With the media in decline, the dynamics of influence have changed dramatically. Individual bloggers, Twitter members and Facebook fan page administrators can have significant influence over a market, particularly in the B2B realm. This presentation gives you hands-on advice on how to find influential people, engage their attention and cultivate them as lead generation sources. We go in-depth to look at alternative search techniques using tags, social bookmarking sites, blogrolls and user-generated content communities. We also cover steps for reaching out and building long-lasting relationships with these new influencers.

1. Identifying and Engaging Online Influencers Paul Gillin, Author The New Influencers Secrets of Social Media Marketing Social Marketing to the Business Customer

2. New Influencers are Passionate – Both Pro and Con Source: Sean Moffitt, BuzzCanuck Desire to Influence Others Brand Engagement Passive Active Reject Favor Traditional Influencers Authoritative 3 rd parties, community leaders, press, gov’t. Haters Lovers Critics Enthusiasts Skeptics Mainstream Dismissers Followers

3. Meet the new influencers Steve Hall Philipp Lenssen Paige Heninger & Gretchen Vogelzang

5. Hands-on example For an energy management ISV, we want to identify influencers who specialize in building environmentals.

6. Start With A Google Blog Search Tip: Use advanced search!

7. Look for authority and fans This one looks promising

8. Open and Examine Results Signs to look for Old entries Low interaction Spam blogs Possible competitor?

9. Technorati Rates Blogs Authority ratings show activity, inbound links

10. Profiles show interests and followers Fans share passion Tag cloud shows interests

11. Signs of Life Multiple social outlets Active comments Advertising Dedicated domain

12. Use Website Grader and Compete.com

13. Who’s Following? Facebook Twitter Inbound links

14. Mining a blog Blogroll leads to relevant sites Who do they link to?

15. Other Venues 3,000 “fans” 9,000 “fans” 3,800 members 1,700 members

16. Other Venues

17. Specialty & Multi-contributor

18. Little-Known Listening Gems Social bookmarking sites Social Media Search Website Evaluators

21. How to Engage Dear <blogger name>: I'm a big fan of your site, <blog title>, and think you provide a tremendous value to the construction trade. I would like you to know about a new site we have just launched... Wrong Right Dear Susie: GreenBuildingElements.com is a must-read for us here at Energy Efficient Solutions. We particularly like your focus on designing homes with sustainability in mind. I have personally recommended your Green Building 101 Series to several of my colleagues as examples of how the process of building green homes can be fundamentally rethought. As you wrote recently, &quot;It all starts with the foundation. So let’s start from the beginning.&quot;

26. Thank You! Paul Gillin 508-656-0734 [email_address] Site: gillin.com Blog: paulgillin.com Twitter: pgillin