Rachel asks, “I’m working with a new client in the wines and spirits industry. Currently, they are following everyone under the sun (Justin Bieber, Complex, KKW etc). Who would you recommend they do follow? For example, because they are a cocktail mix brand, they are following the liquor brands that people mix their product with.”
Thinking about who to follow I presume is so you understand what people are doing, a source of inspiration. I would do a different kind of analysis. Who has your customer? Who are those people? Follow them instead. Who do they follow? Use that information to create compelling content. Watch the video for a more thorough explanation.
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What follows is an AI-generated transcript. The transcript may contain errors and is not a substitute for watching the video.
In today’s episode Rachel asks, I’m working with a new client and the wine and spirits industry.
Currently, they’re following everyone under the sun like Justin Bieber, who would you recommend they do follow, for example, because they’re a cocktail mix brand, they are following liquor brands that people mix their cocktail with.
So thinking about who to follow, I presume is to try and better understand the customer and perhaps look for a source of inspiration for what you should be posting on your Instagram account.
I don’t know that’s going to provide a lot of insight because you’re looking at it from the business perspective, you know, what do similar businesses do? And I would focus on a different kind of analysis, I would turn my attention away from similar businesses, at least right now and look more carefully at the customer who is the customer who, what do they like what do they read etc.
And the easiest way to get started with is with using Facebook’s Audience Insights.
So let’s go ahead and bring this up here.
So here we have Facebook Audience Insights, I’m going to make it as clear out all my stuff here.
And let’s say that I’m interested in the people who like my page, right.
And so these are the pages I run.
And what I see here is I see rep, equal gender representation, which is interesting.
And I see a definite age skew in the 35 to 54 range, right.
And I also see, disproportionately married, disproportionately higher educated.
So that gives me a sense of who my audience is.
So if I go into the 35 range up here, and let’s go ahead and advanced here education, graduate school, relationship status, married.
Now that’s essentially my audience.
What is this audience like? Actually, it’s now that download 54 on the upper end.
There we go.
So I just want that segment which we saw was over represented.
This gives me a sense of the other things that this audience of mine tends to like, right we have some politicians, we have some podcasts that might be a useful place, we do some advertising, we have shopping and retail.
We have TV networks, media, TV shows.
And this level of information now tells me more about my customer.
it to a fair degree, right people who are similar to my audience, what I should be doing is looking at every one of these brands, particularly ones that where there’s a lot of overlap with or some connection to the the product or service that I that I work with, and find ways to analyze the followers of those brands but on Instagram I’m using Facebook as the triangulation here, want to go and follow those accounts on Instagram, see what is in the media diet of my audience? What are the things they’re seeing over and over again, and engaging with a tool like Facebook’s CrowdTangle would be a good tool to, to get a good sense of sort of the top 10% of engaging content.
And then with this information, I might want to then try and narrow down even further.
So let’s take a look through here really quickly, and see what are the things that other things that strongly overlap.
I want to do let’s look at people who are interested in podcasts.
Right, so now we’ve cut that audience down significantly, but now we have some different podcasts.
And we have all these different types of interests.
This is what you would call a double unicorn strategy.
This is a term Larry Kim uses over at MobileMonkey.
And the the double unicorn strategy essentially says find different things that allow you to create content that just speaks out to that audience so strongly, because your content that you’ll post on Instagram or wherever seems like it’s tailor made for that audience.
So let’s look at a couple things.
We have some parenting stuff, we have Rei, we have the points guy.
So if I was creating interesting creative for my stuff, I would be looking at how can I weave in ideas about saving money on travel? I’d be looking at weaving and how to get some time outside.
And since I run a marketing podcast, I might be thinking about how can I either weave that into segments onto the show, or in Instagram content, maybe some tips Hey, while you’re traveling for business, here’s some ways to save some money while you’re traveling for business.
Here’s ways to get out side and save money, right? You got that intersection of those of those interests and that kind of content when somebody who’s in this audience sees it goes, You understand me, you get me, you know what I’m all about? So the same thing that I just showed, here’s what I would do with this cocktail mix company, who’s your audience? What are those demographics? Start building a look alike? Audience, essentially? And what are those interests? What are the content that’s in there? What are the ideas that you can pull out of there? Again, using great research tools, you can use CrowdTangle, you can use Talkwalker.
You can use any of the major social media monitoring tools to extract out from Instagram, what are the what’s in the media diet of those people that they engage with, and then use that to build really strong campaigns that are organic in nature, you can and should put some paid dollars behind it as well.
But it will dictate very clearly how to go after an audience based on what it is that that audience wants to see not necessarily like what other liquor brands dream but what other brands in general doing that can appeal to that you can weave your product and service into very well when you look for example let’s go ahead and clear all this out here I have a suspicion let’s look at people who are interested in peloton right the product or service or the business when you look at this audience if I then put in who this audiences and we take out these interests and look at people who just like Jen you see some of the very same brands like Blue Apron like Whole Foods and things like that.
So when we talk about you know how how clever it was for aviation gin to go after the peloton, add we’re forgetting the data side of things right.
There was a Clear overlap in audiences, they knew that that was their audience.
And so a rapid response campaign, obviously did very well have this had this audience been very different, it might not have worked as well.
But knowing your audience allows you to do some of those really creative activation, so give this a shot.
Again, this is all free.
It’s all based on your existing data, and try and find those overlaps.
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