In our last blog, we wrote about the metrics you need to understand when selecting a travel KOL. So what’s the process when our clients come to us and suggest they would like us to organise a KOL trip?
Match product with skills, audience and interests
The first thing we consider is the objective of the project and the product itself. When we were looking to promote the destinations accessible by rail for our client, London North Eastern Railway, we needed to find a mainstream travel blogger with a strong reputation and access to a wide reach on China’s popular travel review sites. We also wanted someone with excellent photography skills so they could really showcase the personality of the North East of England and Scotland. Thus, the influential blogger Sicilia (西西里玩不停) was the perfect choice.
However, when we were looking at our Heritage is GREAT trip for English Heritage, we knew we needed to find someone with a really keen, genuine interest in both history and heritage. The trip involves visits to many sites up and down the country, so a love of heritage was essential. Our choice, in the end, surprised us all, as we discovered that the actual co-founder of one of China’s premier travel review sites, Qyer, Mr Cai Jinghui, is a huge heritage fan. Never backwards in coming forwards, our team in Beijing approached him with the proposed trip and we are delighted that Mr Cai will be visiting in September, bringing with him a museum expert and photographer. The review will appear on Qyer and posts will be shared on Mr Cai’s personal social media accounts – presumably with many of the Chinese travel industry’s A-listers.
We also ensure your blogger appeals to the right audience. If you are VisitBrighton or Destination Bristol, we might look for a blogger with a predominantly millennial audience. If you are London Zoo, families are probably more important to you. We will choose the right blogger who actively markets to your target segment.
Be practical and flexible
We always have to consider budget and scheduling. We know lots of great Chinese travel bloggers, but they are busy people and charge different fees for their time. Travel blogging is how they make their living (lucky for some!). Sometimes, it’s a difficult balancing act to find someone who matches our budget, wants to visit the UK, and has the time in their schedule to do so. Where we can’t pay the normal fees, sometimes we can offer the KOLs something else; help with a future holiday, discounts on hotel rooms, or the promise of more work for other clients. We are competing for these bloggers with places like Australia and Dubai who have huge Chinese KOL budgets, so we have to be prepared to find a work-around to make things work with the right blogger.
Success often depends on the destination. We have never had to pay for bloggers we’ve hosted at the paradise island of Vanuatu because the bloggers have never been before, were really excited to go (who wouldn’t be?), and know that the island will offer them new and original content that give them a competitive edge over other bloggers. But, over time, as more travel blogs are written about Vanuatu, fees will inevitably come into play.
Occasionally, bloggers are free when the opportunity is too good to refuse – this is usually when the entire trip includes luxury accommodation and business-class flights.
It can also depend on their personal circumstances, who we know, and whom they know. We invited Wang Yuan (王二媛), the food blogger and editor of the Chinese fashion website MOGU Street Lifestyle to England and Scotland in June. Yuan brought her friend, Liu Bo (bobobaby7), along, who is also an influential KOL, free of charge. Liu Bo has a staggering popularity on Weibo and their being on a trip together meant that the two ladies took more pictures, shared more content, and had more fun, making for an even better result for the client at minimal extra cost.
The platforms are always in charge
It’s important to think about how the content will be promoted. Weibo have set up a group for Fashion KOLs, whereby bloggers pay a fee to have their content promoted. For example, a celebrity would have to pay Weibo a sum for people to see their posts otherwise they won’t be sent traffic. This cost can be as little as 200 RMB (£22.00) or upwards of 5,000 RMB (£575.00) if the blogger represents a big brand. Fashion KOLs often include this cost into their service fee, but if you just want a detailed blog with no Weibo promotion behind it, they will only charge you for travel time.
Contrary to popular belief, most Chinese bloggers are no longer freelancers – they have to partner with a company for Weibo to send them traffic. These companies manage a network of bloggers and have direct contacts with Weibo, and bloggers have to share profits with their company.
It’s a professional service and you’ll need a contract
Working with KOLs is completely different to working with journalists. Bloggers will agree a fee and the deliverables and this will be written in a contract, signed by both parties. It will cover things like the minimum number of social posts which will be delivered, and how many platforms the review will be published on. Remember, Chinese bloggers don’t publish on their own blogging websites (this is very old school indeed and the market moved on from that about 10 years ago). They publish on third party platforms such as Qyer, Mafengwo and Ctrip.
Social media posts on WeChat and Weibo made throughout the blogger’s trip are normally free of charge with a certain number agreed within the contract per trip, but costs may incur for video content. A detailed blog with video can cost between 25,000 and 30,000 RMB (£2,800 – £3,500) per project, which includes an average of 3 to 5 Weibo posts.
Pick the best of the bunch
Of course, we check if the bloggers are actually any good. Chinese social media and travel site users follow bloggers for their personality and to communicate with them, in addition to reading their travel insights. Readers enjoy blogs that inject personality into them while being informative about the destination or attraction. This comes down to effective writing skills – some KOLs can’t write at all!
Travel bloggers don’t all write about the same thing – some will focus on specific travel trends, such as food tourism or flower and garden tourism, to stand out among the rest. If your travel blogger is eating at the finest restaurants during their trip, it makes sense for them to have had blogged about food in the past. The content travel KOLs produce and publish on their social media accounts and travel sites is important to keep in mind.
There are practical considerations too. Does the blogger have a visa for our client’s destination or will we have to cost that into the trip? Where does the blogger live? Will we have to pay for connecting flights in China or transit hotels? Language barriers may be an issue if the blogger only speaks Mandarin, but a detailed and informative itinerary can help assure them and having a Mandarin-speaking colleague on hand to communicate with them is always useful.
Most importantly, we consider whether the blogger will be easy to work with in sticking to the itinerary, communicating promptly if any problems arise, and being an all-round responsible traveller. We never want our blogger trips to turn into a headache, either for us or for our clients.
If you would like to find out more about working with Chinese KOLs, please contact us for a chat.
Enjoyed this article? Then these may also be of interest to you:
Chinese KOL trip from London to Scotland by rail (Case Study)