If you think about it, there have always been influencers around us. Think of celebrities promoting brands and products. This hasn’t changed. What has changed, perhaps, is the type of people the world has decided to trust.
Today many of us look up to the individuals we follow on social media — people who resonate with us. And while a famous actress might give a beauty brand a massive reach, digital influencers serve a more targeted, engaging, and cost-effective way to reach specific demographics. Plus, the connection with their audience is so much more magical. ✨
As with any brand collaboration, marketers need to approach influencer marketing strategically and with both an analytical and creative mindset.
When it comes to finding the right brand-influencer match, the key challenge for marketers is finding influencers who:
- Reflect the brand’s values.
- Are followed by a demographic that’s desirable to the brand.
- Will be happy to be associated with the brand in question.
After finding this sweet spot, the influencer manager — if there’s not someone in this specific role, these duties could fall under social media, content, communications, or even paid media teams — provides the influencer with a clear and creative brief about the project. The brief details the actions the brand would like the influencer to carry out, and the deliverables, e.g., the number of posts, relevant copy or hashtags to use, and a posting schedule. That leads to a budgetary negotiation, influenced by the level of effort involved and, of course, the desirability of the influencer ad the brand in question.
A luxury brand like Gucci can often negotiate lower fees for its innovative campaigns like #TFWGucci (influencers are lining up to work on such briefs), but high street fashion brands, for example, need to work a lot harder. This is particularly true if the brand needs the support of influencers to drive a perception shift.
For example, the Spanish fashion brand Desigual needed to make a significant investment to inspire a global pool of influencers to get involved early in the process of the brand’s transformation in 2017 and 2018. The brand had huge awareness across Europe, but a poor reputation. As a result, the company revamped everything from its products to its retail stores, and decided that influencers were the perfect mouthpiece to communicate the change.
Finally, the influencer receives the product or experience and creates engaging content in their unique style to help the brand achieve widely varying objectives, from brand awareness or reputation, to directly attributable sales, and even SEO. Most agencies and brands track the performance of each post carefully, ensuring the response was positive, before working with the same influencer again.