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Full Description
Influencer Marketing is the most important new approach to marketing in a decade for those professionals at the leading edge of purchasing decision making. It shows that key decision makers in all major markets operate within communities of influencers- because major decisions are too complex and risky to taken in isolation.
The 'ecosystems' this creates are full of these critically important people, whose impact on purchasing decisions is both pivotal and misunderstood. This new book demonstrates that-
• As mass media impact wanes so the role of influencers grows - marketers need to know why and how to use this knowledge
• The impact of blogs, wikis and other social media is that they enable new influencers to emerge, and disperse traditional sources of influence.
• Large and small businesses worldwide pour billions of pounds each year into influencing what they think are their influencers. This book shows you that most of that money is being spent on the wrong people, leaving the real influencers all too often untouched.
• Influencers do not do the buying, are not obvious, cannot be bought, and start off neutral - which is why their potential to affect sales is so great
• Influencers are not all equal - they can be assessed, ranked and prioritised to be used effectively
• Influencers can be influenced - the question is how to get to them to generate market awareness, leads and address sales barriers
Influencer marketing is closely related to the relentless rise and success of word of mouth (WOM) and relationship marketing, and is now established as one of the armoury of new techniques professionals must use. For all those involved in marketing and sales this book will be an essential analysis of how to identify who has influence, how they apply it, and how you can turn it to your advantage.
Contents
Foreword
From 'The Dip' by Seth Godin
Preface
Nick Hayes
Introduction xi
Duncan Brown and Nick Hayes
1 Marketing is broken
2 What's wrong with traditional marketing today?
4 Decision-maker ecosystems
5 How influence works
6 Who are your influencers?
7 Identifying and ranking influencers
8 Who should evaluate the influencers in your market?
9 Marketing to influencers
10 Good, bad and ugly influencers
11 Marketing through influencers
12 Marketing with influencers
13 Evaluating influencer marketing
14 Influencer marketing and word of mouth
15 Social media - the new influence enablers
16 Influencing through social media
17 Influencing consumers
18 Influencers in consumer markets
19 How to structure influencer marketing in your organisation
20 Making influencer marketing work for your company
21 The future of influencer marketing
Index
