your target account’s problems.

6. Tailor your engagement.

Another aspect of your ABM strategy will be collaborating with your sales team so they can tailor their engagement with target accounts.

A great way to do this is through automation tools. That’s why your CRM and ABM software need to work together.

For example, with HubSpot’s ABM software and Sales Hub, you can automate your follow up emails and tasks based on the prospect’s behavior.

However, remember that even though you’re focusing on automation right now, your sales outreach and content should still be personalized.

7. Set up a dashboard to assess ongoing efforts.

The last step to automating your ABM strategy is to track and measure your efforts. With ABM software, you’ll want to see information at-a-glance.

For instance, on your dashboard, you might include information on your target accounts such as company score, open deals, total pipeline, and the number of decision-makers identified.

ABM automation dashboard to assess ongoing efforts

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If your ABM software has company scoring available, you should use it. This is similar to lead scoring, where you assign a score based on the properties in your software.

Additionally, you should consider running A/B tests when you get started with ABM automation so you can see what messaging appeals to your ICP.

While ABM does require thoughtful planning and coordination, using ABM software tools — ideally ones that integrate with your CRM and marketing automation tools — can help you automate and scale your strategy.

Editor’s note: This post was originally published in May 2020 and has been updated for comprehensiveness.

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What Is Servant Leadership?

Leadership looks different for everyone.

Some choose to use a democratic style, where they make final decisions after getting input from team members. Some are individualists, focused on personal development and improvement, while others act as a coach that works to help employees develop their skills and build strong teams.

Although different in practice, most leadership styles have in common that the leader is a force of authority at their business — entirely different from servant leadership, where authority is purposely left by the wayside.

In this post, learn about servant leadership, its main characteristics, and how it can benefit your organization.

→ Click here to download leadership lessons from HubSpot founder, Dharmesh  Shah [Free Guide].

What is servant leadership?

Servant leadership is the idea that a leader’s primary goal is to serve their employees and give them the support they need to develop their skills and succeed at their jobs. This differs from traditional leadership in that a leader doesn’t enforce their authority or treat others as subordinates.

Robert K. Greenleaf first coined the term servant leader in his 1970 essay The Servant as Leader. In the essay, he says that the servant leader “Focuses primarily on the growth and well-being of people and the communities to which they belong” and that they “Put the needs of others first and help people develop and perform as highly as possible.”

Essentially, the leader (a boss, CEO, or any type of executive at a business) exists to serve the people that work for the company. In turn, employees supported by a leader with their best interest at heart are more motivated, empowered, high-performing, and able to provide customers with the best possible experience.  

Servant Leadership Characteristics

In his essay, Greenleaf outlines ten fundamental principles of servant leadership, which we’ll discuss below.

servant leadership characteristics

1. Listening

Servant leaders must be good listeners. It helps them get to know the people that work for the business and what they’re all about.

With listening, servant leaders will discover insight about employees that will help them best support their needs, whether it’s understanding areas for personal development or simply learning how employees feel at work and if anything needs to be done to improve their experience.

2. Empathy

Servant leaders need to be empathetic as it’s one of the best ways to help employees grow to be the best they can be.

For example, an employee may express a desire to develop a particular skill, and they want to feel as though you’re listening to them and understanding their needs. Empathy helps with this, as you’ll be able to relate to their interest and ask further questions that help you help them move forward.

Empathy is also critical in servant leadership when it comes to correcting behaviors. For example, say that an employee could not meet a goal at the end of the quarter. With traditional leadership, you may tell the employee that they must perform better without giving actionable advice that will help them do so.

Instead, a servant leader would be empathetic towards the situation and want to understand the roadblocks that caused them to struggle. Of course, you’d still like to ensure that it wouldn’t happen again, but you’d work alongside the employee to guarantee they have the tools to perform better and meet their goals next quarter.

3. Healing

Greenleaf says that servant leaders must understand the importance of healing as people aren’t always used to working in situations where their leader doesn’t force their authority and require compliance.

A servant leader needs to understand that they may need to work with employees to become comfortable with the process and create a working environment that builds trust and helps them be comfortable with your leadership style.

4. Self-awareness

Servant leaders must be self-aware because they need to understand their position and perception within their team. For example, if you’re enforcing your authority, you’re not a servant leader, and you’re likely pushing employees away. Therefore, it’s essential to be aware of the space you take up within your team on a day-to-day basis.

Self-awareness also helps servant leaders understand their strengths and weaknesses when assisting employees to be the best they can be. For example, if you receive feedback that you’re not the best at communicating, you should identify your weakness and work to improve, as employees can’t succeed if they don’t understand you.

5. Persuasion

Servant leaders use persuasion instead of power and authority to influence their teams and get everyone on the same page. You should convince others and get buy-in without forcing compliance or telling people that they simply have to do something because you said they have to.

6. Conceptualization

Conceptualization means that servant leaders can develop a direction for their teams that will bring company success.

This key characteristic directly relates to other skills on this list. For example, suppose a servant leader conceptualizes a goal for employees. In that case, they should be able to persuade without forcing compliance and provide employees with everything they need to help actualize the goal and be there for them throughout the process.

7. Foresight

The Oxford Language Dictionary defines foresight as the ability to predict or the action of predicting what will happen or be needed in the future. With servant leadership, this means using historical performance and current objectives to predict future outcomes and what employees will need to help them succeed.

For example, if your teams have historically struggled with a particular task and that task is required to meet an upcoming objective, your foresight should let you know that you’d want to be present to assist when employees are undertaking that task, and maybe provide extra resources to ensure people don’t get stuck.

8. Stewardship

Stewardship is synonymous with accountability in servant leadership. The leader can take responsibility for their actions and understand how their support for their employees contributes to the overall performance of their teams.

9. Commitment to the Growth of People

Servant leaders want employees to be equipped with the tools and resources they need to succeed and feel motivated to help the company succeed. As such, servant leaders must be committed to the growth and development of people.

In practice, this can look like ensuring employees have the proper training for their required duties, planning development opportunities, or even checking in with employees to understand their career goals and figuring out how to help them get there.

10. Building community

Workplace communities foster a sense of trust and togetherness, which helps people feel like they are working together to meet a common goal. As a servant leader, you’d want to ensure that your workplace feels like a community by building relationships with others and encouraging people to build relationships with their coworkers.

As mentioned above, servant leadership is significantly different from traditional leadership styles. The leader is not an authoritative force but more of a collaborator that works alongside employees to help them succeed. It may be helpful to have some examples of what servant leadership can look like in action, so we’ll discuss some below.

Servant Leadership Examples

Leading by Example

A servant leader is willing to do anything that they ask their employees to do.

So, let’s say that employees are rushing to meet quotas for the month. Rather than instructing employees to just work harder, a servant leader will sit down with them and help them get there. Maybe they take on some tasks, motivate employees, and provide actionable advice that helps them meet their targets.

Collaboration

A servant leader sits down with employees and asks them to share feedback about business processes and whether they help them perform their duties. The servant leader actively listens to feedback, learns from what they’ve heard, and works to make necessary changes to help employees seamlessly do their work.

Empathy

A servant leader cares about their employees as people. If someone comes to them and lets them know that they’re going through something, the servant leader doesn’t tell them to check their feelings at the door or inform them that they better not fall short of expectations.

Instead, they work with the employee to develop a plan that will allow them to succeed despite what they’re going through.

Servant Leadership Can Help Companies Succeed

Although different from traditional styles, servant leaders can build motivated and capable teams that succeed in business.

If you’re a leader looking to try their hand at this leadership style, make sure that you understand who your employees are as people, provide them with the tools and support they need to succeed, and act as an ever-present resource, no matter what they need.

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How to Create a Product Launch Email [Outlines + Templates]

There are few times more exciting in a company than during a product launch. Anticipation brews and a sense of optimism emerges around the prospect of a growth in market share.

Still, a question always arises when a new product launches: do enough people know about this launch for it to be successful?

There are multiple avenues to communicate through during a product launch — ads, social media, PR, and blog promotion, to name a few. Yet, one of the most underrated and effective communication methods to alert internal and external stakeholders is a product launch email.

→ Download Now: Free Product Marketing Kit [Free Templates]

Not only do product launch emails make your customers aware of the product launch, but they also communicate vital information about the launch to those inside of your company.

In this post, we’ll walk you through the steps for writing three different types of product launch emails, including offering suggestions for your product launch email subject lines and outlining the ideal product launch email sequence.

Featured Resource: Product Marketing Email Templates [Download Now]

Product-Marketing-Graphic

HubSpot’s Free Product Marketing Kit is full of the organizational templates you’ll need to spread the word about your product, including email templates. Why waste time starting from scratch? Click here to download the templates.

Internal Product Launch Email

You’ll want to share an internal product launch email with your entire company on either the day of or prior to your product launch. With this email, you’ll want to turn all of the employees at your company into an enthusiastic, well-informed, word-of-mouth marketing team by providing them with:

  • An overview of the product
  • Why employees should be excited about it
  • “Lazy copy” for email and social media that employees can copy and paste

Here’s an outline of an internal product launch email. You can also download it as a template with more details.

1. Subject line and preview text.

Keep the subject line at or under 12 words. We’ll provide a list of examples below.

2. Greeting and tl;dr.

Just like you, the employees at your company are busy, so capture their attention with a quick hello and a 1-2 sentence overview on the product launch.

3. What is it?

Give your readers the very basic info on your product, like what it’s called, what it does, when it’s available to the public, and how much it costs. You should also include an image so readers have a visual reference.

4. Why it matters.

Why should your employees be excited about this launch? You can go a little more in-depth here, so explain what void this product fills in the market and what opportunity you’re seizing on to expand your market share, delight more users, and expand your customer base.

Some questions you can answer in this section are:

  • Does this update address a common customer complaint?
  • Are you bringing your product up to par for the market you’re in?
  • Do you have statistics or revenue projections to prove the importance?

5. How it works.

In this section, give a brief overview of the steps required to get or use this product/feature. How do your customers sign up? Are there any usage limitations? Anticipate frequently asked questions — particularly from salespeople, marketers, account managers, and support reps — and try to reduce confusion upfront.

6. Who it’s for.

If you haven’t already covered it, say who the intended audience for this product is, or if any users will automatically see this new feature. This section is particularly important for regional or language-specific products.

7. Where to go with questions.

Provide the contact info and name of the person or people who are best equipped to answer any questions about the product, its launch, or its promotion.

8. Lazy copy.

You’ll want to make it as simple as possible for employees to share the product launch over email or social media. Provide sample text and URLs that can be copied and pasted — or better yet, pre-made social links from a site like Share Link Generator.

Here’s an example of lazy copy for every situation.

  • Twitter: We’ve just launched [Product Name] here @[Company Name]! This new feature will let you [List Main Benefit]. Click here to learn more about it [Insert URL].
  • LinkedIn: It’s an exciting day here at [Company Name]! Today, we’re announcing our launch of [Product Name] – a new product that [List One or Two Major Benefits or Features].
    We’re thrilled to finally share this with our customers. Learn more at our website, and reach out to me if you have any questions about the new product! [
    Insert Product Page URL]
  • Email:

internal product launch email template lazy copy

Product Launch Email Templates

Remember, you can save time by using product launch planning and email templates. You can download free product marketing email templates here in our Product Marketing Go-To-Market Kit. You and your team can work together to make an exciting product launch campaign if you take advantage of these tools.

So when you create or find the template that’s right for you, add in your product’s information and get your network buzzing about it.

Internal Product Launch Email Subject Lines

Need a good email subject line for your internal product launch announcement email? Try one of these on for size.

  • It’s Time! [Product] is now live. Click to learn more!
  • We just launched [Product] – And we need your help
  • [NOW LIVE]: [Product] is available to the public
  • [Product] launches today. Here’s what you need to know.
  • The moment you’ve all been waiting for: [Product] is here.
  • [PLEASE READ]: Everything you need to know about [Product].
  • [Product] goes live today. Help us spread the word!

Internal Product Launch Update Email

The internal product launch update email is best shared with direct stakeholders in the product launch. For example: product marketers, product managers, designers, social, and PR.

These emails should be sent routinely leading up to the official product launch (every week, every other week, etc.) and provide readers with actionable steps on what has happened since your last email, what needs to be done, and whether or not you’re on track for launch.

Here’s an outline of what your internal product launch update email should look like. You can also download it as a template with more details.

1. Subject line and preview text.

Keep the subject line at or under 12 words. We’ll provide a list of examples below.

2. Days until product launch.

Reiterate the scheduled date of the product launch in addition to how many days remain.

3. Major updates.

List out any major updates that have occurred between the previous email and this one. For example: a bug was fixed, final designs were approved, or you secured placement in a leading circuit on announcement day.

4. Resources.

Link out to shared documents, the campaign planning spreadsheets, or any other resources that your team may need to reference this week.

5. Progress against goals.

Remind your team of the overarching campaign goals in this section and provide a status update (complete, meeting, exceeding, or lagging).

6. Updates by the team.

Run through brief status updates and developments from each team. This is also a great place to share each team’s focus for the upcoming week.

7. Questions or comments.

Encourage recipients to reach out to you directly with any questions.

Internal Product Launch Update Email Subject Line Examples

Choose a subject line for your internal product launch update emails and make it the standard for whenever you send out your updates.

  • [Date] Bi-weekly [Product Name] Update
  • [#] Days Until [Product]: This Week’s Update
  • [Product] Launch Status: Today’s Action Items
  • New from [Company]: A Solution for [Main Problem]
  • [Product]: A Solution to Your [Problem]
  • Available Now: [Product], the Solution to [Problem]
  • [Product] is Now Available. Here’s How You Can Get it.
  • Problems With [Problem]? Try [Product] – New from [Company]
  • At Last – A Solution to Your [Problem]
  • Meet [Product]: A New Product to Help You [Benefit]

External Product Launch Email

The time has come to share your exciting new product with the world.

If you have an established list of loyal contacts in your CRM, create a list of recipients you think would benefit from the product launch email. While you can send out a mass email to all of your contacts, it makes sense to group your contacts together by their lifecycle stage or their interests so that you’re prioritizing customers who would be most interested or ready for your new product.

Here’s how you might want to format an email to your contacts to encourage them to buy or learn more about your new product.

1. Subject line and preview text.

Keep the subject line at or under 12 words. We’ll provide a list of examples below.

2. Greeting and tl;dr.

Like your fellow employees, your customers are also very busy. Don’t bury the lede — start the email off with the big news! Buzzwords like “new,” “big news,” or “now available” would be good to implement here, alongside a quick overview of what the product is called, what it does, and an image of the product.

3. Overview of the product.

Provide a high-level summary of what the product is, why it was made, and what it does.

4. Key features.

List the key features or benefits of this offer. If you have a product demo video, you may want to link to it here.

5. Call-to-action.

Leave your contacts with an actionable next step. Do you want them to reply to you with questions? Sign up for a demo? Check out the new product page on your website? Whatever your desired next step is, make it abundantly clear with a link or by bolding the action.

External Product Launch Email Subject Lines Examples

Want to grab the attention of your contacts? Try one of these product launch email subject lines:

  • New from [Company]: A Solution for [Main Problem]
  • [Product]: A Solution to Your [Problem]
  • Available Now: [Product], the Solution to [Problem]
  • [Product] is Now Available. Here’s How You Can Get it.
  • Problems With [Problem]? Try [Product] – New from [Company]
  • At Last – A Solution to Your [Problem]
  • Meet [Product]: A New Product to Help You [Benefit]

Product Launch Email Sequence

To spread the word for your product launch more efficiently, consider enrolling your contacts into an email sequence in your email marketing software. Here are the steps you might want to follow:

Internal Product Launch Email Sequence

1. Introductory email: Alert the employees the product development is in progress and why.2. Pre-launch email: Let employees know when the product is set to be launched and what is expected of them on launch day.
3. Launch day email: On the day of the product launch, alert all employees the product is available to the public and provide share links.
4. Follow-up email: After some time has passed, send employees an update of your performance against goals, and a reminder of how employees can help the product launch be more successful.

External Product Launch Email Sequence

When you want to build anticipation among your contacts, consider an external product launch email sequence. This can be used to gradually increase your prospects’ interests before and after the product comes out.

Remember: you may only want to enroll people in this sequence that meet certain qualification criteria.

1. Pre-Announcement Email.

This email comes once you feel the product is in a good place and you’re comfortable announcing its release date to the public. It should include a basic description of the product in addition to an expected time frame. We suggest not identifying an official launch date unless you are absolutely confident the date you have chosen is accurate — you never know what could go wrong between now and then, so it’s best to play it safe.

2. Announcement Email.

This email should be the official email announcement of your product. We’ve outlined what should be included in this email in the section above, but remember to keep the content in this email short, informative, and actionable.

3. Follow-Up Email.

This email should be sent to the contacts you feel would be a good fit for your new product but didn’t follow up with your original email. Kindly remind them that you think they would benefit from this new product and you’re excited to hear if they’re interested.

When building excitement for your new product, having this sequence can keep your customers waiting in anticipation of your next best thing. Take a look below at an example of a real, recent product launch.

Email to Customer about New Product Example

Samsung has been exceptionally successful in advertising its new Galaxy Fold cell phones, and its emails have been building suspense for them for over a year.

This email example serves as one of its pre-announcements, allowing excited customers to pre-order the device. Previous emails they’ve sent have included the specifications and features of the Fold, and this email gives a time frame of when customers should expect its arrival.

email to customer about new product example

You can keep it simple as shown above, or get creative in your new product emails — just make sure it’s conveying the information your customers want to know.

Ready, Set, Launch! (Your Next Product)

Build your email marketing campaigns in a way that appeals to your own internal team, and your customers in search of the next best thing. We hope you can implement some tips from this guide into your marketing, and wish you the best of luck in your next product launch.

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What Is Facebook CBO? Budget Optimization Done Right [Tutorial]

Within 1.84 billion daily active users, Facebook is a valuable platform for marketers. In fact, 10 million advertisers already use the platform to meet their marketing goals.

There are various types of ads you can run on the platform to meet different needs, like lead generation ads, videos, or carousel ads. However, regardless of the ad you choose to run, each has one thing in common: they cost money.

In this post, learn about CBO, a specific type of budgeting option on Facebook, the benefits it can bring to your campaign marketing, and how to use it on Facebook ads manager.

Sign Up for HubSpot Academy's Free Facebook Ads Training Course

The most significant benefit to CBO is that your campaign spending is optimized for top-performing ad sets. You’re not spending equal amounts on poor-performing and high-performing ads but instead spending more money where you’re going to maximize ROI.

In addition, the process is automated — an algorithm learns from your campaign goals and the ads you want to run and distributes money without you needing to do anything. With other processes, like ABO, changes need to be made manually.

Facebook CBO vs. ABO

Ad Set Budget Optimization, or ABO, is when you create a set budget for each ad set, and each receives the same amount of money, regardless of performance. It’s not an automated process, so you need to track performance and make necessary adjustments on your own.

With CBO, you set an overall campaign budget, and an algorithm distributes money to different ad sets based on what it deems will perform best. As a result, different ad sets may receive more money. The image below is a graphic that shows the difference between CBO and ABO on Facebook.

facebook campaign budget optimization diagram

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For example, if your overall budget is $100 and you have four ad sets, each ad set will receive $25 with ABO. With CBO, a campaign budget of $100 will be distributed based on opportunities for high-performance, so one ad set may receive $25, another $35, another $20, and another $20.

How To Set Up Facebook CBO

Setting up Facebook CBO is a relatively straightforward process, and we’ll outline the steps below.

1. Navigate to Facebook Ads Manager.

2. Click the blue Create New Campaign button.

3. Name your campaign.

4. Select your designed campaign objective from the pop-up menu (as shown in the image below).

facebook cbo tutorial: set campaign goal

5. Scroll down to the bottom of the page and toggle the Campaign Budget Optimization button into the on position, as highlighted in red in the image below.

facebook cbo tutorial: campaign budget optimization toggle button

6. Once toggled into the on position, you’re prompted to specify whether your campaign budget has a daily spend limit or if it’s an overall lifetime budget (as shown in the image below).

facebook cbo tutorial: campaign budget type

7. Select your campaign bid strategy, which is how you want your budget to be spent.

facebook cbo tutorial: campaign bid strategy

8. Once you’ve entered all of the above information, you’ll be prompted to enter standard information you’d enter when creating a standard Facebook ad (conversion location, campaign schedule, audience information, asset placements, etc.).

Should you choose to use CBO, it’s essential to follow best practices.

Facebook CBO Best Practices

Let’s go over some best practices for using CBO, according to Facebook.

1. Use large audiences.

Larger audience groups make it easier for the algorithm to make accurate, strategic decisions for distributing funds for your campaigns. More audience members equal more metrics, which equals more available data for the algorithm to study and learn from.

2. Don’t use too many ad sets.

Facebook notes that exceeding 70 ad sets limits the number of edits you can make after publishing and also causes the algorithm to take more time to learn from your data and optimize your ad spend for higher performance.

3. Don’t pause and unpause your ad sets.

CBO is an automated system, so your campaign budgets are distributed based on active ads. If you pause certain sets, their data does not get factored into the algorithmic decision process, and it will allocate your budgets elsewhere. If you leave ads paused for too long, it’s possible that spending will be used up, and your paused ads won’t run.

4. Be strategic about ad set spending limits.

CBO is most powerful when the algorithm has free reign to learn from data and metrics. If you set too many limits on ad spending, like daily budgets, the algorithm has less flexibility, and your budgets will be less optimized.

If you prefer to set stricter limits and optimize per ad set, Facebook recommends using ABO.

5. Input all changes in bulk.

Facebook says that it takes significant time for campaign changes to go live when using CBO, so it’s essential to make all adjustments in bulk to minimize downtime.

CBO Helps You Optimize And Save Time

Using Campaign Budget Optimization on Facebook helps save you time through automation and ensures that your spending on the platform is optimized for best results. If you decide it’s right for you, consider the best practices and begin creating your campaign in Ads Manager.

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10 Social Media Trends Marketers Should Watch in 2022 [Data + Expert Tips]

Over the past two years, we’ve seen a shift in the way brands promote their products or services on social media. 

And, as social media popularity continues to grow — we reached over 3.7 billion social media users globally in 2021 — brands aren’t just wondering how they’ll engage huge social media audiences next year. They’re also asking, “What social media trends should I expect in this constantly changing landscape?”

To learn more about what brands can expect in 2022 and beyond, HubSpot’s Blog surveyed over 1,000 marketing professionals to learn which trends B2B and B2C businesses will leverage in 2022. Additionally, I spoke with social media experts and dug through HubSpot and Talkwalker’s 2022 Social Media Trends Report to uncover unique perspectives on the upcoming year. 

Below, I’ve compiled ten expert or research-backed trends social media marketers should watch and leverage in 2022. Let’s dive in. 

Download Now: Social Media Trends in 2022 [Free Report]

Trends to Watch in 2022

1. TikTok will dominate the social media space.

During the pandemic, I began hearing about one new commonality among most of my colleagues and friends: TikTok. 

TikTok has seen undeniably fast growth. In fact, the term ‘TikTok’ saw a 61% increase in mentions year-over-year during the beginning of 2021, and was the first non-Facebook app to reach 3 million global downloads

With fast growth, it’s easy to assume it’s a passing fad — but that doesn’t seem to be the case here. HubSpot’s social team believes TikTok offers unique opportunities to engage directly with consumers, and major brands such as the NBA and Dunkin’ are leveraging the app to reach new audiences. 

Additionally, Ben Jeffries, CEO of Influencer.com, says that “in 2020, TikTok was the world’s most downloaded app and with more and more consumers choosing to use the creative and humorous entertainment platform, brands are waking up to the opportunity to capture a new audience and showcase their brand personality.”

Jeffries adds, “This popularity has also encouraged the more established social media platforms, including Instagram and YouTube, to experiment with new content forms that will grab the attention of the TikTok generation.”

Other social media businesses have used TikTok’s popularity as inspiration to alter their own platform’s features. For instance, Instagram employed TikTok lookalike features in its own version, called Reels, and Reddit just announced a similar short-form video feature on its own platform. 

Elena Melnikova, CMO at Talkwalker, told me, “When the pandemic forced us online, social media became our lifeline — for shopping, communication, and work. Looking for entertainment, TikTok became the go-to channel. It made us smile. It made us laugh. It relieved the boredom of being stuck at home. We were eager to join the party.

Melnikova adds, “Lockdown supercharged TikTok. Having grown so quickly, brands can’t afford to ignore the platform’s potential. With an audience dominated by Millennials and Gen Z — tech-savvy generations, demanding innovation, creativity, personalization, and transparency — TikTok will help connect brands to a younger, more creative demographic.”

In 2022, we’ll continue to see the rise of TikTok as more brands explore how they can leverage the app’s popularity to expand brand awareness and reach new audiences. Additionally, we’ll watch TikTok’s ripple effect on the social media landscape at-large, as other platforms alter their features to expand emphasis on short-form, “snackable” content.

2. Reaching new audiences will become the number one social media goal for businesses. 

In 2021, HubSpot’s Blog Research found the primary goals of most marketers’ social media strategies were: 

  • Advertising products/services (35%)
  • Increasing brand awareness/reaching new audiences (34%)
  • Increasing revenue/sales (34%)

*(Select up to three.)

However, 76% of marketers say their goals will change in 2022

As we enter 2022, most marketers primary goals include: 

  • Increasing brand awareness/reaching new audiences (39%)
  • Fostering relationships with customers/increasing brand loyalty (33%)
  • Improving customer service and retention (32%)

During the pandemic, most consumers needed to shift to an online-first purchasing experience. 

As we head into 2022, then, it makes sense that brands are contemplating how they can reach new audiences through social media, foster deeper relationships with existing audiences, and improve customer service to ensure long-term customer loyalty. 

To increase your social media presence, it’s critical you stay active and consistent in your posting, leverage trends and buzzy content, and invest in high-quality creative assets. 

Additionally, to foster deeper relationships with your existing audiences, you’ll want to engage with your followers through interactive elements such as polls, Q&As, and live videos. 

3. Companies will make more dedicated social media hires. 

Social media is an undeniably powerful strategy for your business. 

And social media isn’t just for brand awareness, either. It’s also an effective tool for generating revenue. In fact, 79% of people say that user-generated content on social media significantly impacts their purchasing decisions.

Which is why you’ll see more companies making dedicated social media hires in 2022, rather than tasking a busy marketing team with social media as a side project. 

what will social media look like in 2022 according to an expert

As Founder and CEO of Jotform, Aytekin Tank, told me, “One big trend for social media marketing in 2022 is to make a dedicated hire. Companies frequently manage social media by committee or pass it off to a marketing generalist. But the problem is when social media isn’t prioritized, organizations miss out on the opportunity to optimize platforms and turn them into revenue generators.”

“A dedicated social media hire can solve this problem and help organizations grow platforms, keep tabs on social analytics, be part of industry-specific conversations, experiment with new platforms and trends, and more — all of which contributes to a stronger brand and more leads for your company. We’ve done it at Jotform, and it’s worth it.”

If you haven’t already, consider hiring a social media community manager to build and engage with your online audiences. These managers are the tone, voice, and conversations behind your brand — so it’s worth it if your audience is eager to engage with your brand through social media. 

4. Augmented Reality will become consumers’ preferred way to try-on products and interact with brands.

Augmented Reality (AR) has been around for a few years now, and it’s becoming increasingly common for brands to use AR to enable consumers’ to test products before purchase. 

AR has proven effective for a business’ bottom line, as well. In fact, AR can improve click-through rates to purchase by upwards of 33%.

Carolina Arguelles Navas, Snap Inc.’s Head of AR Product Strategy and Product Marketing, told me she believes augmented reality (AR) will become consumers’ preferred option when trying on products in 2022.  

As Navas puts it, “For brands, AR is the most personal way to reach people and is more effective at driving results compared to other forms of advertising and marketing.”

Navas says, “We’ve seen interest and engagement with AR explode over the last two years, and have over 200 million Snapchatters engaging with augmented reality every day. The trend is here to stay, and it’s only going to continue growing.”

If you think AR could be a good fit for your brand, Snapchat is an effective platform to test it — the social platform reaches over 90% of 13-24 year olds, and over 75% of 13-34 year olds in the U.S., including nearly one of every two smartphone users, so it’s a good opportunity to get your products in front of a large audience. 

5. Businesses in the B2B space will increase their investments in Instagram and Twitter.

Instagram and Twitter aren’t new to the social scene, but many marketers are still seeing increases in ROI across both. 

For instance, Twitter reached almost 200 million monetizable daily active users in Q3 of 2020, up 29% YoY. 

Instagram, on the other hand, experienced a nearly 14% jump between 2019 and 2020 in its users’ time spent on the app, to an average of 30 minutes per day. This was higher engagement growth than all other social platforms.

As Twitter and Instagram continue to succeed, we’ll see more marketers invest in both platforms in 2022. HubSpot’s Blog found 70% of marketing professionals plan to invest more heavily in Twitter in 2022, and 63% plan to invest more heavily in Instagram. 

In 2022, consider where you might increase your own investments to find more ROI from the platform(s) that are already serving your audiences.

6. Influencer marketing will mature in 2022.

The pandemic undoubtedly sped up the rise of “unfiltered” (or less scripted) content, as well as “everyday influencers” — such as micro-influencers and nano-influencers.

Many people trusted influencers more than brands during the pandemic. Which is why influencer marketing is a strong avenue to explore in 2022. 

When asked which trend she’s watching in 2022, HubSpot’s Senior Manager of Social Media Kelly Hendrickson told me, “I’m watching the increased and adapting use of influencers in 2022. The continued rise of influencers in spaces like TikTok, where brands have had a harder time establishing themselves, are ripe for content partnerships.”

As alignment between social media and e-commerce strengthens, we’ll see more influencer partnerships used to increase businesses’ sales. 

what will social media look like in 2022 according to experts

However, it will be important in 2022 to align with the influencers that make the most sense for your brand. This will include influencers with potentially smaller but more engaged audiences, as well as influencers who specialize in more niche topics that make the most sense for your brand. 

Gaurav Sharma, founder and CEO of Attrock, adds, “To see great results, you can run an impact-oriented influencer marketing campaign with 10-30 micro-influencers for at least 6-12 months. If you get it right, you could skyrocket your business growth quickly.”

“[And] to get a higher ROI on social media marketing, I would suggest marketers leverage influencer marketing platforms to collaborate with the micro-influencers.”

7. Social advertising will become more sophisticated. 

As Google plans to phase out cookie tracking by 2023, you’ll begin to see “the death of the third party cookie” happen in the upcoming year — which means many marketers will need to pivot their existing strategies as social advertising evolves. 

Fortunately, there are plenty of highly effective advertising options that don’t require third-party cookies. To name a few: User-generated content, targeted and personalized ads across social media platforms, email marketing, and search engine retargeting campaigns. 

Rather than using third-party cookies to define your advertising playbook, this is a good opportunity to develop a data-driven strategy using metrics to understand your users’ interests and preferences on a deeper and more personal level.

8. Businesses will invest in more long-form and short-form content, as well as live audio chat rooms. 

It’s no surprise that video is an increasingly popular format across social channels, particularly with the rise of video-focused platforms like TikTok. 

The HubSpot Blog found 64% of marketers plan to leverage more short-form videos in 2022. Snackable content has been proven effective, so these short-form videos will likely be brief, engaging, digestible pieces of content that span across social channels. 

Additionally, 89% of marketers who leverage long-form videos plan to increase their investment or continue investing the same amount in 2022, according to HubSpot Blog Research.

All of which is to say: If you haven’t already invested in short or long-form video, try testing both as we enter the new year to determine which option your audience prefers. 

Additionally, roughly half of marketers plan to invest more in live audio chat rooms such as Clubhouse or Twitter Spaces in 2022. 

Consider how you might leverage alternative forms of content in 2022. Beyond visual elements like videos and posts, test out audio content to see if there’s an interest from your buyer persona. 

9. Social selling demands will grow.

Over the past few years, social platforms have worked hard to create native shopping experiences so users can purchase products without ever leaving their sites.

Consider, for instance, Instagram’s Shoppable Stories, where you can tap on a product sticker to purchase without leaving the app. 

Other platforms have invested in native advertising to ensure a more seamless experience for users. TikTok, for instance, created an advertising format called Spark Ads, which allows brands to boost the profile of existing organic content.

As we enter 2022, we’ll see more brands leverage social selling to reach users whenever — and wherever — they’re ready to buy. If your users prefer purchasing your products from Instagram, why not let them? 

10. Consumers will crave snackable content.

In 2020, we saw the rise of TikTok and Instagram Reels, continued engagement on Stories content from Facebook, Instagram, and Snapchat, and brands creating other short-form or “snackable” pieces of content to educate consumers about their brand. 

As social media attention spans continue to shrink and more people scroll endlessly through feeds while bored at home, don’t expect snackable content to lose steam anytime soon. 

To learn more about four types of snackable content your brand should leverage next year, check out this helpful post. 

Which Trends are Losing Steam?

Now that we’ve covered a few trends that will take off in 2022, let’s explore a few trends that seem to be losing steam. 

1. Ephemeral Content

HubSpot Blog Research found that 67% of B2B and 41% of B2C marketers say they’ll stop using ephemeral content (i.e. disappearing content, such as Instagram Stories) in 2022. 

It’s difficult to create high-quality, engaging content, so some marketers might find it’s not worth the effort to create content that will disappear in 24 hours. If you find your ROI isn’t high enough for ephemeral content, consider testing out longer-term types of content, like videos or posts. 

2. Interviews and Expert Discussions

Finally, HubSpot Blog Research found 48% of B2B and 56% of B2C marketers say they’ll stop conducting interviews, podcasts, or expert discussions. 

Interviews, podcasts, and expert discussions can be incredibly effective for increasing brand awareness or reaching new audiences — but it’s also time-consuming, and it can be difficult to track metrics related to sales.

Some marketers may have decided that the cost for production wasn’t worth it for their businesses, particularly if their specific audience isn’t interested in listening to long-form audio content. 

Starting a podcast makes a lot of sense for some brands, but others might find better ROI with other marketing strategies, such as video or email marketing. Ultimately, you’ll want to do what’s best for your audience. 

How to Capitalize on 2022 Social Media Marketing Trends

Now that we’ve covered some of the most popular social media trends you’ll see in 2022, let’s recap steps you can take to leverage these trends to boost your own social activity. 

Here are a few steps your social team can take to leverage these trends, attract new audiences, and build a larger following:

  • Leverage video whenever possible. People love video right now, especially live video content, which feels especially authentic. Test out live video channels like IGTV or Facebook Live to see how they perform. 
  • Create relatable content. Don’t be afraid to show a different side to your brand. Highlight customer stories; talk about your company’s larger mission or purpose; give us a ‘day in the life’ of one of your employees. Go beyond your product or service to create a deeper connection with your audience.
  • Use a conversational tone. Create social media captions like you’re speaking to a friend. Of course, you’ll want to stick to your brand’s voice, but play around with how you might converse with your audience through social channels. Consider asking your followers questions or telling stories to increase engagement levels. 
  • Use design elements for snackable content. Test out memes, gifs, short videos, quick quizzes, fun infographics, etc. to figure out how you might attract, and hold, an audience’s attention even when they’re scrolling quickly through their feeds. 
  • Quality over quantity. No need to post once a day. Audiences appreciate quality over quantity — consider how you might set up a schedule so you’re regularly posting content but not overposting. Use analytics to determine the right cadence for your own brand. 

Finally, consider exploring new or unexpected social platforms to reach new audiences.

As HubSpot’s Senior Manager of Brand Social Kelly Hendrickson told me, “I expect we’ll see brands further exploring channels outside of the pay-to-play kingpins: Facebook and Instagram. With ongoing public scrutiny, a lengthy outage, and increased concern around data privacy when it comes to Facebook, brands may turn to channels that their audience trusts — channels like Reddit, Pinterest, and Discord.”

Navigating Social Media in 2022

Today, the world around us is constantly changing. And, although we think we know what to expect with social media, this list of trends is likely not exhaustive of what we’ll see in 2022.

As a social media marketer, the best thing you can do is to continue to research trends, online consumer behaviors, and your team’s social media data to determine which trends or strategies to lean into or how to navigate unprecedented online scenarios. 

One great place to start doing this research could be our HubSpot and Talkwalker’s recent Social Media Trends Report.

Along with insights and quotes from social media experts, our Social Media Trends Report walks through all the major 2022 trend predictions to know about, and how your brand can keep up. To see the free report, click here or the banner below.

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Author: Caroline Forsey

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What Will Influencer Marketing Look Like in 2020?

Have you ever purchased something because a well-known person you admire used the product or service?

I’m guilty of this — in fact, I recently bought myself a new waterski because a professional water skier and micro-influencer, Whitney McClintock, shared a video on Instagram of herself using the ski.

I was in the market for a new ski and followed Whitney for quite some time. I figured since she used this particular ski, I should too — if Whitney promotes it, why wouldn’t I love it?

Download Our Guide to Influencer Marketing Essentials

You might be thinking, “Slightly questionable logic, Kristen.” Maybe.

But, did Whitney’s post get me to buy the ski? Oh, yeah. (And I do love my new ski for those of you wondering.)

This is just one example of a tactic used by businesses across virtually every industry called influencer marketing.

Examples of these channels include social media, blogs, columns, digital and print ads, and television. Influencer marketing is increasingly more popular among businesses these days because traditional advertising has become less effective in attracting leads and customers.

Influencer marketing works because it uses tactics like word-of-mouth marketing and social proof, which are now critical aspects of any successful marketing strategy.

Customers trust their peers, friends, and people they admire more than the companies selling the products and services they buy and use.

Before we dive into the different types of influencers, let’s review the difference between a brand influencer and a brand ambassador, as they’re often confused terms.

Brand Influencer vs. Brand Ambassador

A brand influencer refers to someone who has a following within a specific niche that they engage with regularly. Because of this, they have the power to impact their purchase decisions.

The major types of brand influencers are:

  • Micro-influencers
  • Celebrity influencers
  • Blog influencers
  • Social media influencers
  • Key opinion leaders.

We’ll define each type later on.

For example, social media influencer @carlosdharrisjr recently partnered with ECCO Shoes to promote its product. Harris tags the brand in his posts to increase the brand’s awareness and encourage them to learn more about them.

instagram lifestyle influencer

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A brand ambassador, on the other hand, is hired by a business to work under contract to help them achieve specific goals: increase brand awareness and boost conversions and sales.

A brand ambassador’s contract is typically long-term, anywhere from several months to years. During that time, they represent the brand and the lifestyle associated with it and have deep knowledge about the business’s products or services. They don’t necessarily need to be an influencer before becoming an ambassador.

For example, Quest Nutrition’s brand ambassador program requires all interested individuals to apply to their program. Quest looks for individuals who embody their brand, are positive spokespeople for their products, create social media posts to promote their products, and live the Quest lifestyle.

Anyone who fits their criteria can apply and has the potential of being accepted. Applicants aren’t required to have a highly successful YouTube account, thousands of followers on Instagram, or a popular blog to become a brand ambassador.

quest brand ambassador program page

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In this article, we’re going to focus on brand influencers.

However, before we dive into the various types of brand influencers, let’s take a look at some important statistics that prove working with an influencer is effective in helping you reach your marketing goals.

2021 Influencer Marketing Stats

Influencer marketing is an investment — to get it right, you have to devote time to ensure you find the right influencer to promote content that appeals to your target audience.

You also have to spend money and/ or resources to reward the influencer, run various campaigns with the influencer, and more depending on your specific marketing goals.

Here are some statistics to help you understand the lay of the land.

  • In 2021, roughly 58% of marketers said influencer marketing was the most effective marketing trend, ahead of SEO, experiential marketing, and short-form video content. (HubSpot Blog Research)
  • 80% of marketers say influencer marketing is effective, and 89% say it works just as well (if not better) than other marketing channels.
  • In 2022, 86% of marketers plan to continue investing the same amount or increase their investment in influencer marketing. (HubSpot Blog Research)
  • Instagram is the most popular platform for influencer marketing. However, Facebook is considered the most effective social platform for influencer campaigns. (HubSpot Blog Research)
  • 71% of marketers say the quality of customers and traffic from influencer marketing is better than other sources.
  • In 2022, 71% of marketers plan to increase their investment in influencer marketing on Clubhouse. (HubSpot Blog Research)
  • Snapchat and Twitch are among the lowest-performing channels for influencer marketing. As a result, they’re the top two platforms marketers plan on divesting from in 2022. (HubSpot Blog Research)
  • The biggest challenge marketers face with influencer marketing is measuring the ROI of the campaign. Cost is the second biggest hurdle marketers face.
  • Of all age groups, Gen Zers trust influencers the most.

1. Micro-Influencer

Micro-influencers — like Whitney — have a relatively modest following of thousands or tens of thousands of people. They create relevant content for their audience and communicate with them via social media platforms, blogs, other written publications, websites, and forums.

Due to the size of their following and the type of content they create, they typically have high engagement rates. Having a smaller audience allows micro-influencers to bond with the people who follow them more regularly (as compared to a celebrity with millions of fans) via their channel.

This makes them appealing to work with for businesses looking to develop personal relationships among their target audience.

How to Work With a Micro-Influencer

Micro-influencers can be established on a variety of channels. So, once you’ve chosen the micro-influencer to partner with, you can have them write a post about your service, share an online review, or post a picture on Instagram with one of your products. Due to the manageable size of their base of followers, they’ll be able to engage with your target audience on the content they share about your products and brand.

This way, they can answer any questions the audience members may have about your products, communicate their experience with your products, and direct audience members to your website or customer support team if necessary.

Micro-Influencer Example

Sisters Hermon and Heroda are fashion micro-influencers with roughly 89K followers on Instagram.

In addition to sharing fashion looks and tips with their followers, they are also disability advocates and often share what it’s like being deaf.

instagram influencers hermon and heroda

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In their ad, the duo shared a video in which they illustrate how being deaf can be considered a barrier in society and how that can make you feel powerless.

They then introduce the brand, Molton Brown, and how its latest fragrance makes them feel “audacious, intense, and passionate.” In the caption, they continue to share how the brand’s collection resonated with them because of their life experiences.

This is a great example of how influencers can effectively tie their own personal stories to a brand’s product, making the messaging even stronger.

2. Celebrity Influencer

Celebrity influencers are famous people with large followings — typically in the millions — who are known across many industries. They’re widely recognized and, therefore, have the potential to be very successful in influencing your target audience.

Even if your target audience doesn’t overlap with all of your celebrity influencer’s fans, having them promote and/ or use your product or service is a powerful form of social proof. Since celebrities are so well known, they’re effective at reaching multiple audiences across various channels.

How to Work With a Celebrity Influencer

Since celebrities are so well-known, there are many ways to work with them. You may focus on social media, print or online ads, TV commercials, blogs, or other written publications.

You can ask the celebrity to:

  1. Post a picture or video promoting your products.
  2. Share the benefits of using your products.
  3. Offer coupons and discount codes to their audience.
Celebrity Influencer Example

In a recent Instagram post, supermodel Winnie Harlow shared a post in which she rocks a Fendi back, with a short copy that reads, “The first secret to success is believing in yourself.”

celebrity influencer winnie harlow

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Fendi’s mission is all about turning dreams into reality. Harlow has been vocal about her struggle with bullying as a child due to her appearance. However, that didn’t stop her from pursuing her dreams of becoming a supermodel.

She serves as a symbol of perseverance and confidence, which is in great alignment with the brand. As a brand, you want to make sure that the influencers you work with align not only with the audience you want to reach but also with your values.

3. Blog Influencer

A blog influencer is someone who writes for their established blog and has thousands, or millions, of subscribers and readers. Their reach and influence set them apart from other bloggers (meaning, they aren’t just writing for themselves or a very small group of people).

How to Work With a Blog Influencer

To collaborate with a blog influencer, you may write a guest post for their blog, ask to be mentioned in one of their posts, or sponsor a post about one of your products or services. If you sponsor a post on the influencer’s blog, you can also provide images of your products for them to share as well.

Blog Influencer Example

A popular lifestyle blog influencer is Hannah Bronfman of HBFIT.

Bronfman writes about health, beauty, fitness, and creating a life that makes you happy and feels good. Between her blog subscribers, social media following, ads, the book she wrote, and the app she created, Hannah has millions of audience members and fans who keep up with her life.

Her blog features a variety of product, gym, and spa reviews. She collaborated with Face Gym, a local facial studio, on a sponsored blog post about their services and facial treatments.

blog influencer hbfit

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Bronfman included information about the unique studio, facial experience, why her audience members would love the services Face Gym offers, as well as a coupon code for their first visit.

There are also pictures of Face Gym and the services they offer in Bronfman’s blog post to give audience members a better idea of what to expect from the studio in terms of services and atmosphere.

4. Social Media Influencer

Social media influencers are well-recognized on social platforms, such as Instagram, YouTube, Facebook, or Twitter, and are followed by thousands or even millions of people.

Social media influencers share content about a wide range of topics such as health, workouts, cars, diet, outdoor activities, travel, fashion, art, beauty, and interior design.

How to Work With a Social Media Influencer

Once you find a social media influencer with an established image that works for your brand, posts content you feel complements your products or services, and has followers who are also members of your target audience, you can determine what type of content you’re going to have them promote.

If the influencer is on Instagram, you may have them post a picture with your product and tag your social account. If they’re on Facebook, you can ask them to share a live video of them opening your product and if they’re on Twitter, you can have them write a brief statement about your product and pair it with a picture of them holding it.

On YouTube, you may have the influencer share a video of them using your product while explaining the reasons why they love it.

On any social media platform, you can also have an influencer host a contest or giveaway with your products or share coupon codes.

Social Media Influencer Example

Tabitha Brown is an actor and vegan influencer who gained popularity on TikTok and Instagram through her buoyant personality. Her 3.9M followers on Instagram consist of health-conscious individuals who enjoy learning about Brown’s vegan recipes, lifestyle, and life advice.

Recently, Brown partnered with plant-based meal company Orro and posted an image on Twitter of her pouring one of their products into a glass.

social media food influencer tabitha brown

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The post directs the audience to the website where they can learn more about the brand and discover their line of products.

Because Brown is such a strong figure in the plant-based, vegan community, she was a great partner for the brand. She even has a strong community of non-vegan followers, who simply enjoy her personality and content. This allows Orro to potentially reach multiple personas.

5. Key Opinion Leader

Key opinion leaders (KOLs) are high-level experts on a specialized topic within a particular field. For example, a KOL might specialize in makeup application, the Paleo lifestyle, or Bikram yoga.

If your business is looking to attract audience members in a very specialized field, a KOL is a great option — due to their expert knowledge on a certain topic, KOLs are trusted contributors in their industries and have followings of people who are also invested in those subjects.

How to Work With a KOL

KOLS, like micro and celebrity influencers, are present on many channels, such as social media, blogs, other written publications (like academic journals), and ads. Therefore, your business has many options for how you decide to work with a KOL.

You might have them review one of your products on YouTube, mention you in their column, write a blog post about your brand, share a post about your product on Instagram, or pose with your product for a print or digital advertisement.

KOL Example

Kandee Johnson is a makeup influencer with over 3.9 subscribers on YouTube and over 1.8 million followers on Instagram.

She’s a makeup artist pro — her expert knowledge on makeup application makes her a key opinion leader in the makeup and cosmetic industry. Kandee shares thousands of makeup tutorials, makeup tips and tricks, and product reviews on YouTube and Instagram.

key opinion leader kandee johnson youtube

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She has shared sponsored content for BoxyCharm — a subscription service that provides customers with a box of several new beauty products every month — promoting their service, as well as her favorite products in the box, among her millions of followers and fans.

kandee johnson instagram influencer

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BoxyCharm’s target audience includes lovers of beauty products, cosmetics, and makeup which works with Kandee’s huge base of followers. They had Kandee share a post with one of their boxes, describe which products inside she was most excited about, and tag them in her post.

Now that we’ve covered the different types of influencers your business can work with, let’s review how to find these influencers so they can begin helping you reach your target audience.

How to Find Influencers

Identifying the right influencer to work with might seem like a daunting task — so, we’ve put together this list of ways you can use to find the right person to help you improve your brand awareness and reach.

Google Search

The most straightforward way to go about an influencer search is with the help of Google (or any search engine). Remember an influencer is already creating content in your field and reaching your target audience. So, a Google search for industry-related terms and keywords will surface experts in those areas.

Review articles related to various topics in your field, conduct individual searches for people you’ve heard of or know are already high impact contributors, and scan industry-specific sites and web pages for influencers.

Social Media

You can also search for influencers on various social media platforms. Whether or not you’re going for a social media influencer, most influencers will likely have some sort of social media presence — their profiles serve as a great way to learn more about them.

On social, search for keywords and phrases, specific users, hashtags, and tagged audience members on specific posts (brands and social users may have tagged influencers you could potentially work within posts).

Don’t forget to look in the comments sections of high-traffic posts related to your industry or type of work as influencers may have posted comments and interacted with members of your target audience there. You can even get some ideas from influencer posts on your competitor’s accounts.

Referrals

Use your current network (professional and personal) to obtain referrals. Look for KOLs on LinkedIn and ask your team if they’ve recently followed any micro-influencers on social who regularly post content that’s compatible with your brand and image.

If you’ve worked with any influencers in the past, ask them if they’re willing to connect your business with other influencers they know as well.

Blogs

Reading blogs is another great way to locate influencers — that is, both the blog authors and their sources. Scan for the people mentioned in the blogs. Perhaps the blogger is reviewing their work, mentioned a quote from them, or asked them to contribute to the piece.

Additionally, themed publications (business, art, beauty, or fashion) often do expert round-ups where they feature dozens of influencers. You can research the individual further to determine if they’re a good fit for your business.

Influencer Software

Due to the rising popularity of influencer marketing, various technologies and software have emerged to help businesses identify influencers and measure their success.

Two of the most popular options include BuzzStream and BuzzSumo.

  • BuzzStream allows users to research influencers. As a user, you also can build profiles, review influencer interactions, measure their success through engagement metrics, and review their contact history.
  • BuzzSumo allows you to identify key influencers that are popular among your target audience. It also allows you to analyze which types of content perform best for influencers and review the content of your competitors.

Talent Agencies and Agents

If you’re looking to hire a specific celebrity influencer, it’s unlikely you’re going to be able to send them a direct email or give them a call (although that’d be pretty cool). Instead, you’ll probably have to go through a talent agency or work with an agent to determine whether or not that celebrity is willing to work with your brand and for what price.

Let’s dive into how you can create an influencer marketing strategy for your business. This strategy will allow you to manage all aspects of your relationship with an influencer. It’ll also ensure they’re successful in helping you achieve your campaign goals.

1. Determine your campaign goals.

The first step is to create goals for your influencer marketing strategy — these will help you measure the success of your campaign. Think about your objectives in terms of SMART goals.

When working to develop influencer marketing SMART goals, there are three factors to keep in mind: reach, relevance, and resonance. These will help you focus your goals on the different aspects of influencer marketing.

Use a free template to determine your SMART goals.

  • Reach is the ability to deliver content to your target audience through an influencer — it helps you improve brand and product awareness. For example, how many people on Instagram are actually seeing the content an influencer is posting about your product?
  • Relevance is the level of connection your audience feels to your brand, product, or service due to the work of an influencer — it’ll help you enhance brand loyalty. For example, if your audience sees a celebrity they love and admire with your product, they might begin to feel a strong connection to it, too.
  • Resonance is the ability to drive audience members to a specific action because of an influencer’s content — it’s all about impact and memorability. Resonance helps you increase your follower count, drive traffic to your site, and boost conversions. For example, if your audience reads a blog post written by an influencer about your product, they may click on the link in the blog post that directs them to your website so they can buy it.

2. Define your campaign audience.

Regardless of which type of influencer you work with, your target audience will remain the same. Different influencers may have different ways of connecting with your audience, but your business’s overall marketing goals and buyer personas don’t change.

Before moving forward with your influencer marketing strategy, work with your marketing team to develop and learn about your buyer personas.

This will help you identify the exact type of customer you’re going after and, therefore, help you determine what type of influencer and content will appeal most to them to ensure your target audience is aligned with that of the influencer.

Learn how to build buyer personas for your business.

3. Set your budget and choose your influencer type.

Based on our review of the five major types of influencers, you should be able to determine which type will work best for your business’s goals and target audience. From there, you can start building a budget.

For example, if you’re a startup with a low budget, you might choose to work with a micro-influencer. If you’re a mid-sized company with more resources, you might choose to bring on a celebrity influencer or work with a KOL who’s highly regarded in their industry.

HubSpot Blog Research found that marketers typically pay between $501 and $10K for nano, micro-influencer, and macro-influencers, with $10K+ budgets reserved for mostly mega influencers.

According to the survey, roughly 90% of marketers have a budget specifically for influencer marketing, with 45% allocating between $100K to $500K.

4. Choose your influencer and review their work.

Once you’ve determined the type of influencer you want to work with, it’s time to identify the right influencer for your company.

Quality of content and engagement are the top two factors marketers review when considering an influencer on social media, according to a 2021 survey from HubSpot Blog Research. Surprisingly, follower count falls fifth on the list, behind alignment with company values and branding.

However, this falls in line with recent data showing that brands are caring less about the size of influencers’ following, as they give more weight to other elements.

When considering someone for a campaign, ask yourself (and the influencer) the following questions:

  • Does this influencer and their lifestyle fit my brand image?
  • Have they worked with any of my competitors?
  • Who is this influencer’s current audience?
  • Is my target audience active on the platform/channel primarily used by this influencer?
  • Does working with this influencer make sense for my budget?
  • Has this influencer actually used any of my products or services before? Are they a customer?
  • Does this person have a personality I want to work with?
  • What will this influencer expect from me?

5. Develop your campaign messaging for your influencer.

Once you’ve chosen an influencer, it’s time to plug them into your campaign. Work with your marketing team to develop your campaign messaging and determine what content your influencer should (and should not) publish.

Be sure to share your brand guidelines — including details about your brand voice, tag lines, and language to avoid — with your influencer so they can remain on-brand with their content. Remember, whether an influencer posts about your product or service one time or 100 times, they’re still representing your brand and business. Ensure they have the tools to do so accurately.

In this stage, you should also determine whether your influencer will be creating content for your campaign on their own or if you’ll be providing the content for them to post.

Lastly, be sure to discuss how they’re going to help you boost traffic with their content and which target metrics you can expect per post or piece of content.

6. Finalize campaign expectations with your influencer.

Finally, review all of the expectations you have for them in addition to any expectations they have for you. Remember your chosen influencer may have worked with other brands before yours — meaning, they may already have their own processes in place for the way they do business.

Additionally, their expectations are going to differ depending on the type of influencer they are. For example, a micro-influencer is going to have different expectations for the way you communicate with them versus a celebrity. A micro-influencer may speak directly with you whereas a celebrity may have an agent communicate on their behalf.

Lastly, you’ll want to ensure these expectations are written, agreed upon, and signed by both you and the influencer — you can organize all of this information through an influencer contract. This will help you avoid any issues and discrepancies down the road.

To help get the ball rolling, here are some examples of the expectations to review:

  • How this influencer will be paid or rewarded (money, swag, discounts, coupon codes, etc.)
  • How long you’ll be working together
  • How you and the influencer will be communicating with each other
  • Any other terms of contract necessary for your specific business to review

6. Pay your influencer.

Influencers don’t work for free.

You’ll need to discuss compensation early on so you can both be on the same page about what the work will entail if you decide to move forward.

If you’re a small company with little to no influencer budget, there are still ways to collaborate with influencers. You can offer:

  • Swag (such as clothing, accessories, or product samples)
  • Free products and/or services
  • Access to discount codes and coupons

7. Measure your campaign results.

Lastly, you must measure your influencer marketing strategy results. This is how you’ll determine the level of success you’ve had in reaching your audience with the help of the influencer.

According to data from a 2021 HubSpot Blog Research survey, revenue is the most important metric to marketers when measuring the impact of an influencer campaign.

To start, refer back to the SMART goals you set (as well as influencer marketing metrics) to help you determine whether or not you’ve achieved your objectives.

Here’s more detail on which metrics you’ll want to keep an eye on when measuring your influencer marketing strategy success:

  • Engagement: Keep an eye on all engagement involving content shared by the influencer about your brand and products. Engagement includes various interactions such as Likes, shares, Comments, Retweets, Mentions, Direct Messages, and Reposts on channels like social media, blogs, and forums.
  • Reach: Determine your reach, or how many people are actually seeing the content your influencer is sharing about your brand, by looking at your overall number of views.
  • Resonance: Learn about the level of resonance — or the actions that were completed — by your audience members after they consume and/ or interact with the influencer’s content involving your brand.
  • Brand Awareness: Measure your brand awareness among the audience members of your influencer as they begin sharing content related to your brand. There are quantitative — such as direct traffic and social engagement — and qualitative — such as social listening and awareness surveys — ways to measure your brand awareness.
  • Clicks: Review the number of clicks on the content the influencer shares about your brand, whether it’s a direct link to your website, a CTA, a social media giveaway, or a signup form.
  • Conversions: Calculate your conversions (the number of leads who become customers) as a result of your influencer marketing strategy. You can calculate conversions on your website or through URLs (such as discount/ checkout codes found on the influencer’s social media account or blog) by dividing your conversions by your overall number of visitors.
  • Return on Investment (ROI): Calculate the return on your influencer marketing investment by dividing the return (or benefit) by the cost of the influencer marketing investment.
  • Follower Count: Track the increase and decrease of your number of social media followers or blog subscribers over time to see whether or not the influencer is helping you boost your follower and/ or subscriber count.

In terms of measuring the success of the influencer’s work, BuzzStream and BuzzSumo both have analytics tools built into the software to help you measure the success of the influencer’s work. These types of software are especially helpful in allowing you to determine ROI from your influencer marketing strategy, which is known to be the most difficult metric to measure when working with an influencer for businesses.

Google Analytics is great if you want to track overall traffic directed to your website and the number of leads converted. The software provides you with a deep look at acquisition, behavior, and conversions related to an influencer and your visitors.

For example, if you ask the influencer to conduct a giveaway or contest, look at the number of people who participated. Say you give the influencer a discount code for audience members to use at checkout, see how many people used it to make a purchase.

If you provide the influencer with specific URLs with tags to specific posts or landing pages, you can also track their performance by looking at the number of leads directed to those pages.

Now, onto measuring influencer marketing success on social media. HubSpot’s Social Tool can help you pull specific engagement-related data, like reach and interactions, from various platforms. Additionally, the respective social platforms you’re using may have analytics tools built-in as well, such as Twitter Analytics and Instagram Insights.

Do you still need some inspiration for your influencer marketing strategy? Let’s look at three successful strategies implemented by major companies.

Influencer Marketing Examples

There are many successful influencer marketing campaigns your business can look to for guidance when trying to think of ways to reach your target audience. Here are a few examples:

1. Hydro Flask and Andrea Hannemann, Social Media Influencer

Andrea Hannemann, more commonly known as @earthyandy, is a social media influencer based in Hawaii.

Her account, which has over one million followers, depicts her life — she’s a vegan, earth-conscious, and outdoorsy mom and wife.

She has an affinity for clean eating and cooking as well as plant-based foods and products. Andrea regularly posts beautiful pictures and videos of her lifestyle and diet (which her kids and husband participate in) and receives hundreds of thousands of interactions on her posts.

Andrea was featured in a video sponsored by Hydro Flask, which she posted on her Instagram page, showing the ways in which the reusable, insulated, and functional water bottle fits into her life. The post was also a giveaway and received close to 400,000 likes and over 40,000 comments.

instagram influencer example earthyandy andrea Hannemann

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Hydro Flask was able to identify a social media influencer who’s lifestyle and content fit their branding and image and conduct a highly successful giveaway. The post increased their brand awareness among Andrea’s one million followers.

It also helped move traffic from Andrea’s page to the Hydro Flask Instagram page, as her post included several links taking audience members directly there to learn more about the company.

2. Nespresso and George Clooney, Celebrity Influencer

Nespresso teamed up with George Clooney, a globally-recognized celebrity, and brought him on as a celebrity influencer for their Cup Above campaign. Nespresso was able to identify the actor as someone who’s known by the general public and fits their sophisticated, elegant, and high-end image.

Nespresso now has print ads, digital ads, social media posts, and television commercials starring George.

3. American Express and Leo Chan, Social Media Influencer

Leo Chan is a popular fashion blogger with over 100K followers on Instagram. over one million subscribers. He also has a popular lifestyle blog, called Levitate Style.

social media influencer partnership example with american express

Image Source

As part of a paid partnership with American Express, Chan posted on Instagram to outline the benefits of having an AMEX card while putting it in the context of his own day-to-day adventures.

This is a great example of how brands can pair up with influencers who match the audience they’re attempting to reach.

How Influencer Marketing Will Change in 2022

Innovative industries are continuously changing; influencer marketing is no different. Influencers and marketers alike are finding new ways to reach audiences and promote products.

As we move into the new year, there are five key ways that influencer marketing will be changing. Make note of these changes as you adapt your marketing strategy.

1. Micro-influencers will have a greater impact.

Micro-influencers may seem like the smallest players in the influencer marketing game, but they pack the biggest punch.

Recent research suggests that micro-influencers may actually produce better results than mega-influencers. That’s because as influencers become more popular, sometimes their engagement goes down.

And according to HubSpot Blog Research, brands are not looking at follower count first when considering influencers. It’s more about the quality of their content and their engagement rates.

Because of this, micro-influencers will likely have more influence than celebrities in 2022.

2. Influencer activity will extend beyond Instagram.

A 2021 HubSpot Blog Research survey found that Instagram is the most popular place for influencer marketing. However, it’s surprisingly not the platform that brings in the highest ROI.

Turns out, that’s actually Facebook.

This doesn’t mean that Instagram is fading into the background anytime soon. However, it seems more brands are expanding beyond Instagram and considering how other channels can support their marketing efforts.

In 2022, keep an eye out for influencer marketing on YouTube, Tik Tok, Snapchat, and Pinterest, especially if your audience leans more toward Generation Z.

3. Employees and customers will become influencers.

We’ve talked about the power of marketing through your customers, but have you considered how powerful your customers could be as influencers? Customers are people who already know about, like, and own your product; this makes for an easy transition from customer advocacy to customer influence.

The same goes for your employees — people who’ve invested time and creativity into growing your business. This factor alone gives your staff genuine credibility.

As people who are already engaged with the development of your product or service, employees can be natural advocates. In 2022, we’ll likely see the rise of these two parties as brand influencers.

4. Businesses will invest in long-term relationships, not one-off campaigns.

You’ve read about it in this guide — it can be tough and expensive to identify and connect with the right influencer. In the past, brands usually hired influencers for one-time campaigns. As we move into 2022, however, we’ll likely see brands building long-term relationships instead.

Not only does this effort save time, energy, and money for marketers, but it also allows the influencer to build trust with and make a greater impact on a brand’s audience.

Long-term relationships with influencers also increase credibility for whatever product or service the influencer is marketing.

Kickstart Your Influencer Marketing Strategy

Influencer marketing has become increasingly popular for brands to invest in. With the rise of word-of-mouth marketing and social proof, it’s a great way to connect with audience members, enhance brand awareness, and boost conversions. By identifying the type of influencer best suited for your business and developing an influencer marketing strategy, you’ll improve your reach among potential customers.

So, begin developing your business’s plans for incorporating influencers in your marketing tactics today so they can help you build new and lasting relationships with your target audience.

Editor’s note: This post was originally published in May 2019 and has been updated for comprehensiveness.

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