Archive for October, 2010

Zero in on one great pitch at a time

Friday, October 22nd, 2010

Take the public relations pro who starts off her email: “I have some timely story ideas that your viewers might have interest in hearing more about. Any of the story ideas listed below can work well for in-studio interviews or packaged segments.  Please let me know if you have interest in booking.  Thanks in advance for your time and consideration.”

She goes on to list six topics from flu to insect bites. Her press release’s email signature doesn’t make it clear who she is or where her marketing agency is based. She sends the email to an Arizona journalist, but for all he knows, her marketing firm could be based in New York or Illinois.

Journalists welcome story ideas, but publicists should focus their communications skills on one topic at a time especially when time-deprived reporters rest their trigger fingers on the word “delete.”  The marketing strategy should zero in on one great pitch, not a series of generic ideas that make a press release wallow in mediocrity. If your goal is to ensure journalists see your agency as a hub of experts and place your contact information in their iPhone favorites, that relationship will build itself naturally with one or two great (and specific) pitches.

Whether in the worlds of old or new media, too much of a good thing can miss the target.

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How many interviews should you offer a reporter?

Monday, October 11th, 2010

The media is coming! The media is coming!

Now that it seems you’ve persuaded a reporter to come cover your product, who is facing the camera? In most cases, at least one interview is already set. Otherwise the reporter might be heading elsewhere. But if you don’t game plan further, the game can get away from you.

Take this example. A reporter and photographer show up to shoot a story about a new tech product. The reporter interviews an employee who uses the product on a regular basis. He interviews a customer who benefits from the invention. Then he interviews an expert with insight on how the device improves society as a whole.

But wait! There’s more. The inventor is local. Local guy does good! Got to interview him next week at the warehouse where the gadget is assembled. After all, he’s the man with the idea. When the reporter arrives this time, the PR pro asks if he wants to also interview the head of the warehouse. It would be nice if the news story could mention the name of the manufacturer. Can you blame a business for wanting a name dropped on TV?

At this point, it seems like the PR pro is winging it, trying to get as many people on TV as possible, trying to keep everyone happy. That’s her job. That’s understandable. But a better approach might be planning this all out ahead of time.

Ask a reporter:

  • How long will the story be?
  • How many interviews can the reporter fit into the story? How many does the reporter want to fit into the story?
  • Give the reporter all the possible interviews ahead of time. Let the reporter make some decisions maybe with some nudging on your part.

There’s no point to throwing five interviews at a reporter if he only needs two or three. You force the journalist to start saying no and you disappoint people who expected their 15 minutes of fame. I’ve watched Keith’s stories for years and it’s rare when his stories include more than three people. But there’s no rule of thumb. Talk it out ahead of time. The media might be coming. But some of your important decisions are just beginning.

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    Death, Taxes and Open Enrollment

    Tuesday, October 5th, 2010

    IMG_0219Now that benefits open enrollment is coming up, benefits communications are top-of-mind for lots of companies. But communicating about benefits shouldn’t be a once a year deal.

    Too often, companies treat benefits like a dirty little secret. It’s an icky topic that no one dares talk about because let’s face it. Benefits can be complicated and scary – like death and taxes, right? Besides, the benefits website will take care of ALL of the company’s benefits communications needs. Yeah, right. So, it’s all too easy to engorge employees with a giant platter of benefits messages at once when open enrollment rolls around.

    Maybe your company doesn’t have the resources to dedicate to benefits communications, but there are a few things you can do with a little planning to keep benefits in the company foreground and weave key messages into companywide communications channels.

    Think big. Create overall key messages for each major benefit. Use these as one-page summary or fact sheets to post on your intranet or benefits site. Distribute them to managers to use as talking points for staff meetings or just to have on hand when employees ask them questions. Managers really should be able to answer the basics since their team members often look to them to answer benefits questions. Q&A sheets for each benefit are great tools as well.

    Think quickly. Draft brief articles for the company newsletter or intranet. Just some quick facts or tips to keep benefits top-of-mind for employees and to help them make the most of their benefits.

    Think little. What about all the little benefits that are oft-forgotten like insurance discounts, credit union memberships, pet insurance?

    Think circular. Think about the life cycle of an employee at your company. What are all of the “touch points” you can tap into and weave in benefits messages? On an individual level, there’s recruiting, orientation, merit reviews, promotions, retirement. On a company level, there’s quarterly companywide updates like town halls or conference calls.

    All of these things can help make benefits more digestible for employees. Breaking off the information and serving them up in bite-size chunks for employees make benefits easier to understand. Sure, employees will still want their benefits info when they want it (like when a question pops up at home), so you definitely need to make sure it’s easily accessible and available to spouses who often share in the decision-making.

    For more tips on benefits communications see this earlier blog post.

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    Video: Business Wire – Does Your Tweet Count?

    Monday, October 4th, 2010

    Keith’s take in a 1:48. Click here!

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    A Pitch to Ditch

    Friday, October 1st, 2010

    A timely topic these days involving children is bullying. Stories of bullying leading to tragic circumstances seem to be appearing on a regular basis across the country. This is an important issue and many experts, from many different points of view, could address it.

    A recent email pitching bullying experts to the media missed the mark. After introducing the experts in the first few lines, paragraphs 2, 3 and 4 were quotes from those experts. Then came some background information, which explained the experts worked in four areas in the Northeast. (I read the pitch after it was made to someone in Arizona.) The pitch went on for a total of 18 paragraphs.

    Where’s the compelling story about the parents whose child was bullied? If you offer the media that, you wouldn’t need three paragraphs of quotes to persuade a journalist to put the experts on air. If you explained how these experts assisted these parents through a difficult time they never expected when deciding to have children, someone wouldn’t need to type out 18 paragraphs most media won’t finish if they get past paragraph two. And if these experts are well-established leaders in their industry in states in the Northeast, why spend time pitching them to journalists in the Southwest? If there’s a good reason to do so, then spell it out.

    There’s actually lots to talk about on bullying, especially with how social media, texting and the internet make it easier and more complicated. PR pros have a solid opportunity to pitch a client plus address a key issue important to families. So why slap together something that likely won’t get the job done? If these experts really have something important to share, why should we miss out on that because of a pitch that should be ditched?