There are approximately 13,000 trade shows that take place in the United States each year. With such a massive volume of shows, it is crucial you and your business stand out among the rest of the exhibitors, sponsors, speakers and award winners.

Partnering with a well-prepared trade show marketing agency can help you determine and develop the best trade show marketing strategy for your marketing staff and business.

What is Trade Show Marketing?

Tradeshow marketing refers to the strategic approach of promoting a company’s products, services and brand at industry-specific trade shows, exhibitions, conferences, symposiums, or similar events. It involves utilizing the event as a platform to engage with potential customers or clients, generate leads, showcase important or new products or services, build brand awareness, and establish valuable industry and sales connections.

The best strategic approach to trade show marketing employs a combination of public relations, media relations, advertising and marketing strategies for an integrated assemblage of services designed to create business opportunities before, during and after the event. An effective trade show marketing strategy provides businesses with a focused opportunity to reach targeted audiences, gain visibility within specific industries and make lasting impressions on potential customers or clients to generate revenue and long-term growth.

The following creative B2B trade show marketing strategies for tradeshow involvement serve as a valuable platform for networking and driving business growth through effective marketing and relationship-building methods.

5 Creative Trade Shows Marketing Strategies

While developing and employing marketing strategies for your trade show is a given, it is fundamental that your marketing approach is creative and thoughtful in terms of the related activations and audience. Everyone (i.e., your competitors) is going to be marketing their booths before the show. This is precisely why it is crucial to ensure your marketing endeavors surpass those of your competition and captivate the attention of attendees in innovative ways.

Not sure how to market your trade show in a creative way? Eberly & Collard Public Relations’ (ECPR) expert marketing team is available to conceptualize and deploy creative and effective trade show marketing ideas for you, such as maximizing social media, managing pre- and during-show press releases, overseeing event advertising, securing speaker and panelist opportunities for your thought-leaders, and providing overall strategy.

These 5 tips will ensure your exhibit display sets itself apart.  

1. Create a Trade Show Marketing Plan

First and foremost, you are going to want to determine which trade show is right for you. Each trade show is designed for different industries and different audiences, so it is important to research which trade show makes the most sense to reach and interface with highly germane attendees.

After you have determined which trade show is best suited, it will be time to create a trade show marketing plan. Consider the following concepts to enhance your trade show event marketing plan before, during and after the event:

• The first step to creating your plan is defining your marketing goals for the trade show. What are you aiming to get out of exhibiting at the show? Some goals could include expanding your network, creating business leads and strengthening existing client relationships.
• It is important to create an attractive and well-designed booth space that effectively represents the company’s brand and offerings. This may include on-brand banners, signage, displays, product demonstrations, and interactive elements to attract and engage attendees.
• Next, you will want to define your branding and messaging. Develop clear and compelling messaging that communicates the company’s value proposition, differentiates it from competitors, and resonates with the target audience.
• A huge benefit of attending a trade show is lead generation. Implement strategies to capture leads by collecting contact information from interested attendees. This can involve activities like offering giveaways, conducting contests, or providing incentives for attendees to provide their details. Many shows offer digital lead-capturing tools that should not be overlooked.
• After the event, follow up with leads generated during the tradeshow through personalized communication to nurture relationships and convert leads into customers. Use an effective CRM system and email campaign with follow-up or drip campaigns to engage with leads showing the most interest.

The final aspect of your trade show marketing plan, and most important in ECPR’s opinion, is to start planning early. People often think it is okay to wait until a month before a show to start implementing marketing strategies. The best plans begin 9-12 months before trade shows, so your audience (and team) have ample lead time.

Your trade show marketing plan should include an advanced calendar or timeline for pre-planning everything you will need and want to implement.

2. Write and Send Your Trade Show Press Releases to the Media Early

Writing and distributing a trade show press release to promote your company’s exhibit at a tradeshow holds immense significance in maximizing the impact of your participation. A well-crafted press release acts as a powerful tool to generate buzz, attract media attention, land news coverage placements, and create anticipation among industry professionals and potential customers.

By effectively highlighting key aspects of your exhibit, such as innovative products, groundbreaking technologies or exciting announcements, a trade show press release helps position your company as a frontrunner in the industry. It offers an opportunity to showcase your brand’s expertise, generate pre-event publicity, and drive booth traffic, ultimately amplifying your presence and fostering valuable connections and visibility.

Additionally, a press release can extend the reach of your trade show efforts by being distributed through various media channels, including industry publications, news outlets and even social media, ensuring broader exposure and enhancing the overall success of your tradeshow booth.

While you may already know the importance of submitting tradeshow press releases to the media, keep in mind that editors and journalists appreciate release submissions with some lead time for them to consider your news.

If you wait too long to send your release to the media, it may not be published or reach your target audience in time. Journalists receive hundreds, even thousands, of press releases before trade shows. If you send yours early enough, yours will be one of the first they receive, giving you a much better chance of being published.

We assist our clients with discerning pre-show press campaigns, at-show releases and post-show news, along with the most results-oriented timelines for each. Contact us for details.

But, with or without outsourcing this form of tradeshow marketing, make certain your event press releases are truly newsworthy and viable versus wasting media members’ time with business and product news that is trite.

If your trade shows have active Press Rooms, take advantage of them. Media members often visit the Press Rooms to work and look for exhibitors’ Press Kits. Simply put, this is usually a free and smart opportunity for exhibitors that too often goes underutilized. Create an Associated Press-ready Press Kit and place copies in the event’s Press Room for the duration of the show. If undecided how to do so, consider our firm as your go-to resource.

3. Utilize Social Media Before, During and After the Event

Trade show social media allows you and your business to self-promote and boost engagement before, during and after the event.

Similar to writing and sending your press release(s) early as part of your tradeshow marketing campaign, it is an excellent idea to start posting about the ways in which your company will participate in a trade show on social media well in advance. This will give your followers time to follow all of your social media channels and get excited about the event and visiting your expo booth. You should also create custom graphics and videos that can be used to produce awareness and give rise to interest and excitement for your exhibition.

Your custom graphics should feature messaging that strongly connects with the intended audience and effectively conveys the company’s value statement. Crafting these customized deliverables also helps distinguish your company from opposing brands.

During the event, your social media should be extremely active. Use the event’s designated hashtag with each post and share important information about your booth such as your location, giveaways, expo booth or stand attributes, and speaking or activation times. One of ECPR’s expert tips is to schedule your social media posts in advance so you can spend more time engaging with your audience. Then, post on-the-spot extra content as happenings occur.

Speaking of engaging with your audience, go live on social media during the event. This is a fun and interactive way to engage with your attendees, show them new products, answer any questions they may have, and ultimately attract them to your display booth.

If the event allows, preplan networking activities with food and beverage at key times during the day, including when you normally experience lulls in booth traffic. Be sure your sales and marketing leads are present. Post “come one, come all” content on your social channels.

After the event, share your favorite memories and moments from the show. You could also write a blog post about the trade show and share it across your social channels as well.

A great and easy way to engage with followers and potential leads after the show is to ask them to share their favorite memories from the show and visiting your booth. This personalized communication can ultimately convert leads into customers.

4. Use Tradeshow Marketing Materials to Attract Visitors

Who doesn’t like freebies? Freebies can be used as marketing materials for a trade show, and the best marketing materials for trade shows attract visitors to your booth, which is what we all want!

Designing and distributing promotional materials such as brochures, flyers, business cards, and branded merchandise to provide attendees with information about the company and its offerings are extremely effective means to create foot traffic around your display.

As exciting as marketing materials are to marketing managers, they are only worth it if the materials are something your audience actually wants. At a trade show, attendees will receive dozens of koozies, pamphlets and other freebies. You want yours to leave a lasting impression. ECPR’s recommendation is a branded tote bag of good quality in which attendees can put all their collected materials. Among the many branded tote bags at tradeshows, the ones people hang onto are well-designed with durable and good-looking material. A subtle business name, logo and website address make the most coveted and reusable totes.

Effective marketing materials can turn the visitors you attract into leads. Your marketing materials should include incentives for attendees to provide their contact information and head to your website after the show. Provide undeniable incentives for post-event contact.

And, as many savvy marketers know, your exhibit booth is a marketing material in and of itself. Your display should be eye-catching and interesting to attract visitors. To really distinguish yourself, coordinate your display with the custom trade show social media graphics you created before the event. This may include banners, signage, displays, product demonstrations, and interactive elements to attract and engage attendees.

But, do not stop there. Think of your exhibit from the perspective of someone who knows nothing about your business and what it provides or offers. Design your booth displays to quickly convey your unique selling propositions, draw in passersby, and maintain booth visitors long enough to delight them in ways that will lead them into customer journeys with your sales team.

When it comes to your booth, one of our firm’s favorite and easiest tips is to assign staff members to greet guests in your expo areas, and keep cell phones stowed so your booth team comes across as being interested in meeting attendees.

5. Advertise Strategically

The final part of our blog article is trade show advertising. This is a significant trade show marketing endeavor too many companies miss.

As you may already know, every real trade show has a floor guide or directory of the exhibitors and where their booths are located. Companies have the opportunity to purchase advertisements in the floor guides or directories. Some shows offer advertising in the form of concourse and on-floor signage, show aisle markers, café advertising, bus or shuttle ads, hotel lobby advertising options, and much more.

What you may not know is that the timing of trade show advertising is crucial. If you wait until right before the event, there is a chance openings and space will be limited or gone. The ECPR marketing team recommends evaluating and negotiating advertising opportunities as soon as they are available.

It is also recommended that you purchase advertisements in relevant trade publications. Trade publications are a huge part of B2B trade show marketing, so it is wise to have advertisements in these media outlets. This is yet another way to communicate your tradeshow information and booth number before and during trade shows.

Wrapping Up

A lot goes into marketing trade show exhibits. Plans, press releases, social media, marketing materials, lead generation and advertising are all important aspects of preparing for success.

Return on investment involved in marketing trade shows and success from trade show marketing strategy stem from creative, strategic and advanced planning.

At Eberly & Collard Public Relations, we have decades of experience in public relations for events and can help you increase your trade show event marketing outcomes to yield leads and sales. Contact us with your trade show pain points and questions. We love trade show and event marketing, and we are available to assist you and your team.

Influencer marketing has been booming since the mid-2000s. According to Influencer Marketing Hub, this sector is expected to reach approximately $24 billion by 2024. This growth is driven by emerging trends, including breakthrough technologies, new social media platforms, and evolving consumer attitudes toward influencer-sponsored content. Communications professionals, therefore, must stay abreast of evolving influencer marketing trends to keep their brands competitive in their respective industries and sectors.

Maximizing Influencer Impact in Niche or Precise Markets

Conducting B2B influencer marketing presents a unique set of challenges that differs significantly from the strategies employed by consumer brands. Unlike consumer brands, which can easily partner with one of the millions of lifestyle influencers available, B2B influencer marketing requires a more nuanced approach. This involves identifying and collaborating with industry-specific thought leaders who possess deep expertise and credibility within their niches. These influencers are not only fewer in number but also demand a strategic alignment with the brand’s values and objectives. Thus, the process of selecting the right B2B influencers is far more complex and critical to ensuring a successful partnership that resonates with a professional audience.

To navigate these complexities and achieve impactful results, many businesses turn to specialized agencies like Eberly & Collard Public Relations. Our expertise lies in conceptualizing and managing tailored Social Media Influencer Programs that bridge the gap between brands and industry experts. By leveraging our deep understanding of B2B dynamics, we ensure that the influencer partnerships we curate are both strategic and effective. In the following case studies, we’ll showcase how our targeted approach has successfully addressed the unique challenges of B2B influencer marketing for our clients.

Case Study: Coverings 2024 Influencer Program

Coverings, the largest tile and stone tradeshow in North America, sought out ECPR to implement annual influencer marketing programs to generate and enhance event visibility, drive attendee registrations and increase engagement across Coverings’ digital platforms.

Influencer Marketing is an Essential Strategy to Drive Event Attendance.

For Coverings 2024, our Influencer Marketing team employed a robust, targeted influencer marketing strategy focusing on securing partnerships with a diverse mix of content creators, aligning with the show’s key audience segments: interior designers, architects, builders, remodelers, contractors and more. Upon assembling a carefully researched list of hundreds of suitable candidates, ECPR team members strategized their outreach plans by sorting influencers into tiers based on numerous variables, such as follower count, engagement analyses and content relevance. Once highly relevant influencer partnerships were secured and negotiated, our program initiatives transitioned to content collaborations and onsite planning, some of which included:

• Engaging influencers to create and share content related to the event themes and highlights.
• Conceptualizing social media influencer agreements that included expert content goals and benefits for Coverings, while still permitting the influencers to utilize their own voices, tones and styles.
• Coordinating an Influencer Tour to provide firsthand experiences of the event’s offerings and a platform for them to create content onsite to share with their respective audiences.
• Utilizing influencers to promote a wide range of Coverings education, activations and other programming aimed at driving engagement and registration for the event.

Talented Influencer Amber Guyton Attending Our Coverings 2024  Influencers Tour.

The Coverings 2024 Influencers we secured and with whom we closely collaborated including the prominent interior designer Brittany Palazzo, architect Jeffrey Bruce Baker and installer Schannon Yodice, among many other talented content creators and social media personalities, were tasked with crafting wide-ranging content, including Instagram and Facebook posts, stories, TikToks and LinkedIn updates, all meticulously designed to highlight the distinctive features of Coverings 2024 and to amplify informational reach across every applicable audience segment.

The Results:

• Enhanced research methods from the ECPR influencer marketing team generated a 50% increase in Influencer Tour attendance compared to the previous year.
• The influencer campaign generated a total of 71,031,670 max potential impressions, an increase of 44.1% compared to the previous year
• The ECPR team significantly increased video content for Coverings 2024 by producing seven times more videos and reels from influencers. This strategic enhancement led to higher engagement levels with influencer content and subsequently drove an increase in event registrations.
• Coverings had significant growth in social media followers, with an addition of 4,352 new accounts across platforms.
• The strategy not only amplified the event’s reach but also significantly increased social media engagement and interactions across a broad range of audience segments.

Key Highlights:

• Influencers like Schannon Yodice (contractor) and Brittany Palazzo (interior designer) were particularly effective, garnering millions of impressions each, which indicated an especially strong resonance with their respective audience segments.
• Niche influencers like Jeffrey Bruce Baker successfully engaged with architects in the Atlanta area, regionally and nationally, significantly boosting the architectural industry attendance at Coverings 2024.
• The content shared by our influencers helped portray the event’s critical messages and highlights, directly contributing to an increased awareness and interest in Coverings 2024 across varying audience segments.

The success of the Coverings 2024 Influencer Program underscores the power of targeted influencer collaborations in amplifying event outreach, engagement and attendance. By strategically selecting and partnering with influencers who aligned with the event’s core audiences, Coverings was able to significantly enhance its digital footprint and set a robust precedent for future events.

Macro, Micro and Nano Matter

While influencers like Brittany and Schannon significantly boosted reach and engagement, micro and nano influencers like Jeffrey offered a unique advantage by connecting with a more targeted audience through his tight relationships with followers. Despite having a slightly smaller reach compared to macro influencers, Jeffrey and other micro or nano influencers often excel in niche or specialized markets and achieve higher engagement rates.

According to Aspire’s sixth annual benchmark report, “The State of Influencer Marketing 2024,” micro and nano-influencers are highlighted as key trends to watch this year. The report reveals that nano-influencers consistently achieve the highest engagement rates across all platforms, averaging an impressive 4.4%. Their focus on close-knit communities enables brands to engage with highly loyal and enthusiastic audiences.

According to Influencer Marketing Hub, there’s a strong preference for partnering with smaller influencers, with nano-influencers (44%) and micro-influencers (26%) favored over more expensive macro-influencers (17%) and celebrities (13%). The effectiveness of nano and micro-influencers in achieving better influencer marketing ROI largely depends on the campaign’s objectives and target audience. The Coverings 2024 program illustrates that a strategic blend of influencer tiers can maximize both reach and engagement. Macro influencers are ideal for broad brand awareness, while nano and micro influencers offer superior ROI for highly targeted, niche campaigns due to their strong connections and high engagement rates with specific audiences.

Many companies are using AI tools like Upfluence, Traackr and Heepsy to find macro, micro and nano influencers. According to Influencer Marketing Hub, 63% of marketers plan to integrate AI into their influencer campaigns.

Our Eberly & Collard Public Relations influencer marketing team guides the strategic, creative and contractual processes for our clients’ social media influencer content and campaigns.

AI is transforming campaign management by leveraging data analysis to precisely match influencers with a brand’s target audience, enhancing both precision and efficiency. However, despite its advanced capabilities, AI can occasionally struggle to effectively identify niche influencers capable of projecting genuine authenticity through online promotions on behalf of a brand.

Navigating the Surge of AI in Influencer Marketing

AI influencer marketing tools have streamlined and enhanced various aspects of campaign management. AI algorithms and influencer tools have now become very common in analyzing data to find individuals whose audience demographics, interests and engagement levels align with a brand’s target market. According to Influencer Marketing Hub, “50% of those who have worked with AI influencers described their experience as ‘very positive’.”

Despite its transformative impact on influencer marketing, AI-driven research can sometimes overlook the genuine connections and insights that human influencers provide. AI relies on algorithms and data, which can result in content that feels formulaic and impersonal. This detachment from authentic human experiences and emotions can undermine the relatable and heartfelt connections that build trust and engagement with audiences. As AI can impact the influence of social media marketing on customer loyalty, the role of influencer marketing agencies becomes essential in crafting effective influencer partnerships.

From planning the influencer marketing strategy and conducting influencer outreach to negotiating and finalizing contracts and collaborating on impactful content creation, our team helps create genuine influencer partnerships for our clients. We conduct thorough research across diverse social media platforms to identify influencers who align seamlessly with our clients’ brands. This careful selection process ensures that the influencers we partner with will resonate deeply with their target audiences, driving increased engagement for our clients. By prioritizing influencers who genuinely use and believe in the brands, products or services they promote, we enhance the authenticity of each partnership, thereby building stronger trust between the brand and its audience.

Boosting Authenticity and Transparency in Influencer Partnerships

In the current digital climate, authenticity has become a cornerstone of successful influencer partnerships. Influencers who genuinely believe in and use a product or service bring sincerity to their endorsements. According to Sprinklr, “89% of customers value authentic content, making authenticity a crucial component of influencer marketing.” This genuine connection often translates into trust, encouraging followers to engage with and purchase from the brand. Authenticity not only bolsters the credibility of the influencer’s recommendations but also strengthens the bond between the brand and its audience, fostering deeper and more meaningful connections.

When influencers seamlessly integrate a brand into their content with genuine intent, it resonates more profoundly with their followers. This authenticity builds trust, which is invaluable for increasing brand loyalty and driving higher conversion rates.

Case Study: Chiarabella 2024 Influencer Program

The goal of the Chiarabella influencer program is to elevate brand awareness across the United States by enhancing the company’s social media presence through strategic collaborations and partnerships. Chiarabella, which is one of the most trusted brands of kitchen, bath, wardrobe, and storage solution products, has a strategic targeted influencer marketing strategy that focuses on key figures in the interior design, distribution, construction, hospitality, and architectural industries.

We chose influencers for Chiarabella based on their follower count, engagement rates and alignment with Chiarabella’s brand values and sales objectives. The approach includes engaging influencers to create and share Chiarabella content about the brand’s flagship showroom and diverse range of kitchen and bath products, custom cabinetry, smart toilets, tubs, faucets and fixtures, wellness products, and others. Our Atlanta team also coordinates tour events at the showroom for our influencers to create content about the brand nationwide.

The ECPR team researched, vetted and acquired influencers Erika Ward, Jeffrey Bruce Baker and Ronald Jones who create multifaceted content that ranges from Instagram posts and stories to Pinterest posts and Facebook updates, all designed to highlight the products and attributes of Chiarabella.

The Results:

• The Chiarabella Gallery expanded its reach within the interior design, distribution, construction, hospitality, and architectural sectors through collaborative posts with influencers. This strategy not only enhanced B2B and B2C interactions but also significantly increased engagement with Chiarabella’s target audience.
• Growth in social media followers boomed, spanning the design and hospitality trade sectors with which the brand aligns.
• Connections with consumers of affluence generated flagship showroom foot traffic, design appointments, and brand awareness that has converted to brand equity and custom kitchens, baths and more.

ECPR’s select team members, alongside influencers Erika Ward and Ronald Jones, planning creative content at the Chiarabella showroom in Atlanta.

Key Highlights:

• Just one of Ron’s Instagram reels reached over 27,500 accounts with exponential visibility and interactions within a matter of hours.
• Chiarabella’s account engaged with 22,000 new accounts in July 2024, when one influencer’s reel went live, giving rise to a bevy of new followers, likes, reshares, and comments.
• Our influencer program showcased numerous custom cabinetry solutions and kitchen and bath product options to tens of thousands of interior designers, architects and builders in days, kick-off weeks and months of growing content and engagements.

The results significantly boosted Chiarabella’s awareness and engagement. Influencer collaborations increased visibility, while in-person influencer events at the showroom fostered direct interaction with Chiarabella’s social media presence.

The ECPR team successfully forged valuable partnerships with influencers who authentically showcased their enthusiasm for Chiarabella’s products and design. Ron’s genuine passion for Chiarabella’s intelligent toilets led to a deeper collaboration than initially planned. His ability to pivot his content to emphasize what he truly values about the brand provided a credible third-party endorsement.

On the other hand, Erika’s design philosophy—characterized by a blend of timeless and modern elements—mirrors the essence of Chiarabella’s offerings. Her alignment with Chiarabella’s modern yet classic elegance resulted in content that she sincerely endorses, reflecting her genuine appreciation for the brand. In turn, Jeffrey brought Chiarabella’s brand offer to light for leading architects and consumers in the Southeast, throughout the U.S. and Internationally with his diverse fans and followers.

The openness from influencer relations helps build trust with the audience, who appreciates authenticity and honesty. Additionally, featuring behind-the-scenes content or interviews with influencers about their experiences with brands can further demonstrate transparency and foster solid and real connections with followers. By prioritizing authenticity and transparency, brands can build stronger, more credible relationships with their audiences, ultimately driving more effective and meaningful engagement.

The dynamic nature of the influencer marketing landscape in 2024 and beyond necessitates the expertise of a well-versed influencer marketing agency. Agencies help brands navigate the complexities of influencer selection, campaign management and performance analysis. By leveraging industry insights and advanced tools, they ensure that brands can effectively engage with their audiences and achieve their marketing objectives.

Do you need an agency to help with influencer marketing for your business? Reach out to Eberly & Collard Public Relations to receive in-depth, expert advice from our full-service PR firm and influencer marketing agency. We are equipped to build B2B and/or B2C influence for your business, personnel, products, services and brands.

Definition: Expertise, Authority and Trust

In the dynamic world of public relations, the EAT content strategy has emerged as a cornerstone for building and maintaining the reputation of consumer products and brands. EAT stands for Expertise, Authoritativeness, and Trustworthiness, and it is a framework that can significantly impact how brands are perceived by consumers and search engines alike. Here’s why EAT should be an integral part of your PR strategy.

Expertise: Showcasing Your Brand’s Knowledge

Expertise is all about demonstrating your brand’s deep knowledge and skills in your particular niche. For consumer products, this means providing detailed, accurate, and helpful information that addresses the needs and questions of your target audience.

Benefits:

• Enhanced Credibility: By showcasing your expertise, you build credibility with your audience. Consumers are more likely to trust a brand that clearly knows its stuff.
• Improved Product Perception: Expert content can elevate the perceived value of your products, distinguishing them from competitors.
• Educated Consumers: Well-informed customers are more confident in their purchasing decisions, leading to increased customer satisfaction and loyalty.

Authoritativeness: Establishing Your Brand as a Leader

Authoritativeness is the recognition of your brand as a leading authority in your industry. It’s not just about what you know, but also about how others perceive your brand’s knowledge and influence.

Benefits:

• Increased Visibility: Authoritative brands often receive more media coverage, which can lead to greater brand awareness and visibility.
• Strategic Partnerships: Being seen as an authority can open doors to collaborations with other industry leaders, further amplifying your reach.
• Consumer Trust: Customers are more likely to trust and respect a brand that is considered an authority in its field.

Trustworthiness: Building a Reliable Reputation

Trustworthiness involves creating a sense of reliability and integrity around your brand. In PR, this means being consistent in your messaging, transparent in your communications, and responsive to your audience.

Benefits:

• Customer Loyalty: Trust leads to loyalty. When customers believe in a brand’s reliability, they’re more likely to become repeat buyers.
• Positive Word-of-Mouth: Trustworthy brands benefit from positive word-of-mouth, as satisfied customers are more likely to recommend products to others.
• Crisis Management: A trustworthy brand can weather PR storms more effectively, as they have built up a reservoir of goodwill with their audience.

Implementing EAT in Your PR Strategy

To harness the benefits of EAT, consider the following steps:

1. Create Expert Content: Develop in-depth guides, how-to articles, and informative videos that showcase your brand’s expertise.
2. Engage with Industry Leaders: Participate in industry events, webinars, and forums to establish your brand’s authority.
3. Be Transparent: Share behind-the-scenes insights, respond to customer inquiries promptly, and be open about your business practices.

Conclusion

Incorporating EAT into your public relations strategy is not just about improving your SEO rankings; it’s about building a brand that resonates with consumers on a deeper level. By focusing on expertise, authoritativeness, and trustworthiness, you can create a PR approach that not only attracts but retains customers, ensuring long-term success for your consumer products and brands.

This blog post is a starting point for understanding the importance of EAT in PR. For a more detailed exploration tailored to your specific brand or product, feel free to reach out to us for a customized strategy. Remember, in the world of consumer products, perception is reality, and EAT can help shape that reality in your favor.

In today’s competitive business landscape, effective communication and brand reputation play a pivotal role in the success of any organization. For business-to-business (B2B) companies, building strong relationships with clients, investors, and industry peers is essential. One powerful ally in achieving these goals is a specialized public relations (PR) firm. In this blog post, we’ll explore the benefits of B2B companies partnering with PR agencies and how it can positively impact their growth and visibility.

1. Navigating the B2B Landscape: Specialization Matters

Unlike generalist PR firms, specialized B2B PR agencies focus exclusively on serving B2B companies. Here’s why specialization matters:

• Industry Expertise: B2B PR agencies understand the nuances of specific industries. They delve deep into your sector, gaining insights into market trends, challenges, and emerging technologies. This specialized knowledge allows them to craft targeted PR strategies that resonate with your audience.
• Tailored Approach: A one-size-fits-all PR strategy doesn’t cut it in the B2B world. A specialized agency tailors its approach to align with your unique business goals, whether it’s lead generation, thought leadership, or brand awareness.
• Stronger Connections: B2B PR firms have established relationships with journalists, industry influencers, and event organizers within your niche. These connections open doors for media coverage, speaking opportunities, and strategic partnerships.

2. Building Trust and Credibility

PR is all about managing reputation and trust. Here’s how a B2B PR agency contributes to your company’s credibility:

• Thought Leadership: By positioning your executives as thought leaders, PR agencies elevate your brand’s authority. Thought leadership articles, interviews, and speaking engagements showcase your expertise and build trust among potential clients.
• Media Coverage: Securing positive media coverage enhances your credibility. B2B PR agencies know how to pitch compelling stories to relevant publications, ensuring your brand gets the visibility it deserves.

3. Market Insights and Competitive Edge

B2B PR agencies keep a finger on the pulse of industry trends, competitor movements, and regulatory changes. Here’s how this benefits your business:

• Strategic Intelligence: PR professionals analyze market data, competitor PR campaigns, and customer sentiment. Armed with this information, they help you make informed decisions and stay ahead of the curve.
• Crisis Management: When a crisis hits, having a PR partner is invaluable. B2B PR agencies can swiftly respond, mitigate damage, and protect your brand’s reputation.

4. Efficient Resource Utilization

Outsourcing PR to a specialized agency frees up your internal resources. Here’s why it’s efficient:

• Access to Expertise: PR consultants bring their media networks, writing skills, and strategic thinking to the table. They handle everything from press releases to thought leadership content, allowing your team to focus on core business functions.
• Cost-Effective: Hiring an in-house PR team can be expensive. Outsourcing lets you choose the level of support you need, whether it’s a single consultant or a multi-person team.

5. Agility and Adaptability

B2B PR agencies adapt quickly to changing market dynamics. Here’s how they stay agile:

• Real-Time Response: Whether it’s industry news, customer feedback, or emerging trends, PR agencies respond swiftly. This agility ensures your brand remains relevant and responsive.
• Legal Preparedness: PR agencies help prevent legal pitfalls by ensuring your messaging complies with regulations and industry standards.

In conclusion, B2B companies benefit immensely from collaborating with specialized PR agencies. These partnerships enhance credibility, provide market insights, and allow businesses to focus on what they do best. So, if you’re a B2B organization aiming for growth and visibility, consider teaming up with a PR firm that understands your unique needs and industry context.

As we make our way through 2023, it is crucial to not only assess your current B2B marketing but also begin planning for the year to come. Yes, that’s right. It may seem early, but taking a close look at your present content and how you and your marketing team (and C-Suite) want to keep moving the needle in the next year are keys to competitively engaging with your B2B contacts through social media.

Maybe you want to use social media to prepare for the launch of a new product line or brand, kickoff thought-leadership positioning for company executives or gain more qualified sales leads.

If your business owners or leadership team want better results from social media efforts in 2023, it is time to create a business to business (B2B) social media strategy that sets your company up for success.

Though, for those of you who know you need a B2B social media strategy but do not have social media marketing as part of your internal wheelhouse – or if you are a bit stressed because in-house resources are scarce – no fear. We are here to assist. Let’s start this plan with a helpful explanation from our ECPR Digital Marketing team.

B2B social media marketing is the process of utilizing your social media channels to market the products and services your business offers to existing and potential clients. Moreover, it is a means to connect, influence and interact with critical leads and prospects.

In this ever-expanding digital age, participating in social media marketing is essential to establish your business and brand as a trusted expert or resource in your given industry and contribute to your bottom line via social media integration with other forms of strategic marketing.

Actively integrating social media marketing with diversified forms of traditional and digital marketing is an essential contribution to your plan’s success. Simply put, using social media to establish yourself or your business as a trusted specialist in your industry is one of the most advantageous tactics to make such content integration efforts pay off.

Step 1: Integrate your B2B social media marketing with other promotional efforts.

The assimilation of B2B social media marketing with supplemental, profile-raising efforts to promote a brand impacts your ability to increase brand awareness and sales. This is so important, it is safe to say that any business not using social media integration in 2023 stands a chance of being left behind the competition as social media continues to influence buyer decisions.

Luckily, our team has provided in this blog article a few creative options for how to integrate social media into your marketing strategy.

Creating social media campaigns around other news, events, launches, and messaging for your business opens the door to social media integration. Sharing social media posts that include a call to action serves B2B social media strategy well. Calls to action as to-the-point as “Comment” drive engagement and brand awareness, while actions like “Register” which include a backlink to the business’ website extend the marketing arm of the business and can evoke engagement.

Now, take this a step further with a little brainstorming power. What about enticing interaction with a more resourceful call to action, such as “Comment with your business pain points about this topic, and we’ll send you two results-focused ideas.” Your “ideas” can then include a creative info-graphic that shows and depicts how your business can solve challenges for the engaged business lead. You will cleverly integrate narrative messaging to open the dialog with graphic communication to showcase your business’s expertise.

Synchronize social media calendars with scheduled email campaigns.

One specific way to integrate a social media campaign with another form of marketing is to use the same topic for social media content and email campaigns in the same week or month.

Since email campaigns are often developed and sent to a business’s list of existing contacts or prospects, they are an opportune way to further integrate messaging via social media content that reaches segments for which you might not have email addresses.

When planning and designing a promotional email campaign for distributing to an email database, it is wise to preplan social media calendars to correspond with your outgoing email. Your weekly or monthly e-newsletter might feature a “big-picture” or larger theme that can be broken down into more specific social media posts with bitesize subpoints during the same judiciously scheduled time period.

Reinforce branding with a double or triple messaging or advertising impact.

Melding social media content intentionally with existing traditional paid advertising or press release campaigns is an additional means of marketing integration. Branding and marketing professionals can emphasize marketing messages by creating social media content that follows the same communication goals as media outlet advertising or company news releases being submitted to editors, reporters and journalists at the same time.

Leave fewer marketing stones unturned, and use the same thought-provoking tagline in a tradeshow or conference advertisement that is simultaneously used in a series of Instagram Reels and LinkedIn static post captions to achieve broader coverage and density of the outgoing brand message. While the traditional ad’s focus will be one-way messaging, your interactional social media content can yield opportunities for two-way dialogs with interested B-to-B segment decision-makers.

Keep in mind, social media integration works both ways. Add links to your B2B social media channels in your e-newsletters, mass email campaigns and on the business’s website. Asking or incentivizing your existing and potential clientele to follow your business on social media paves a direct path to increasing visibility and valuable time in front of your audience.

Fuse social media strategy with brand identity and sentiment.

The next key to integrating your B2B social media strategy revolves around brand identity and how your sector targets perceive and interface with your brand.

Initiating brand standards that stay consistent across all social media platforms, websites, e-newsletters, advertisements, collateral, tradeshow displays, sponsored content, and other forms of marketing allows your clients and prospects to recognize and recall your business’s brand.

The possibilities are limitless, but some of the easiest include adding the company logo to select social media posts, including your mission statement on germane websites, consistent email signatures, and updated social media bios contribute to a stronger brand identity and brand recognition. Your audience benefits from repetition of themes, content and ideas that solidify their understanding of your business’ services and expertise.

Speaking of service, using B2B social media channels as an extension of customer service offers a very practical application of how to integrate social media into your marketing strategy. With the built-in messaging and commenting functions featured on your B2B social media channels, staying responsive and helpful when customers, clients and leads ask questions increases social media engagement and expands the occasions for your business to engage with feedback, solutions and connections.

As an added tip for Instagram for B2B, try responding to posted comments or questions on Stories and saving common inquiries as an “FAQ” Highlight that your audience can access easily from your business’s Instagram profile. Interact with on-brand message objectives always being top of mind.

For another easy social media integration, utilize user-generated content about your brand as reviews and testimonials across social media platforms, websites and in email campaigns. Reshare, repost and offer outright appreciation for positive comments about your business and brand that are posted by your followers or fans.

To see how social media integration creates success and to continue improving your B2B social media strategy, evaluate brand sentiment with a social listening tool and track website traffic and customer conversions originating from social media via Google Analytics. Monitoring and addressing these types of informative stats should be a daily or weekly occurrence assigned to a team member or your public relations and marketing firm. Gauge the results, look for patterns, and maximize or adjust brand-messaging content that over- or under-performs.

If social media integration does as well for your business as anticipated, you might consider expanding your B2B social media strategy and business offerings with a paid social media campaign or community. Pay-for-entry groups on social media create buzz around your brand and can add another stream of connections for your business, while also functioning as a test market for new products or services. Your business’ top customers get exclusive content, and you benefit from a low-risk way to introduce or launch your Unique Selling Propositions.

Step 2: Use Social media marketing to establish your business as a trusted expert and thought leader.

No matter the business or industry, trust factors into creating customers and clients from prospects. Increasingly, even your B-to-B audience looks to social channels to vet your business and establish trustworthiness.

This is why it is important to note that lacking a social presence in 2023 creates a roadblock to establishing trust with at least some members of your business’s audience, and vice versa; implementing a consistent B2B social media strategy sets your business up as a trusted expert and thought leader within your industry.

While consumer businesses benefit from captivating visuals, B2B social media channels need to offer beneficial thought-leadership information for followers and engagement. Essentially, providing enterprising value, exclusive concepts and unequivocal intel opens the door to trust.

Boost demand generation by illuminating and inspiring your B-to-B marketing segments.

B2B social media content ideas that provide expert information in an easy-to-digest format include bulleted main takeaways from case studies or blogs already available in the business’s resource library. To give this kind of messaging the emphasis it needs to produce qualified leads, merge your PR messaging strategies carefully and take your social posts from bland and trite to informative and visionary.

Consistency plays as pivotal of a role as value, though. Longer nurture time for B2B markets means your business must offer the same value and reliability over weeks and months. Posting resources once on social media and disappearing for the following two weeks or months sends a message that your business does not show up dependably. A strong B2B social media strategy employs content plans and calendars that ensure reliable posting schedules from a trustworthy business.

Social media algorithms also favor consistency. In fact, algorithms heavily scrutinize your B2B social media channels to determine if the content is reliable enough to recommend to a target audience. For the algorithm, regular posting builds trust, but the algorithm also demands content topics and hashtags remain related to similar and sound topics so it can determine to whom it can recommend your content.

Likewise, algorithms reward B2B social media channels that spend time interacting on the given platform and engage with other accounts. Seek out other businesses or prospects and like, share and comment on their posts with valuable information. Not only does the algorithm recommend and serve your content more when you engage, but the audiences of those other accounts recognize your business’s enduring expertise. Offer insights on your competitors’ feeds long enough, and their followers may start following your business as a new, trusted authority in the industry.

Develop, earn and benefit from third-party influence.

Another way to capitalize on other business’ audiences and strengthen your B2B social media strategy is to partner with other industry-related brands and social media influencers to share content that achieves a greater and more applicable reach. In this scenario, your B2B social media channels piggyback and combine with the existing trust of the partner brands or influencers. If those brands already exist as trusted experts to their respective communities, your business’s trusting audience expands.

If you think influencers marketing is not for B2B marketers, change the way you think and how you approach the all-important model of influencer marketing. Chances are your competition partners with B2B social media influencers who have infinities of connections you want to share. Any such influencer marketing deployment should be started with a brainstormed and strategic set of goals, objectives and budget.

Merge and diversify marketing deployments to undergird social media content.

The strategy for capitalizing upon B2B social media can be established with overlapping marketing tactics, coalescing into a clearcut opportunity for more heavy-hitting sales leads results.

Your B2B social media strategy should incorporate the previously mentioned methods of connecting the dots between your branding output and business’s return-on-investment.

Building trust and integrating B2B social media marketing with other promotional efforts provide the preeminent strategy for how to manage B2B social media marketing in 2023, which leads to gaining lasting results from your social media efforts for the long haul. Try these ideas, and you’re well on your way to establishing your business as a leader on and off social media.

Do you need a professional helping hand for implementing a B2B social media strategy for your business? Reach out to Eberly & Collard Public Relations to receive in-depth, expert advice from our full-service PR firm and B2B social media agency.

We are often asked, “What is crisis management?” and “What are the stages of crisis management?” This blog article strikes at the core of what to know and how to act.

Here is a crisis: Your business doesn’t have a crisis communication plan in the back pocket. If this is true, it is past time to plan and assemble one, so you’ll be better equipped to manage all potential crises that could be looming.

Don’t know where to start? Let’s begin by exploring strategic crisis communication plans and why every business needs one.

 What is a Crisis Communication Plan?

 In a time of crisis, how a business strategically communicates with its clients or customers, key stakeholders, media members, and general public (A.K.A., crisis communication) directly reflects how the occurring crisis plays out. Additionally, success in these precarious situations is defined by how well the company effectively communicates – immediately and productively – and recovers in the long run. To that end, a crisis communication plan brings order to the chaos by providing a set of guidelines for a business to follow and execute at the onset and throughout the duration of a crisis.

The purpose of any good crisis communication plan is to provide a general resource and guide to company leadership regarding the fundamental tenets of effective communications during times of extreme difficulty, upheaval or calamity. The plan, once developed, also provides strategies for messaging development and management as well as insights for addressing or interfacing with all critical and impacted groups, including social media users and print, online, digital, and broadcast media members during crises.

Why is a Crisis Communication Plan Important?

Given the current volatility of world affairs and the magnifying spotlight placed on companies via social media, more companies than ever are seeking public relations and marketing agencies with expert crisis communication services and the acumen needed for developing and executing effective crisis communication plans. Whether it be an established corporation or an emerging start-up business, an organization’s success is neither definite nor impervious to the consequences often arising from a crisis.

While the mere thought of a crisis for a business or brand may be distressing, developing an effective crisis communication plan can help your company weather the storm of any crisis to better ensure an outcome with less turmoil, fewer mistakes and minimized repercussions.

Ultimately, develop a plan before crises happen.

How to Create a Crisis Communication Plan

The 5 Cs of Crisis Communication

 All judicious program plans for a business should have supportive frameworks, and a crisis communication plan is no exception. Above all, create a crisis management handbook.

Before developing a crisis communication plan, it is vital to first understand the basic principles which provide its support: Care, Commitment, Competency, Channels, and Continuity.

Care: A crisis is no time to showcase actions and communication that are characterized by a lack of good sense, seriousness and worthwhile purpose. If your communication fails to demonstrate the proper care the situation demands, innumerable problems will arise exacerbating the crisis at hand. Create a crisis communication plan that meticulously and thoughtfully addresses all pertinent groups and their potential needs. Consider, assess and include your employees, stakeholders and investors, customer or client segments, reporters and journalists, influencers, and all other audiences germane to your business.

Commitment: Illustrate a commitment to resolving the crisis and all its effects, as well as mitigating the chance of its reoccurrence. Moreover, committing to timely and frequent communication with all publics, including those with the power to positively or negatively alter the outcome for your business, is an essential characteristic of effectively handling a crisis. Your plan should lay the groundwork, anticipating and outlining the ways in which you, your C-suite and public relations agency will lead during the crisis versus being victimized or scandalized by it.

Competency: Audiences will render their judgments by gauging how well your company or representatives conduct messaging online and perform in front of the media. If you come across as capable through direct interactions with your audiences and communities as well as competent during interviews with the media, these forms of demonstrated insightfulness regarding all matters of the crisis will increase the chances you and the company will be deemed proficient.

Channels: Knowing where to communicate is just as important as knowing what to communicate. Well before a crisis, conduct an audience analysis. If you think you understand all the detailed specifics about your key audiences, consider if you and your leadership team have unearthed exactly how and where these integral groups tend to obtain their important information. If not, your crisis communication plan should involve an exploration of message dissemination that will actually reach your constituents.

Continuity: When planning and executing a crisis communication plan, clear and sustaining message continuity should be top of mind. For example, if a social media post does not exactly match up with the words of your CEO, audience misconceptions may occur, and your ability to control the narrative will diminish. The spoken and written word should always correspond during a crisis. When it comes to continuity, more C’s play an adjacent role; communications with correctness and consistency will strengthen the trust factor among your audiences, giving them an increased level of confidence in how your business is managing the crisis.

These 5+ Cs should be at the heart of every message delivered to your audiences, especially in a time of crisis. You will only be prepared to do so with an advanced plan developed before a crisis, not during one. It is vital to know and execute these principles while understanding the significance of each. Plan, plan and plan ahead; because, without these pillars, there is no ground on which you and your business can stand during the crisis.

Four Essential Elements of a Crisis Communication Plan

 Now that our foundation is set, let’s explore the essential elements of a crisis communication plan. While not an exhaustive list, the following elements are common themes of the best and most productive crisis communication plans.

Assess potential crises: It’s impossible to foresee every potential crisis looming over your business. However, it is possible to identify universal business threats as well as brainstorm the types of crises that frequently arise within your industry and/or sector. From there, every potential crisis should be assessed in terms of the “what if” scenario, along with a preplanned strategy attached.

 The focus of this portion of the plan should involve an assessment of crisis levels in terms of probable or likely dissemination of inaccurate or negative information that is based upon incidents, consumer opinions, hearsay, or propaganda, and that which can create communication issues and adversely affect the company’s reputation and brand perception. Usually, four levels of crisis are evaluated. Our PR team utilizes the following for most of our applicable clients’ crisis communications:

Level 1 = Most Serious or Most Potential Risk or Impact

Level 2 = Moderate Potential Risk or Impact

Level 3 = Low Risk or Impact

Level 4 = Unlikely Risk or Impact

Choose a spokesperson and create a crisis communication team: Who shall speak on behalf of your business when a crisis suddenly emerges? – You? Your CEO? When a crisis hits, the public narrative wastes no time being formed; therefore, you won’t have a second to waste. Decide and include your company’s spokesperson within your crisis communication plan and be ready to address internal and external groups and the media as soon as possible; and, this means quickly.

Your crisis communication plan must include what we like to call “The Line of Defense Team,” comprising leadership personnel who have been educated in the elements of your crisis communication plan. Each participant should have a copy of the plan accessible at all times with listed or charted individual and premeditated responsibilities.

Develop the plan as a workflow with each leader’s scope of responsibility clearly explained to encompass pre-crisis plan management and maintenance as well as activities and duties to handle during the crisis. Aspects of anticipated post-crisis administration are also wise to incorporate into the plan. These prewritten, general action items and timelines are intended to help your business leadership assess, address and attempt to resolve communication issues in regard to projected incidents.

Know your audience: Your audience is more than those who regularly comment on your Instagram posts. Companies commonly approach crisis communication with an exclusive focus on their customers and communities, showing little regard for their employees and other internal stakeholders. When developing and executing a crisis communication plan, make sure no stone is left unturned when identifying and communicating with your audience.

Identify your audience groups regarding whether they have direct or indirect interest versus influence. Consider your various audience types in terms of their “interest” or “influence.” Depending upon the type of crisis, select segments will hold general interest in the crisis and its related information, though with minor applicability for gains or losses. At the other end of the audience spectrum, a highly relevant group will not only have interest; they will also possess a great deal of influence over how they handle, address or speak about the crisis.

An individual crisis will require an assessment of segments and their figurative or actual stakeholder positions in comparison to potential positive, negative or neutral influence. This is integral to making decisions about how closely to interface with the segments and how often communications are required.

Develop consistent and succinct messaging on all channels: Nowadays, companies disseminate information via an expanding variety of communication channels (e.g., social media, onsite messaging, broadcast television, press conferences, emails, etc.). While having and employing different channels of communication is an essential part of an effective crisis communication plan, developing consistent and succinct messaging across said channels is just as important.

Execute the Crisis Communication Plan in a Time of Need

The cardinal rule of crisis communication is similar to medical operations. “First, do no harm.” Kick off your plan immediately.

When it comes to executing a crisis communication plan: timing is everything. Companies that create and maintain crisis communication plans in advance of being needed will be in a better position to control the public narrative.

Implementing your plan involves the opportunity for you and your company leaders and agency to prevent ineffective, unfavorable or detrimental responses to serious crises. Moreover, appropriate crisis communication procedures inspire or beget the trust and confidence that are vital in a challenging situation.

The 24-hour news channels and nontraditional media, vlogs, blogs, and social media can propel a news story or cycle that makes it critical for organizations to actively prepare for crisis communications.

An actual crisis often involves a volatile combination of public reaction and gossip or hearsay. This form of destabilized information makes it essential to give careful thought, albeit expedited, to information that will be stated or distributed, before making public releases or comments. This refers to the gamut- from social media posts to news conferences.

Evaluate the environment into which statements or information should be introduced, so your plan’s drafted messages can be further crafted and shaped to fit the problem or disaster.

Ask these critical questions at the onset:

• Is my crisis communication plan’s primary lead up to date about the matter and beginning to deploy the workflow?
• Which intel is critical to convey to prompt appropriate public responses in terms of the crisis?
• What are the opportunities for successful communications, and how can they be managed and maximized?
• What are the messages to be delivered prior to, during and after the incident?
• Are there obstacles to efficient crisis communications, and how can they be minimized?
• How might/will the media cover the news related to the crisis, and what are the ways in which to work with reporters?
• What questions can be expected from customers, vendors, employees, the public, media members, etc. throughout the situation?

Schedule the first and quick phone conference or meeting with your crisis management team to begin dissecting and dealing with the state of affairs. Rate and review the crisis situation to determine if your prewritten plan’s list of initiation items for management and communication is viable based on the present conditions.

Your plan’s pre-drafted message templates and statements should be finalized as necessary to address emergencies or other timely communications. Move forward with specific statements that could be needed to address individuals, peers, colleagues, or family members of impacted or potentially affected persons, to follow possible statements to and for the media and general public or suitable communities.

In the moments to days that follow, work through the “response” section of your crisis communication plan with the help of your leadership colleagues and public relations agency. From notifying the applicable parties and stabilizing the physical setting to activating your team and their workflow, stay calm and be focused.

What are Examples of Business Crises?

Let’s consider Pepsi and the infamous Kendal Jenner commercial that tried to settle racial injustice and police brutality with a simple can of Pepsi.

Watch the video here

Shortly after this commercial went live, Pepsi and Kendal Jenner faced severe backlash for trivializing the social issue. Nevertheless, Pepsi wasted no time by quickly pulling the ad and offering a statement of apology. While some negative sentiment may still reside, Pepsi’s overall crisis communication plan highlights the timeliness and sincerity needed for preserving the integrity and reputation of a brand in the face of a crisis.

BP Plc., on the other hand, did nothing of the sort. When an oil rig in the Gulf of Mexico exploded, resulting in the deaths of 11 people and an environmental disaster, BP Plc. was slow in responding to the media, taking three whole days to verify and relay the cause of the explosion. Moreover, BP’s top management failed to address stakeholder and public concerns in a timely manner during the fallout of the crisis. Consequences? — A brand reputation tarnished and in need of restorative action.

If you want to have a say over the narrative and emerge from a crisis with your brand reputation intact, develop and roleplay your crisis communication plan well before a crisis presents itself. Then, deploy your plan – modifying or customizing it as needed – at the moment you become aware of the situation.

Conclusion

Threats are everywhere, surrounding everyone and everything, including companies with renowned success and rock-solid reputations. While it may not be a miscalculated commercial or an environmental disaster, a crisis can hit your business at any moment.

An effective crisis communication plan derives its framework from the five Cs as explained in this narrative and comprises all the essential elements with no stone left unturned. Do not put off until tomorrow what you and your business can do today to become prepared and properly equipped to manage a crisis and its ensuing chaos.

Contact our public relations team to learn more about an effective crisis communication plan specific to your business and brand.

Influencer marketing, just in the U.S., is estimated to surpass $4 billion in 2022. With these numbers exponentially growing, it is safe to say that companies are picking up on influencer culture’s effectiveness and consumer impact. With this in mind, it’s important for company marketing teams to know how they can stay up to date with new influencer marketing trends, especially with the branding benefits involved in the newer and burgeoning styles of video and audio content.

What are Influencers, and Why are They Important?  

The idea of influencers revolves around popular public figures or celebrities being paid to endorse a business’s products or services, with the goal being to expand brand awareness and key messaging throughout their industries and among the customer or consumer followers or fans who admire them.

In this space, influencers are typically categorized as either micro-influencers or macro-influencers based on their respective reach. Micro-influencers are typically those with 1,000-100,000 followers, while macro-influencers capture audiences ranging from hundreds of thousands to millions of followers.

While it is important to consider reach in deciding which influencers to use, the value of influencers comes from their recognition as experts in their fields. Being held in such high regard creates trust in these creators, resulting in endorsements regularly increasing marketing engagement, presence and effectiveness. Whether the marketing objective is engaging with business-to-business prospects or reaching business-to-consumer targets, influencer marketing is a significant strategy marketing managers should maximize in 2022.

Leveraging Podcasts through Influencers

Since the COVID-19 pandemic, podcasting as a media outlet, has exploded with 80 million weekly American listeners, per Buzzsprout. The format’s ever-growing presence, combined with its ease of access, makes influencer marketing through podcasts a seemingly untapped gold mine.

Podcasts are unique in that they attract extremely loyal listeners in incredibly niche audiences. One example is that of industry trade shows, being one of the categories sometimes under the radar. Trade shows often host podcasts for business audiences to convey information about specific events, news and information for and within specific industry trades. These podcasts can help drive event registration as well as interest or sales for the trade show’s exhibited products or services.

Appropriately contracting influencers in this category of industry-specific podcasts can be extremely helpful for a company. Retaining influencers for trade show and other business-to-business podcasts can involve benefitting from the influencers’ third-party and positive commentary that includes key mentions or insights about the contracting company and its unique selling propositions. The same can be true of business-to-consumer events and podcasts.

As these podcasts are primarily funded by sponsors, similar to radio, they incorporate branded messages into their episodes, creating a perfect opportunity for paid influence. However, while radio sponsorships only occur live, podcasts are recorded and posted on streaming services, meaning, your company’s message stays in their segments for good.

Similarly, affiliate marketing with podcast influencers has become a popular practice in this space. By incentivizing creators to promote your service or product, in exchange for a percentage of business or sales received, influencers often go the extra mile with acknowledging your brand multiple times to increase their take from the partnership. Or, influencers can be funded with a one-time fee in exchange for an agreed type of endorsement or positive opinion or perspective they communicate.

From a marketing standpoint, affiliate marketing is not only the most common form; but, it is the most effective, with 29% of all podcast listeners saying they have used a promotion they heard about during an episode, according to a study by NCSolutions.

In a different lens, influencers can also be paid by companies to do guest appearances on industry or topic-focused podcasts. Having a guest influencer on an already existing podcast with a substantial following can further enhance a message’s effectiveness. While some podcast producers or hosts may not prefer to interview a business’s marketing executive (some do, and some do not), influencers are desired guests on podcasts because all parties benefit from their presence. Both the guest and the host show draw viewers towards one another while they promote conversation about your business.

Adding Virality of Short-Form Videos with Influencers

Those who work in the media industry have become aware of short-form video’s rapid growth since its inception into social media in 2013. Yet, it took years, until the boom of TikTok, that marketing teams began to use the style as a tool to promote themselves through popular creators. Since the concept has been spread to other platforms, it is bigger than it ever has been with a 2022 marketing trends survey, conducted by HubSpot, finding that 30% of marketers who use social media plan to invest in short-form videos.

TikTok and Instagram are the two largest platforms where short-form video marketing often occurs through the implementation of influencers. These influencer video applications’ marketing sphere can be centered around business-to-consumer marketing and/or business-to-business marketing. When well-managed and monitored by your public relations agency, influencer videos can easily create tenfold return-on-investment.

On both video-oriented platforms, sponsored collaborations dominate the business-to-consumer game. Popular influencers often sport merchandise or show off using consumer goods and products as they either create content around current trends or simply provide short testimonials or reviews geared toward the consumer or e-commerce follower audiences.

For a business-to-business approach, this style of influential videos is all about industry savvy influencers creating short video blogs or “vlogs” about their own positive experiences with specific products or professional service providers. The created videos and vlogs can provide real-time influencer insight on specific aspects of products or services for businesses, which has the power to intrigue business professionals who are decision-makers about purchasing products or procuring service providers for their businesses or the businesses for which they work.

Affiliate marketing, also, is seen as extremely effective in these areas through special influencer-based UTM codes and the announcement of special promotions or offers with calls for action. When influencers post content about your business or brand, you should ask or require them to include a UTM code to track any conversions or sales they induce. The premise is a pay-back or payout in the form of a small commission for each conversion they generate. This can be an event registration for a tradeshow or other event, or it might be a product or service purchase brought about and linked to the influencer’s created content.

The upside to these two specific platforms is their algorithm-based targeted content. While on other platforms, you must research how to attract certain audiences to your posts and account, TikTok and Instagram Reels constantly showcase new material to viewers based on what they interact with, who they follow and what kinds of content they regularly pay attention to. Meaning, that if you choose influencers correctly within your industry, others who look at similar content will more likely be shown or delivered this influencer and your brand.

All of this is only as good and results oriented as your or your agency’s management of your business’s influencer marketing program, strategy and agreements.

Connecting with Online Communities through Live Streaming and Influencers

Live broadcasting, or live streaming, is also accessible through various digital platforms and has become one of the highest grossing mediums available. When your influencers broadcast or stream content about your business or that which makes your organization distinctive, the interest and click-through rate exponential increases.

What the live streaming community offers that other media formats don’t is real-time interaction between influencers and their audiences, which creates a stronger bond and allows more information to be presented for those interested. This exchange makes the application of this format handy when promoting an event and/or a brand, product or service.

Seen especially in younger audiences, Grin found that some audiences on YouTube are influenced more by popular YouTubers than by celebrities.

Allowing your audience an insider or third-party view of an event or tradeshows, a sneak peak of a new product, or how a professional service is performed and yields benefit creates a sense of interest or intrigue and engages them to learn more.

For many event marketing teams, hosting an onsite livestream which features influencers as guests or hosts can provide this effect. Influencer-based live streams offer expert analysis of not just the event itself, but the products or services being showcased at the event, which can draw in viewers or attendees based on each influencer’s following.

When business-to-business events, conferences or exhibitions take place, livestreams are one of the most promising ideas for enticing new clientele or attendees to register. Many tradeshow and event organizers have to market their event’s benefits through associations and businesses whose members or personnel have attended in the past to validate the events worth for others to register and attend. In the influencer space, these trusted individuals can provide an even deeper level of event approval to an effective audience, persuading their followers and fans simply based upon their involvement in the sector and event via verbalized or shown experiences.

Tips for Video and Audio-Based Influencer Marketing Strategies

While employing these formats of video and audio media with an influencer can help expand the reach and visibility of your company, the most important part comes with properly executing your social media influencer marketing strategy.

Here are a couple key tips on how you can start making your influencer marketing campaign more effective.

Limit Scripting but Guide Soundbites: Whether it be demonstrations, sponsored messaging, or product videos for marketing, a common mistake many companies make is over-scripting for influencers.

While tempting to write exactly what you want them to say, these types of scripts restrict the creator, making the message feel ingenuine and out of character to their audience. Allowing influencers leeway to use their own voice and style in creating sponsored messages, reviews, tutorials or commenting often results in higher levels of audience engagement.

However, giving your influencers a messaging guide is essential. This can include what tone to use, what points and topics should be covered or a length estimate. Create a list of important soundbites, being concise, clear language and subject-matter you would like for them to incorporate into their content. Provide message and brand standards to ensure proper and correct information is shared, which also helps avoid inadvertent content that could confuse the audience or conflict with your objectives.

Appoint someone with a true and seasoned understanding of influencer marketing on your staff or with your marketing agency to work closely with and oversee your contracted influencers.

Participate In Trends: Influencers who participate in popular social media tends while showcasing your brand, and integrating popular captions at the time of creation, automatically sets the algorithm of the platform to favor their content, especially on Instagram and TikTok. In accurately researching popular trends, your influencers can create content around the topics and captions they should use, leading to more people likely seeing and following your business or brand.

Any given social media site normally contains an algorithm which determines what an audience is shown. These complex equations take into account a user’s interests and learns preferred topics over time through providing new content and achieving either positive or negative responses. While this cycle helps in targeting specific audiences, within these spaces virality is also key to the algorithm.

While the topic of influencer marketing geared to generate visibility of positive online content can involve a significant amount of time and energy, the payoff can be extremely rewarding to businesses when properly vetted and managed. Some companies make mistakes because they either lack awareness of popular influencer trends or how to incorporate and oversee them, or, they simply try too hard to play into a specific topic versus facilitate an innovative, yet macro-view, of influencer content.

The aid of influencers and public relations agencies can add much needed leverage to these styles of podcast and video campaigns because of their extensive platform-specific knowledge on what is captivating or entertaining to their followers and fans.

A great example of this type of influencer-based knowledge comes from TikTok’s ‘Sounds’. While many marketing teams or companies would need to spend extensive time researching which sounds are popular at a specific time or how they could incorporate them into brand messaging, creators have an innate ability to understand and customize them across their respective platforms. This brings about a natural flow of persuasive information about the products or services and brands for which businesses are seeking promotion.

The introduction of influencers into any marketing campaign can feasibly produce more engagement and interest in your products or services because of the community built around the trustworthy creators. To stay relevant and provide authentic content which is also effective, it is important to have awareness surrounding current media trends like short-form videos, podcasts and live streaming as well as how to apply and monitor these trends to appeal to your audience. Even if influencer marketing, videos and podcasts are not the forte for some internal marketing teams, this is no reason to avoid adding them to an annual integrated marketing plan. Public relations firm services can provide the tools necessary to develop and perform successful influencer marketing campaigns to grow and benefit your company and its levels of influence.

At Eberly & Collard Public Relations, we develop and manage influencer marketing programs for our clients by carefully researching, acquiring and managing top influencers that are the most beneficial for their brands. Contact us if you are looking to kick-off a new or improved influencer marketing program. Learn more: www.ecpr.com.

Client loyalty and customer referrals have now hit an all-time low, and these types of new business connections are fast being replaced by having relevant expertise in a niche service category.

Even with 2020 past us, we are still living in unprecedented and chaotic times. But, most of all, these are times of profound change. At Eberly & Collard Public Relations, we believe we are on the precipice of a revolution as it pertains to how leaders at professional service firms can market themselves. Buyers need to know how to assess service providers in today’s environment. And, sellers need to understand what types of sales and marketing methods will gain the attention of buyers.

Buyers stated in a study last year conducted by the Marketing Research Institute that relevancy of services or specialization in a niche category was a key selection factor. This factor has risen 33% over the last two years and will continue to rise. Relevant expertise translates to higher client satisfaction, loyalty and referrals, all of which are at all-time lows. Because it is much easier for a buyer to do a quick web search than it is to reach out to a friend or a colleague for advice or for a referral. The loyalty suffers and is not established if the client does not see you as highly relevant to their current challenges and needs. The old methods will not work in today’s environment.

What is the best path forward? In today’s marketplace, a strategic and customized approach is paramount to success. A modern, digital-fueled content marketing approach is the right mix of ingredients. Traditional methods are not dead. It’s understanding how to balance them both appropriately in varying percentages based on your specific industry or unique needs.

Digital Marketing Dominates

Digital communications and marketing have been on the rise for more than a decade, but companies that have not evolved to include some form of digital marketing communications are being left behind. The 2020 pandemic forced many companies to convert to all types of virtualization where digital interactions are now routine. With so many gaining experience and comfort with virtual services, it will only continue to be more prevalent. Having a strong digital content marketing strategy will help aid in staying relevant. Items like Search Engine Marketing (SEM), Search Engine Optimization (SEO), a digital media kit, and a robust media relations strategy that will help secure articles and placements online will also help with high authoritative backlinks to your website. Podcasts and videos will also fall under this category, to name a few.

The Importance of Industry Specialization

Specialization is essential and considered a real competitive advantage over companies that do not do so. The benefits are obvious. Clients benefit by virtue of specialized service and added value through insights and suggestions. We decided years ago to be an industry niche-based marketing firm and have maintained our commitment to this decision. It’s been our strength in an otherwise uncertain economic environment because our target audience demands as much value out of their professional advisors as possible. We believe that specialization gives this to them. After all, by virtue of serving many organizations and individuals engaged within the same industries, we see challenges and opportunities much clearer than another firm not working in that specific industry category. This brings a lot of value to our clients in the niches we serve. We believe other professional service firms that follow in this similar model will also yield the same successes.

Niche Marketing is A Successful Strategy

Differentiation, the most common, and most difficult marketing issue for professional services firms. Competition within the professional services space is fierce, and many industries are incredibly analogous—which makes differentiation that much more difficult. Take an unbiased look at your industry. See how competition saturation, economic or political volatility, and trends and challenges affect your position.

Define your target audiences and what they want. The critical rule here: Don’t guess. Internally generated client surveys and client service programs only go so far. What your clients and prospects say and do varies greatly depending on a variety of factors. Third-party research can help. Once you know the pain points and perceptions, make sure you have a solid plan on what to do with that vital information.

Use your resources and or the resources of your specialty marketing firm to focus your efforts. This involves all of your firm’s professionals, including technical, business development and marketing focused. Is your marketing department at capacity? Is this the time to outsource? Do your business development and marketing teams have the right skills and roles in place? Once you make changes or revise your strategy, do you have individuals that can champion the efforts and see things to fruition?

Understand What is and is Not Working

This tends to be one of the most difficult questions to ask, as the answers can be very nuanced. For example, are you engaging in reactionary marketing (or is marketing more of an afterthought in your organization)? Do you have a strategic plan in place? As mentioned in the beginning of this article, content development will be crucial to help increase awareness and education among your targets. But, it takes time. A realistic timeframe is approximately 3-4 months before a measurable difference can be seen. It’s quite often in today’s world of instant gratification that expectations are not realistic. Don’t set yourself up for failure by having unrealistic expectations from the very beginning.

There are numerous ways to increase B2B lead generation, but the information above will help guide you along the way. Working with an agency that truly understands your specific industry is the way to achieve success and convey your value proposition. Working to ensure that your client loyalty does not suffer is a sure-fire way to remain relevant to your customer base.

The influencer marketing industry is on track to nearly double its worth from $8 billion in 2019 to $15 billion by 2022, according to a Business Insider Intelligence report. Showing no signs of slowing down, influencer marketing is increasingly becoming a vital strategy for businesses to build brand awareness, generate engagement, attract leads, and drive sales.

What is Influencer Marketing?

Influencer marketing is a form of marketing that employs or engages industry-leading content creators, or influencers, to advocate your business and endorse your products or services. The goal of influencer marketing is to increase the visibility of your company and drive your brand’s message to your target audience via a variety of channels, such as an influencer’s blog and social media platforms (Instagram, YouTube, Facebook, TikTok, etc.).

According to HubSpot, 80 percent of marketers say influencer marketing is effective and helpful in growing their businesses. However, it is important to note that an influencer marketing program is only as results oriented and effective as it is managed. When managed properly, it can expand your reach and produce new, unique and positive results for your business.

Understanding the difference between macro-influencers and micro-influencers is a critical aspect of any successful influencer marketing program. Doing so allows you to determine which form of influencer marketing will be most beneficial for your business and the goals you wish to achieve.

Macro-Influencers vs. Micro-Influencers

Macro-influencers are celebrities and other well-known individuals with broad, diverse audiences of hundreds of thousands to millions of followers. There is no denying that macro-influencers are capable of introducing and promoting brands, products and services to a wide-reaching audience; however, this is not always the best influencer marketing strategy for every business. Not every brand has the budget to engage macro-influencers; and depending on your marketing goals and objectives, smaller-scale influencers may be a better fit for your company.

Micro-influencers, on the other hand, typically have between 1,000 to 100,000 followers. They have more specific and targeted audiences, and are regarded as experts in their respective niches. Not only are micro-influencers considered to be far more accessible, affordable and authentic than macro-influencers, they also drive increased awareness, fans and followers, engagement, website and blog traffic, leads, and sales conversions for brands and businesses of all kinds and sizes.

While a micro-influencer’s number of followers is smaller than that of a macro-influencer, they have proven to achieve similar, if not better, results for businesses and brands. In fact, influencer marketing trends predict micro-influencers will continue to rise in 2021 and are emerging as the most effective influencer marketing strategy. As such, more and more businesses are realizing the importance and value in partnering with influencers who have smaller but highly engaged followings.

Below, we share five of the top benefits of using micro-influencers, as opposed to macro-influencers, to build brand awareness and boost sales for your business in 2021 and beyond.

1. Micro-influencers have higher engagement rates.

Did you know that influencers with smaller followings tend to have higher engagement rates than influencers with larger followings? This statistic may catch you by surprise, but according to Markerly, influencers with a follower base of 10,000 to 100,000 offer the best combination of engagement and broad reach, with like and comment rates that exceed influencers with a higher number of followers.

Although micro-influencers have fewer followers, they hold a large and powerful influence on their tight-knit, loyal communities and audiences. Micro-influencers are much more engaged and able to interact more frequently and authentically with their followers. Conversely, macro-influencers have such large followings that it is difficult to engage every single follower on a personal level. The more influencers interact with their audiences on a genuine level, the more connected, relatable and influential they become in the minds of their followers.

This is one of the best ways micro-influencers can benefit your brand, as partnering with them often yields more impactful results by helping connect your brand, message, product or service with their highly engaged and responsive followers.

2. Micro-influencers reach niche and targeted audiences.

Micro-influencers are seen as industry experts and topic specialists in a particular market, and they reach niche and targeted audiences consisting of people who share the same or similar interests. In contrast, macro-influencers have a much broader audience with diversified interests. Thus, partnering with micro-influencers for brand, product or service promotions instead of macro-influencers is often recommended. Doing so allows you to reach highly engaged followers in a specific niche and easily connect with your target audience, as opposed to getting lost in the masses.

3. Micro-influencers are more affordable.

Incorporating a micro-influencer strategy into your marketing mix can benefit your business’s overall budget. Micro-influencers are far more affordable than celebrities or top-tier influencers with millions of followers. This has encouraged many brands to turn to micro-influencers for collaboration.

More often than not, macro-influencers charge thousands of dollars for a single post promoting a product or service, whereas 97 percent of micro-influencers charge less than $500 for a promotional post. Instead of paying a costly fee for a single, short-lived post from one macro-influencer, consider investing in several different micro-influencers to maximize the benefits and longevity of your influencer marketing program. By doing so, you can reach a larger, more engaged and targeted audience that is more likely to have a true interest in your brand and take action on your products or services.

4. Micro-influencers provide more authentic content.

Micro-influencers generally give the impression of being genuine and trustworthy individuals, as they provide their audiences with more authentic and relatable content. They are very invested in the communities they have created, and their followers look to them for honest reviews and recommendations. Because of this, they are strongly motivated to produce creative, high-quality content that impresses their followers as well as the brands with which they work. In doing so, they are able to deliver your brand’s message in a way that will appeal to and resonate with their followers, ultimately encouraging them to transform into potential customers.

5. Micro-influencers generate higher conversion rates.

Collaborating with micro-influencers is an excellent way to increase your conversion rates. According to a recent study, 82 percent of consumers are highly likely to follow a recommendation made by a micro-influencer. This, in part, goes back to the authenticity factor that we mentioned just above. The suggestions and reviews made by micro-influencers are considered to be candid and sincere by their followers.

A great strategy for this is to create special discount codes or affiliate links for your micro-influencers to share with their followers by way of product reviews, tutorials, sponsored posts, etc. In turn, this will encourage and motivate their audiences to purchase your products or services. As a result, there is a strong likelihood your sales conversion rates will increase.

At Eberly & Collard Public Relations, we develop and manage influencer marketing programs for our clients, and carefully research and vet influencers that are the most beneficial for their brands. Contact us if you are looking to kick-off a new or improve a current influencer marketing program for the new year.