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The Rationale for Hiring a Public Relations Firm (Especially Now)

By Kathy Cripps, President, Council of PR Firms

Over the past few months, we have received inquiries — from members and others — relating to the value of hiring a public relations firm at a time when client organizations are cutting back on spending.
Those conversations were the inspiration behind this column.

What follows is part one of a two-part column. This is not meant to be the last word on the benefits of working with a public relations firm, but rather a thought starter that can be shared with people who might need support in selling in the services of an outside public relations firm (e.g. clients, procurement, prospects, etc.).

Read Full Article

UPDATE: The web page seems to have vanished. A shame…good article too! Looks like we’re not the only ones who thought it was a great article! http://www.gablepr.com/clientserviceresults/value-of-pr-validated-by-the-economist-others-in-council-of-pr-firms-posting/

If anyone finds it, let us know. Thanks.

Marketing on a Shoestring

  • Narrowcast Your Marketing: Sure advertising and public relations make great sense, and are cost-efficient, but the total dollars involved may be too much for the budget right now. Consider direct mail (via “snail mail” or email) to hit a very narrow, defined audience, by name, with your sales and marketing message.
  • Start a Dialogue: One communication won’t cut it; you need to build a conversation with your prospective customers. You can do it through a combination of direct mail and the Internet. Consider a blog that ties in with a campaign of mailings (or emailings).
  • Have Something to Say: Spend time on the message. What will help your customer? What should they know about your brand or product? And why is now the right time to buy? Do your messaging homework before you reach out!

Learning from Direct Mail…generating leads

Robert W. Bly — well-known author, copywriter, and a former teacher of business-to-business copywriting and technical writing at New York University — presents several interesting ideas about how to generate more leads in your ads (and direct mail). Here’s just a quick excerpt of SELECTED tips. Look for the full article on the National Mail Order Association’s website.

  1. Ask for action. Tell the reader to phone, write, contact his sales rep, request technical literature or place an order.
  2. Offer free information, such as a color brochure or catalog.
  3. Use a direct headline-one that promises a benefit or stresses the offer of free information-rather than a headline that is cute or clever.
  4. Highlight the free offer in a copy subhead. The last subhead of your ad could read, “Get the facts-Free.”
  5. Consider using more than one reader service number. For example, one number for people who want literature, another for immediate response from a salesperson.
  6. Test different ads. Keep track of how many inquiries each ad pulls. Then run only those ads that pull the best.

Have any lead generation tips of your own?  What do you think works best for YOUR company?

Media Interview Bill of Rights

This is information we share with clients about the “rights” in a media interview…it’s just good to know what the rules of the game are BEFORE you engage with the media….

You have the right to:

  • Know the topic of the interview
  • Know the format in which the interview will take place
  • Ask who else has been interviewed
  • Have time to answer the question without being interrupted
  • Deflect questions that are based on speculation, unnamed sources or innuendo
  • Correct misstatements that you make
  • Refer to notes to ensure accuracy
  • Record the interview

You do not have the right to:

  • Know the questions in advance
  • Control who else gets interviewed
  • Review the story before it is published or aired
  • Change your quotes retroactively
  • Edit the story
  • Expect your view to be the only view
  • Demand that the story be published or be killed

Source: based on material by Dan Keeney, APR

The Days of Balloons and Branson

by Trish Boppert, McGinnisPR

Hard as it may be to imagine a world without twittering tweeters, cell phone squawkers, and YouTube gawkers, the hard work that goes into conceptualizing, planning, implementing and promoting successful client events was once accomplished without any of the above. The following gives a snapshot of what B2B “public relations” was like back in the day.

“Stratoquest” was a great example. It was the 1988 attempt by Swedish aeronaut Per Lindstrand, (Lindstrand and Sir Richard Branson were the first to cross the Atlantic in a hot air balloon), at breaking the existing altitude record for a hot air balloon, then standing at 55,134 feet. Undertaken on behalf of client ICI Films, the goal was to create a one-of-a-kind, compellingly newsworthy event that would showcase the company and demonstrate the versatility, durability and strength of its high performance polyester films. I remember that project well…

Did someone say “one-of-a-kind?” Yes, and with a certifiably big “big idea” at its core, since the enormous “envelope” of the record-breaking Stratoquest balloon was made from ICI’s Melinex film. A professional meteorologist, engaged to determine the optimum launch locale, deemed it to be in South Texas. In Laredo, Texas, specifically, on a ranch north of town owned by a balloon-friendly rancher named Callahan.

A few days before the target launch date, Lindstrand and his crew, (balloon experts all, laden with exquisitely specialized equipment), a handful of reconnaissance pilots (with helicopters in tow), and a shape-shifting collective of balloonists and balloon enthusiasts drawn to the history-making occasion began descending on the ranch. Reporters, camera crews and photographers representing an array of North American and European media outlets followed.
One day before launch, expectations were as high as the mercury, (the humidity was even higher), and the numbers of press and spectators continued to rise. Unfortunately, so did the wind. The next morning’s pre-dawn launch was declared a non-starter, the first in a series of 4 a.m. disappointments. The stars really do burn big and bright in Texas, but watching them wink out over Laredo gets old fast.

All’s well that ends well, and on June 6, 1988, after stumbling through the mesquite in the dark for what was to be the final time, we watched the shiny silver balloon made of ICI’s Melinex film disappear into the great blue yonder over Laredo. The rest, as they say, is history — history recorded by media outlets including BBC, Sky News, ABC-TV CBS-TV, NBC-TV, USA Today, Air and Space Magazine, The Sun, Daily Mirror, New York Daily News, Philadelphia Inquirer, Houston Chronicle, Chicago Tribune, Washington Post, LA Times, and other daily newspapers in every US metro market.

Sigh… imagine the YouTube hits it would have gotten.

See links here:   http://www.performingartistes.co.uk/artistes/518/per-lindstrand.htm

And here:  http://www.lindstrandtech.com/

Blogging vs. Propaganda

If you REALLY have something to say, blogging could be a great PR tool. The results aren’t always quantifiable, but blogging is an excellent way to establish a rapport with colleagues, customers and others in a target audience.

Honestly, though, if a blog is going to simply spew company propaganda, don’t bother. Blogging is a lot of work and if it’s not an interesting read, you’re not going to reap much in the way of rewards.

A few tips:

  1. Give it a personal voice (and not one of a corporate drone) – humor helps
  2. Anyone in the company who has something to say about the topics you select should be able to contribute
  3. Choose topics that will interest your readers, even if they have little to do with your company
  4. Don’t sound like an advertisement; you’ll drive readers away
  5. Stick to the overall theme of the blog so people know what to expect when they visit it
  6. Encourage conversation/interactivity from readers; respond quickly
  7. Don’t blog if you’re only trying to publicize news and events; this is about DIALOGUE
  8. Blog frequently and succinctly or you’ll lose your readers (remember they have short attention spans)

The Case for PR in a Recession

PR and Recessions Make Unlikely Bedfellows…but…


  • Stock Up on Credibility
    When an independent journalist (working with information you provided) writes something, it’s far more believable than other forms of communication…which can impact your ROI at a time when you need to evaluate every penny. Now’s the time to build up credibility in the mind of the prospective customer.
  • Grab Market Share
    There is no better time to take market share from your competitors than when they are backing away and slashing their own marketing and PR budgets. While they are becoming less visible, you can increase awareness among your target audiences to accelerate growth once the economy rebounds. The market share can be yours for the taking.
  • An Eye on the Long-term
    Don’t let short-term financial pain make you sacrifice long-term marketing success. PR can actually help your business weather the economic storm by keeping revenue steady now, mitigating customer account churn, or allowing a faster bounce-back once the market improves.

Are you EVER really “off the record?

Phrases like “off the record” or “on background” are commonplace among PR people and journalists, but few others. While McGinnisPR always cautions its clients about going off the record, there’s a time and a place for such a pact with a reporter. There’s a great article about all this at Slate.com. Remember Samantha Power, the woman who had to resign as an Obama adviser back in 2008 for calling Hillary Clinton a monster?

It’s a cautionary tale worth reading at:
http://www.slate.com/id/2186210/

Positioning and the Mind of the Prospect

Five key facts you should know about your prospect’s mind to make positioning work:

  1. Minds are limited
    Harvard psychologist Dr. George A. Miller claims the average human mind is quite limited. When asked to name as many brands as possible in a product category, people can usually remember just three or four.
  2. Minds hate confusion
    People reject complexity. The best way to enter confusion-resistant minds is to oversimplify the message, focusing on one powerful attribute per brand.
  3. Minds are insecure
    Minds tend towards uncertainty, which causes people to buy what they think they should have and to model their behavior on others’ actions.
  4. Minds don’t change
    We like familiarity and comfort; this fact is driving more marketers to go back and reclaim original branding ideas and messages.
  5. Minds lose focus
    The more variations you attach to the brand, the more the mind loses focus on your one central message. Simplicity wins every time.

Thanks to Ries and Trout for this groundbreaking and well-established marketing concept…it’s one book you really ought to read if you’re in any form of marketing:   http://www.troutandpartners.com/publications

We recommend it strongly for our own clients. In fact, I just bought 4 more copies to hand out to new clients.