Many people feel they lack the expertise or the time to write a "Press Release". This form of marketing is not all that difficult and certainly not mysterious. By giving some attention to what others have written and applying a little elbow grease, you will be amazed at what you come up with.

A Press Release is "news". It “tells” people about something, it doesn’t “sell” something, but it is still a very good sales tool! For instance, you are reading this article because you want to learn something that will help you. You aren’t reading it because you wanted to buy something. In our business our main goal is to please our customers, providing them with a good, quality product and give them more than their money’s worth. (Hence this article!) The trick is making money while doing all this as well. People don’t care what hurdles you had to jump to find a great product. All they want to know is what it will do for them and where to get it.

The sales flyers you print and mail sell your products. A Press Release simply informs people about your product. Your main objective doesn’t always have to be selling the product and getting the order right now. A Press Release will tell the customer how your product will benefit their lives. This can be done in a "newsworthy" Press Release. You can convert a sales circular into a Press Release without much difficulty. It’s just a new angle for presenting your product to the public.

The following example of a Press Release tells about our services but doesn’t sell:

“So many people are entering the ’Work at Home’ market these days, but so many of them are confused by the hype. Promises of untold riches plays havoc with emotions making people believe it’s easy to make huge income figures.

A new easy to understand manual has been released to help solve these issues. The manual has a directory, listing real names and addresses of over 200 honest and trustworthy work at home job providers. People can contact these companies and get free information to get them started in their own ‘Work at Home’ business!

At long last there is a real answer! Without trying to sell you anything else, you can get this manual for a price you can easily afford. Meet the real ‘Work at Home’ providers who care about their products and want to help you get started making money.

Only available on the Internet at www.Workathomeop.com.”

This short and simple Press Release demonstrates the "newsworthiness" of it’s product. The main focus is on the fact that most people get "snowed in" by all the hype when they want to start a home business. The answer to this problem is a new directory that is now available! The reader will naturally want to get the manual. No money is asked for, but the press release tells the reader how to get a copy.

Here’s a simple test for a real press release. Is the release worth reading without the final paragraph, where the sales pitch is? Try it… Read the Press Release aloud but omit the last paragraph. Is it still worth reading without the sales pitch? If so, it’s likely a good a Press Release. This simple rule applies even though different products will result in some changes to how the News Release is written.

One of the simplest ways to start learning how to write your own News Release is to look at the local newspaper and pay attention to the methods used there. Even if you have never written before, don’t give up, simply note how each article is written and pattern your’s the same way. After you have done a few of them, you will "figure it out."

The proper way to submit your Press Release to a publisher is quite simple: Be sure and type it double-spaced and not longer than two pages. Put your name, address and page number at the top of each page. If you’re submitting to only one paper be sure to add the note “first run”. Also at the top include “For Immediate Release.”

Now just jump in and give it a try. After all who is more qualified and knows more about your product than you? You are the one, so simply act on it.

Fred specializes in thinking "outside the box". A number of years ago he was deeply affected by a sales manager who challenged him to think “past the pages” of the “how to” sales manual. The result was astonishing and his sales soared to top levels. He has created a Work at Home resource web site that offers simple but great opportunities for people who are willing to change the way they think about work. Check it out at http://workathomeop.com/

There is a process for successfully getting publicity about your business or organization. Publicity is no great mystery, just a thorough and strategic sales job. You are selling content to a publication or website who needs it to entice their readers. No publicist can guarantee a publication will print stories about your company because the publisher or editor ultimately controls the content of a publication. However, here is the method we recommend:

Process outline:

1. Know that publicity is really a sales job. Sure, there is some good strategy involved just like in sales. It’s about pitching your idea to get a publication to “buy” (print) your story or interview you as an expert in your field. This works best when you establish a relationship with the editor or publisher so they can trust the information you’re submitting. Relationships take time to develop. So, just like any sale, be sure to educate yourself about who your targeted publication markets are, what they want, plan your campaign and remember; “the sale is made in the follow up”.

2. Determine how your publicity will support your marketing goals. Develop stories and the pitches on those subjects in a careful & strategic manner. Write compelling and educational stories that would interest the readers of the particular publication you are pitching.

3. Understand that editorial stories are NOT advertisements. Your story pitches cannot be advertisements for your companies. Advertising and editorial are two different entities in publishing.

4. Create a press kit. (see our flier on the elements needed for a press kit)

5. Make a list of all the publications you’d LIKE to be in, those you think your targeted market will read, or others who might be very interested in the content you have to offer. Include websites and other electronic media.

6. Do NOT spam one press release to all major media in your area. This is only done in extremely specific instances, otherwise it will backfire on you. Rather, select your media wisely and send your press release to those you know are interested.

7. Call the publications to ask for a media kit. Review their editorial calendar, read their publication over time to strategically find out what they are looking for. Database their contact information.

8. Identify all the columns in each targeted publication to whom your article is appropriate for submission. For example, if you are pitching a story about how business owners can best manage their IT services, pitch to the Technology editor as well as the small business editor. If you have new products unique to the marketplace pitch to the “product review” editor—note: this is unique to specific industries and not to be confused with advertising. *A

9. Write a query to the Editor(s) or Columnists/Writers. In one paragraph pitch the overview of your idea to make it compellingly interesting so they’ll want to “buy” it and understand how their readers will gain value from it. *B

10. Submit queries or stories the way the publication wants to receive information—via email, fax or mail. A query is simply an inquiry to the editor asking if they would be interested in what you have to write about and asking for guidelines. Where possible, include your press kit with your actual press release or story submission.

11. Be prepared to write (or have pre-written) the story you are pitching because in the media, speed is everything. If an editor finally does call to say they’d like your submission, you should be prepared to get it to them in one day. *C

12. Create a list of 5-10 articles you could prepare quickly so if a publication calls to request an article, you can respond promptly. Be sure the topics support your marketing goals without being (subversive) advertising.

13. Follow up as appropriate. Every publication is different, so it’s best to seek professional help with this so you don’t harm your reputation by making common mistakes. My rule of thumb is that “In the follow up is the sale”. It is hard, takes time and is necessary to develop a relationship. *D

NOTE: #4

14. Track all progress on a database, to help you note action items and results. The most successful campaigns are developed over time (remember, it takes time to develop a relationship) so should be tracked to help you remember, be consistent and efficient.

If you’ve not directed your own publicity campaign before, we recommend you get expert advise at these stages of this process;

*A. review of selected targeted publications,

*B. review or editing your query and pitch the first time,

*C. evaluation or editing of your story—get an expert viewpoint to ensure you’re on target,

*D. short training session on how to conduct follow up, what to track

WE CAN HELP

If you do not have the time or inclination to do this work yourself, give us a call—that’s what we do. We help clients create professional press kits and publicity campaigns to further their marketing goals and get the recognition they deserve. Our services include creating all elements in a press kit, strategic planning for a publicity campaigns, integrating marketing and publicity, selecting a strategic media list to target, and follow through to net the return.

About The Author

As a former film & television director, producer, and manager, Allison rebelled against misleading, pushy marketing by consulting with businesses on "Marketing as a Spiritual Practice". Clients include United Airlines, Apple Computers, Chevron, ABC-TV, HBO-TV, advertising agencies, and hundreds of other smaller businesses.

Allison Bliss Consulting combines an expert team of seasoned professionals from the fields of advertising, promotional design & copywriting, event and television production, who offer Fortune 500 companies and entrepreneurs an integrated range of do-it-yourself marketing products & cusomized hands-on services.

allisonbliss.com

abliss@allisonbliss.com

Positive publicity about your product, service or business can mean the difference between success and failure. It can also mean the difference between modest success and outrageous success. Publicity will increase your name recognition, give you credibility, serve as a platform for you to educate your target market, and help you leap ahead of your competition.

So, you know what’s the real shame about publicity?

That most of the people who achieve it don’t make the most of it.

Publicity is hard earned. So when it does come, you need – to put it bluntly – to milk it for all it’s worth.

If you score a feature article in the local paper or even an expert quote in a major national daily and you rely solely on who happens to read that article – no matter how impressive the circulation numbers – you’re missing out on a huge amount of your potential audience. After all, what about all the people who didn’t pick up the paper that day but who would be just as influenced? Reaching them is up to you.

So, how do you do that? Follow these tips and you’ll be on your way to maximizing your publicity potential:

Create a newsroom on your Web site.

Many people neglect one of the easiest ways to remarket their publicity – on their company’s Web site. Simply create an “in the news” tab visitors can link to from your “home” page and post PDF versions of all print news publicity and digitized versions of TV or radio publicity. At our agency, we are fortunate enough to have a very bright account exec who’s also technologically savvy. It takes him just a few minutes to scan originals of articles and convert them to PDF format for posting on our site. Likewise, he can create digitized formats of TV and radio spots for visitors to link to from our Web site. Chances are you have a company Web site already, so don’t miss this easy opportunity to promote yourself to prospects.

Use reprints as mailers.

Using article reprints as mailers is a great way to stay in touch with former clients as well as prospects that you haven’t yet been able to “close.” Simply sticking a high quality, glossy article reprint in an envelope with a handwritten, personalized note that says something like, “Jack - just thought you might be interested in our company’s recent profile in the Sun-Times. As you can see, the reporter was especially interested in how we are ahead of the curve in our production methods, which enables us to keep our costs down to our customers. Hope all is well and I look forward to speaking with you soon.” Bingo. Not only does this put you top of mind with Jack – who might not have thought of you in months – but it also skyrockets your credibility. Whatever the reason for your publicity, mention it as in the above example and just wait to see if Jack – or Jill, for that matter – doesn’t call.

Take advantage of your “captive audience.”

This is especially valuable for professionals, such as doctors and lawyers, who have “captive audiences” waiting in reception areas. We represent several cosmetic physicians who are very savvy marketers. These doctors take advantage of their office waiting rooms in two ways. First, they frame reprints of their print publicity and hang them around the reception area for patients to peruse while waiting (hey, it’s better than the three-year-old copies of Good Housekeeping). Second, they hire a professional video company to string their TV appearances onto a continuously running “loop,” which then plays in the waiting room. The result? Patients, prospects and everyone else who enters their offices leaves with a reinforced sense that these people are leaders in their fields.

Following the suggestions above will take you well on your way to maximizing the exposure of your hard-earned media coverage, enabling you to reach even more of your target audience and, ultimately, positively impact your bottom line.

© 2006, Diana Laverdure
All rights reserved. You are free to use this material in your print or e-mail newsletter, as long as you do not alter its content in any way and you include a complete attribution, including a live Web site link.

Diana Laverdure is vice president of Reeves Laverdure Public Relations, Inc. in Boca Raton, Florida. Reeves Laverdure Public Relations is a five-person PR agency staffed with former journalists who know how to develop strategic, targeted publicity campaigns in a wide range of industries. Reeves Laverdure’s clients are regularly profiled in local, regional and national print, radio, TV and online media. The firm’s clients have been spotlighted in the Wall Street Journal, USA Today, Fortune, Associated Press, Bloomberg TV, Good Morning America, CNN and many more. For more information visit http://www.reevespr.com

You are a senior business, non-profit or association manager. So, chances are you call the shots for your department, division or subsidiary.

Which means you can make your decisions stick.

Like deciding whether a publicity placement is more important to you than creating external stakeholder behavior change leading directly to achieving your managerial objectives.

Like deciding to do something positive about the behaviors of those important outside audiences of yours that MOST affect your operation instead of concentrating on tactics like videos and brochures.

Or even to persuade those key outside folks to your way of thinking, and move them to take actions that allow your department, division or subsidiary to succeed.

Might be time to expand your view of public relations to emphasize the behaviors of your unit’s key outside audiences rather than publicity placements.

Why? For the simple reason that the people with whom you interact every day behave like everyone else – they act upon their perceptions of the facts they hear about you and your operation. Leaving you little choice but to deal promptly and effectively with those perceptions (and their follow-on behaviors) by doing what is necessary to reach and move those key external audiences to action.

Fact is, your very own PR blueprint can make the job a lot easier. For example, people act on their own perception of the facts before them, which leads to predictable behaviors about which something can be done. When we create, change or reinforce that opinion by reaching, persuading and moving- to-desired-action the very people whose behaviors affect the organization the most, the public relations mission is accomplished.

Consider the possible result of such activity. Rising membership applications, community leaders beginning to seek you out; customers starting to make repeat purchases, and even prospects starting to do business with you; fresh proposals for strategic alliances and joint ventures; welcome bounces in show room visits; and new approaches by capital givers and specifying sources not to mention politicians and legislators viewing you as a key member of the business, non-profit or association communities.

But who’s available to handle the assignment? Your own full-time public relations staff? A few folks assigned by Corporate to your unit? An outside PR agency team? Regardless where they come from, they need to be committed to you, to the PR blueprint and to its implementation, starting with key audience perception monitoring.

By the way, when someone describes him/herself as a public relations person you have no guarantee they’ve bought the blueprint. Assure yourself that the PR people assigned to your unit really believe why it’s SO important to know how your most important outside audiences perceive your operations, products or services. Make sure they accept the reality that perceptions almost always lead to behaviors that can help or hurt your unit.

Review the PR blueprint with them, especially your plan for monitoring and gathering perceptions by questioning members of your most important outside audiences. For instance, how much do you know about our chief executive? Have you had prior contact with us and were you pleased with the interchange? How much do you know about our services or products and employees? Have you experienced problems with our people or procedures?

Use professional survey firms in the perception monitoring phases of your program, if your budget will bear the pain. But keep in mind that your PR people are also in the perception and behavior business and can pursue the same objective: identify untruths, false assumptions, unfounded rumors, inaccuracies, misconceptions and any other negative perception that might translate into hurtful behaviors.

If you set the right PR goal, you stand a good chance of effectively dealing with the most serious distortions you discovered during your key audience perception monitoring. It could be to straighten out that dangerous misconception, or correct that gross inaccuracy, or stop that potentially fatal rumor dead in its tracks.

Here you select the right strategy, one that tells you how to proceed. Please remember that there are only three strategic options available to you when it comes to handling a perception and opinion challenge. Change existing perception, create perception where there may be none, or reinforce it. Since the wrong strategy pick will taste like eggs benedict on your pumpkin pie, be certain the new strategy fits comfortably with your new public relations goal. You don’t want to select “change” when the facts dictate a “reinforce” strategy.

Writing tight and strong is seldom easy. Still, you must write such a strong message and aim it at members of your target audience. Because crafting action-forcing language to persuade an audience to your way of thinking is tough work, you need your first-string varsity writer because s/he must create some very special, corrective language. Words that are not only compelling, persuasive and believable, but clear and factual if they are to correct something and shift perception/opinion towards your point of view leading to the behaviors you are targeting.

After you run the draft by your PR colleagues for impact and persuasiveness, select the communications tactics most likely to carry your message to the attention of your target audience. There are dozens available to you. From speeches, facility tours, emails and brochures to consumer briefings, media interviews, newsletters, personal meetings and many others. But be sure that the tactics you pick are known to reach folks just like your audience members.

As we know, the credibility of a message can depend on how you deliver it. Which is why you may decide to unveil it before smaller meetings and presentations rather than using higher- profile news releases.

You’ll recognize calls for progress reports as signals to you and your PR team to get busy on a second perception monitoring session with members of your external audience. You’ll want to use many of the same questions used in the first benchmark session. Difference this time is that you will be watching very carefully for signs that the bad news perception is being altered in your direction.

Should momentum slow, you can always accelerate matters by adding more communications tactics as well as increasing their frequencies?

So, what you really want the new PR plan to accomplish is to persuade your most important outside stakeholders to your way of thinking, then move them to behave in a way that leads to the success of your department, division or subsidiary.

So your choice between public relations that delivers a print or broadcast pickup, and public relations that creates the kind of external stakeholder behavior change leading directly to achieving your managerial objectives, isn’t really a choice at all.

Especially now that you realize you need public relations that really CAN change individual perception and lead to equally changed key outside audience behaviors that help you get your PR money’s worth.

end

Please feel free to publish this article and resource box in your ezine, newsletter, offline publication or website. A copy would be appreciated at bobkelly@TNI.net. Word count is 1250 including guidelines and resource box. Robert A. Kelly © 2005.

Bob Kelly counsels, writes and speaks to business, non-profit and association managers about using the fundamental premise of public relations to achieve their operating objectives. He has been DPR, Pepsi-Cola Co.; AGM-PR, Texaco Inc.; VP-PR, Olin Corp.; VP-PR, Newport News Shipbuilding & Drydock Co.; director of communi- cations, U.S. Department of the Interior, and deputy assistant press secretary, The White House. He holds a bachelor of science degree from Columbia University, major in public relations. mailto:bobkelly@TNI.net Visit:http://www.prcommentary.com

If all you want are brochures, press releases and broadcast plugs, and you’re getting them, good show!

But, as a business, non-profit, government agency or association manager, if you want the very best that public relations has to offer, you may want to think about PR a little differently. Say, like this: I really need to do something meaningful about the behaviors of those important outside audiences that MOST affect the group, department, division or subsidiary I manage.

Thus, you might conclude that you need to create the kind of external stakeholder behavior change that leads directly to achieving your managerial objectives. And then, follow through by persuading those key outside folks to your way of thinking by helping move them to take actions that allow your unit to succeed.

The good news is that public relations is based on a highly proactive premise that can easily go your way: people act on their own perception of the facts before them, which leads to predictable behaviors about which something can be done. When we create, change or reinforce that opinion by reaching, persuading and moving-to-desired-action the very people whose behaviors affect the organization the most, the public relations mission is usually accomplished.

What it will mean to you as a manager is that the right public relations planning really CAN alter individual perception and lead to changed behaviors among your key outside audiences. But your PR effort must demand more than special events, news releases and talk show tactics if you are to receive the quality public relations results you believe you deserve. That way, you really will stand a good chance of getting the best public relations has to offer.

Follow that path and the end-products you have in mind will actually appear. For example, customers starting to make repeat purchases; capital givers or specifying sources beginning to look your way; welcome bounces in show room visits occur; membership applications start to rise; new proposals for strategic alliances and joint ventures begin showing up; politicians and legislators start looking at you as a key member of the business, non-profit or association communities; community leaders begin to seek you out; and prospects actually start to do business with you.

Please don’t be surprised that the public relations people on your staff can be of real use for your new opinion monitoring project. After all, they are already in the perception and behavior business. But to be certain, determine if those PR folks really accept why it’s SO important to know how your most important outside audiences perceive your operations, products or services. And this is really important: be sure they believe that perceptions almost always result in behaviors that can help or hurt your operation.

And now, your public relations plan itself. Review it carefully with the public relations professionals on your team. Talk over how you plan to monitor and gather perceptions by questioning members of your most important outside audiences. Ask questions like these: how much do you know about our organization? Have you had prior contact with us and were you pleased with the exchange? Are you familiar with our services or products and employees? Have you experienced problems with our people or procedures?

Sooner or later the idea will surface about retaining professional survey firms to do the opinion gathering work. But know that that may require more expense than using those PR folks of yours in that monitoring capacity. But whether it’s your people or a survey firm asking the questions, the objective remains the same: identify untruths, false assumptions, unfounded rumors, inaccuracies, misconceptions and any other negative perception that might translate into hurtful behaviors.

At this point, top priority is establishing a realistic, achievable goal that addresses the most serious problem areas you uncovered during your key audience perception monitoring. Will it be to straighten out a dangerous misconception? Correct a gross inaccuracy? Or, stop a potentially painful rumor before it does more damage?

Fact is, every goal needs a matching strategy to show you how to reach that goal. But there are only three strategic options available to you when it comes to solving perception and opinion problems. Change existing perception, create perception where there may be none, or reinforce it. But the wrong strategy pick will taste like Ovaltine on your veal chops. So be certain your new strategy fits well with your new public relations goal. You certainly don’t want to select “change” when the facts dictate a strategy of reinforcement.

Since there is no way to avoid good writing in the PR game, please face the reality that you must put together a persuasive message that will help move your key audience to your way of thinking. It should be a carefully-written message aimed directly at your key external audience. Lean on your best writer to accept the assignment because s/he must produce language that is not merely compelling, persuasive and believable, but clear and factual if it is to shift perception/opinion towards your point of view and lead to the behaviors you have in mind.

Here we are at the point where your people must decide on the communications tactics most likely to carry your message to the attention of your target audience. There are many waiting for you. From speeches, facility tours, emails and brochures to consumer briefings, media interviews, newsletters, personal meetings and many others. But be certain that the tactics you pick are known to reach folks just like your audience members.

Another reality in public relations is this: the method by which you communicate your message will bear heavily on its credibility, always fragile at best. Thus, you may wish to unveil your corrective message before smaller meetings and presentations rather than using higher-profile news releases.

A second perception monitoring session will be needed to measure headway in moving key audience perception. Those data will comprise your first progress report. Fortunately, you can use many of the same questions used in your benchmark session. But now, you will be watching for signs that the bad news perception is being altered in your direction.

Slowing program momentum tells you first-aid is needed. And that suggests speeding up things by either adding more communications tactics and/or increasing their frequencies, or both.

You’ll know your PR is working for you when you move away from dependence on communications tactics and on to a plan for doing something about the behaviors of those important external audiences of yours that MOST affect your operation.

Please feel free to publish this article and resource box in your ezine, newsletter, offline publication or website. A copy would be appreciated at bobkelly@TNI.net.

Robert A. Kelly © 2006

Bob Kelly counsels and writes for business, non-profit and association managers about using the fundamental premise of public relations to achieve their operating objectives. He has published over 200 articles on the subject which are listed at EzineArticles.com, click Expert Author, click Robert A. Kelly. He has been DPR, Pepsi-Cola Co.; AGM-PR, Texaco Inc.; VP-PR, Olin Corp.; VP-PR, Newport News Shipbuilding & Drydock Co.; director of communications, U.S. Department of the Interior, and deputy assistant press secretary, The White House. He holds a bachelor of science degree from Columbia University, major in public relations.

mailto:bobkelly@TNI.net

Visit =>http://www.PRCommentary.com

"Don’t say you don’t have enough time. You have exactly the same number of hours per day that were given to Helen Keller, Pasteur, Michalangelo, Mother Theresa, Leonardo da Vinci, Thomas Jefferson, and Albert Einstein."

H. Jackson Brown Jr.

Okay, Let me be frank.

Marketing is the life blood of any business. For some reason, business people make such a big deal about investing the needed time.

True, when you are so busy working in your business, it can be frustrating to find the "winning combination(s).

However, once you find the winning combinations, marketing transforms from "Frustration" into "Joy"!

If for some reason you can’t seem to find the "Winning Combination" on your own, then you should consider retaining a professional PR Agency, to help you "get the word out"

““““““““““““““““““““““““““

Take time to work,

it is the price of success.

Take time to think,

it is the source of power.

Take time to play,

it is the secret of perpetual youth.

Take time to read,

it is the fountain of wisdom.

Take time to be friendly,

it is the road to happiness.

Take time to love and be loved,

it is the privilege of the gods.

Take time to share,

life is too short to be selfish.

Take time to laugh,

laughter is the mask of the soul.

Irish Prayer

Joe Nicassio designs marketing campaigns, and coaches entrepreneurs to improve their bottom-line profits. To get your free CD “Joe Nicassio Reveals Marketing Philosophies And Secrets That Advertiser Don’t Want You To Know” Send your snail mail address to FreeCD@RapidResultsMarketing.com

I have spent over 20 years in the marketing industry, but most of that time my focus was in the area of paid marketing avenues like advertising and direct marketing. When I opened my own small business marketing consulting firm eight years ago, I realized that while all those paid marketing tactics were great - meaning they worked - I also realized my ability to utilize them was limited.

Why? Because like most new small business owners, I didn’t have the money.

I was just getting my business off the ground and I needed ways to get the word out that didn’t involve a lot of cash.

That’s when I turned to Public Relations.

What is Public Relations? It’s the act of sending out information to the news media about your business in the hope they will write about your business in their publication. This gives you free exposure and very often it has a lot more credibility than advertising.

Here are 10 steps to help you use PR to market your small business:

(1) Identify who you are trying to reach - who do you want to be reading about your business so they will contact you for more information about your business?

(2) Look for media (newspapers, magazines, radio stations, television programs, and websites) that these people are reading and using.

(3) Make a list of all these publications/media.

(4) Research every publication/medium on your list. Become familiar with them. What news do they cover? What is their writing style? Do they have a regular column or section that covers your industry?

(5) Find out if there is a writer or reporter at each publication that covers your industry.

(6) Contact that writer or reporter and introduce yourself. Let them know who you are, what your area of expertise is, and offer yourself as a resource for stories or if they have questions or need information.

(7) Learn the accepted press release format and writing style and start writing releases about newsworthy events in your business.

(8) Create a plan to issue press releases on a regular basis to your media list. Just make sure the information you are sending is indeed newsworthy.

(9) If you do business on the Internet, considering using a service called PR Web (www.prweb.com) This will get your release out quickly to many sources on the web and can start to generate awareness of your business to a broader scope of media.

(10) Look for opportunities to use your expertise to write columns, or special features for the publications on your media list.

Public relations is a great marketing tool for small business owners and independent professionals. If you are committed to learning how to use it properly, and you use it consistently, it can get you and your business incredible exposure at little or no cost.

(C) Copyright 2006 Debbie LaChusa, 10stepmarketing

Debbie LaChusa created The 10stepmarketing System to make marketing your own business as simple as answering 10 questions. Learn more about this unique, step-by-step system and get a free 10-week Marketing E-Course when you subscribe to the free, weekly 10stepmarketing Ezine at http://www.10stepmarketing.com

1) Do you NEED solid, consistant media exposure…week after week, or are you satisfied with "occasional" exposure? Now, this question alone is important… but not enough. The main component of this question is the IMPORTANCE of PR.

2) Do you have the internal staff and expertise to commit the internal resources to your PR efforts?

If you have the internal staff, and they understand Guerrilla PR principles, then there may be no reason to hire an outside agency.

Paradoxically, the busier you get, the easier it is to parlay, or "set aside" consistant, important PR activities. Don’t get caught in that trap!

3) Finally, Public Relations is a craft that requires PASSION. You may need PR, and you may even have the people to conduct your PR campaigns, however, that’s not enough.

In order to be truly effective, it’s important that your PR campaigns are conducted with PASSIONATE CONSISTENCY.

Here’s a quick "checklist" you can use to "size up" any PR firm you are considering to hire:

• Do you get along with the members of the firm? Hiring a PR agency is a collaboration that you can benefit from, month after month, year after year. Quality rapport is an essential ingredient.

• Are they realistic, in terms of managing your expectations, or do they promise you "pie in the sky"? It’s one thing for a PR firm to promise you results. It’s another thing for them to promise you "specific" results. Maybe you’d like to get on Oprah Winfrey from the start…so would everyone else.

Be prepared to take advantage of several secondary media opportunities before you get to the top tier.

Several base hits can score you more runs than going for grand slams every time.

• Is the PR firm creative? Creative PR people will be more likely to come up with more "angles" to test.

• Do they understand how to pitch your story? A progressive PR firm will be effective AND efficient at telling your story…thus, yielding you more media coverage.

• Do they listen to what you say? Let’s face it…your PR needs are constantly evolving. Your PR firm should listen…and respond to your unique, evolving needs.

• Are they using a "hard sell" to get you to sign? A good PR firm is a busy PR firm. They don’t need to sell you. Their track record will allow you to decide based on the evidence.

• Do they have local AND regional AND national media contacts? When you go to a great PR firm, they have cultivated several strategic media relationships, over many years of time. Are you confident that they have the necessary Rolodex® to place your story in front of the appropriate media?

• Did they outline a campaign game plan for you? You can predict the effectiveness of a PR firm by the soundness of their overall strategic approach.

• Have you seen samples of their work? Track record comes in the form of QUALITY of exposure, in addition to the QUANTITY of exposure.

• Do you believe they undersand your needs and goals?

• Do you feel that they will carry out your PR campaign with consistant PASSION?

Finally, • Do you should feel comfortable with the fee and the contract? Getting good PR is a process. It requires well thought out plans, implemented with passion, and a focus on results in the form of getting your story told to the world.

So, whether you conduct your PR efforts from within your company, or whether you hire an outside PR firm…

If media exposure is valuable to you, then you will commit to PR as an ongoing, systematic part of your overall marketing mix.

Joe Nicassio designs marketing campaigns, and coaches entrepreneurs to improve their bottom-line profits. His website is http://RapidResultsMarketing.com.

To get your free CD “Joe Nicassio Reveals Marketing Philosophies And Secrets That Advertiser Don’t Want You To Know” Send your snail mail address to FreeCD@RapidResultsMarketing.com

If you don’t, it could be that those who do are actually preoccupied with moving messages from one point to another using simple tactics like broadcast plugs, brochures and press releases.

What’s missing from that picture, of course, is you as a manager doing something meaningful about the behaviors of those important audiences who most affect the business, non-profit, government agency or association sub-unit you manage.

For example, the creation of the kind of external stakeholder behavior CHANGE that leads directly to achieving your managerial objectives. As well as your follow-through in persuading those key outside folks to your way of thinking by helping move them to take actions that allow your department, group, division or subsidiary to succeed.

If true, there’s a lot missing from your control and oversight.

Fortunately, the underlying premise on which public relations is based, is really proactive: people act on their own perception of the facts before them, which leads to predictable behaviors about which something can be done. When we create, change or reinforce that opinion by reaching, persuading and moving-to- desired-action the very people whose behaviors affect the organization the most, the public relations mission is usually accomplished.

The good news emanating from that premise is that the right public relations planning really CAN alter individual perception and lead to changed behaviors among your key outside audiences. But your PR effort must demand more than special events, news releases and talk show tactics if you are to receive the quality public relations results you believe you deserve. That way, you really will stand a good chance of getting the best public relations has to offer.

Employ that approach and the results you seek should soon come your way. For example, community leaders begin to seek you out; and prospects actually start to do business with you; new proposals for strategic alliances and joint ventures begin showing up; customers starting to make repeat purchases; capital givers or specifying sources beginning to look your way; welcome bounces in show room visits occur; membership applications start to rise; politicians and legislators start looking at you as a key member of the business, non-profit or association communities.

It’s obvious that the public relations staff itself can be of real use when you commence the new opinion monitoring project. After all, they are already in the perception and behavior business. But to be certain, determine if those PR folks really accept why it’s SO important to know how your most important outside audiences perceive your operations, products or services. And this is really important: be sure they believe that perceptions almost always result in behaviors that can help or hurt your operation.

Let’s talk for a moment about your public relations plan. In everyone’s best interests, go over it carefully with the public relations professionals on your team. Talk over how you plan to monitor and gather perceptions by questioning members of your most important outside audiences. Try to ask questions like these: how much do you know about our organization? Have you had prior contact with us and were you pleased with the exchange? Are you familiar with our services or products and employees? Have you experienced problems with our people or procedures?

Retaining professional survey firms will be proposed as the best way to do the opinion gathering work. But have no illusions about the added cost when compared to using your own PR staff. But whether it’s your people or a survey firm asking the questions, the objective remains the same: identify untruths, false assumptions, unfounded rumors, inaccuracies, misconceptions and any other negative perception that might translate into hurtful behaviors.

Next we set an achievable goal addressing the most serious problem areas you uncovered during your key audience perception monitoring. Will it be to straighten out a dangerous misconception? Correct a gross inaccuracy? Or, stop a potentially painful rumor before it does more damage?

Because, a matching strategy is mandatory in order to show you how to reach that goal, we address it here. For better or worse, there are only three strategic options available to you when it comes to solving perception and opinion problems. Change existing perception, create perception where there may be none, or reinforce it. But the wrong strategy pick will taste like sour orange marmalade on your Gnocchi. So be certain your new strategy fits well with your new public relations goal. You certainly don’t want to select “change” when the facts dictate a strategy of reinforcement.

Every public relations professional is painfully aware of how crucial good writing is to the business. And here, it’s true once again as you face the reality that you must put together a persuasive message that will help move your key audience to your way of thinking. It should be a carefully-written message aimed directly at your key external audience. Hopefully, your best writer willingly accepts the assignment because s/he must produce language that is not merely compelling, persuasive and believable, but clear and factual if it is to shift perception/opinion towards your point of view and lead to the behaviors you have in mind.

As you consider those communications tactics most likely to carry your message to the attention of your target audience, you’ll be pleased to discover that there are many waiting for you. From speeches, facility tours, emails and brochures to consumer briefings, media interviews, newsletters, personal meetings and many others. But be certain that the tactics you pick are known to reach folks just like your audience members.

Keep in mind that the method by which you communicate your message will bear heavily on its credibility, which is always fragile. That’s why you may wish to unveil your corrective message before smaller meetings and presentations rather than using higher-profile news releases.

As you measure the headway made in moving key audience perception, it will become clear that a second and comparative perception monitoring session will be needed. Those data will comprise your first progress report. Fortunately, you can use many of the same questions used in your benchmark session. But now, you will be watching for signs that the bad news perception is being altered in your direction.

First-aid may be needed if momentum slows. And that suggests speeding up matters by either adding more communications tactics and/or increasing their frequencies, or both.

Maintaining control of your unit’s public relations will confirm that, in fact, you really ARE doing something meaningful about the behaviors of those important outside audiences of yours that MOST affect the group, department, division or subsidiary you manage.

Then you’ll know for certain that public relations is working well for you. Please feel free to publish this article and resource box in your ezine, newsletter, offline publication or website. A copy would be appreciated at bobkelly@TNI.net. Word count is 1250 including guidelines and resource box. Robert A. Kelly © 2006.

Bob Kelly counsels and writes for business, non-profit and association managers about using the fundamental premise of public relations to achieve their operating objectives. He has published over 200 articles on the subject which are listed at EzineArticles.com, click Expert Author, click Robert A. Kelly. He has been DPR, Pepsi-Cola Co.; AGM-PR, Texaco Inc.; VP-PR, Olin Corp.; VP-PR, Newport News Shipbuilding & Drydock Co.; director of communications, U.S. Department of the Interior, and deputy assistant press secretary, The White House. He holds a bachelor of science degree from Columbia University, major in public relations. mailto:bobkelly@TNI.net Visit:http://www.PRCommentary.com

When I talk with business people, they tend to believe if they offer good service, they will automatically get "noticed".

Everybody "wishes" for this, but this rarely happens automatically. If you want publicity, you need to give up this "delusion", and pro-actively, systematically, and aggressively contact the media.

CNN and USA Today are NOT going to automatically contact you. Instead, these people are EXPECTING you to "pitch" them on story ideas.

They EXPECT you to hunt them down, notify, inform, and solicit story ideas.

This is simply the truth of people in the media. True, they don’t want a sales pitch, but the DO want unique, interesting stories.

Without going into a tirade about the role of media in our culture, you simply have to accept the fact, that if you want media coverage, you’re going to need to take the initiative.

I know, you may have fears and hesitation about calling some of the "hotshots" in the media, however, if you do not approach them, they will not approach you, even if you’ve got the hottest story in town!

SO, get the fantasy of producers finding you out of your head, right now!

Good, now welcome to a brave new world….

Now that you’ve forgotten about that silly idea, you can NOW TAKE ACTION!

The articles in this newsletter in weeks to come will give you many angles on using PR to get media. You’ll get fail-safe, proven methods to get the attention of key players in the media. You’ll learn who to contact, how to begin the relationships, and how to make those relationships productive.

You will also learn the "mindset" so that you can set yourself up psychologically for success.

But NOTHING happens until you take action. Not just "episodic", one-shot action, but systematically, week after week, proactively soliciting the media, to get the publicity you deserve.

You can do this. I believe in you. Just take one step att a time, and witness your story proactively shared with the world.

Joe Nicassio designs marketing campaigns, and coaches entrepreneurs to improve their bottom-line profits. To get your free CD “Joe Nicassio Reveals Marketing Philosophies And Secrets That Advertiser Don’t Want You To Know” Send your snail mail address to FreeCD@RapidResultsMarketing.com