OK, so you’ve gotten the call—you’re one of the public relations agencies chosen to present your recommended public relations program to the perspective client. You’re passed the written portion of the “test” and now you’re on to the in-person review.
Preparing for the presentation is probably the most important part of the “test.” Remember: It’s the presenter, not the presentation. So everything is riding on how the presentation goes. So, with this in mind, here are five tips on how to prepare for this vital experience.
Know the client. Yes, you are going there to present your recommendations, but you are also going there to make an impression. How knowledgeable are you of the client’s company, brands, history, etc.? How knowledgeable are you of any issues affecting the client? Their website is where you start but they are also looking to see what kind of research and industry investigation you did. What can you bring to the table?
Know your audience. Are you presenting to the CEO, president, product managers, public relations people? If they are bringing their “big guns,” then you have to do the same. Make sure you know who the participants will be ahead of the presentation. You don’t want to embarrass yourself by not bringing your “A” team if the CEO is present.
Case the space. Try to get entry into the presentation space ahead of time. Set up the projector and screen, arrange the collateral materials, select agency and client seating, check the lighting and air, make sure you have bottles of water on hand and remove anything from the conference table that may be distracting.
Think on your feet. I always tell my staff that there’s no such thing as a wrong answer—there’s only the non-answer. I encourage them to attempt a response and if it’s incorrect it’s my job is to jump in with the proper response seamlessly. So, if my colleague attempt the response, I may jump in with, “Well, in some cases that may be effective, but in this particular instance perhaps this would work better…..” Presenting as a team can prove extremely effective in this instance.
It isn’t over till it’s over. Follow-up is key in eliciting important feedback and determining where the decision-making process stands. If there are fence-sitters, they can sometimes be swayed through after-the-fact communications.
A well developed and well executed public relations program can do wonders in helping to develop and drive sales. Let me count the ways:
Earn credibility. The big difference between public relations and advertising is that PR takes a lot more effort, thus it is often referred to in the marketing industry as “earned media.” Nielsen’s 2015 Trust in Advertising report shows that people trust earned media (as in editorial articles and posts) and owned content (as in social media) more than any other formats. The dynamic partnership that these two elements play is important to understanding and realizing sales growth.
Generate interest. A successful new product or service launch to your target audiences will greatly help to develop and stimulate interest and serve as a platform for introducing your brand to new audiences. Successfully breaking through the enormous clutter of information available to the average consumer is overwhelming and sometimes confusing. Working with the media to convey your brand messages and values so that interest in piqued, is the job of a good public relations agency.
Educate prospects. A well-executed public relations program can not only help to educate consumers to your products and services, but also reach out to and influence potential shareholders as well as potential business partners. The more that they read, see and hear about your brand, the more engaged they will become, and the more exciting your brand becomes to them.
Create a buzz. What makes a good public relations campaign is its ability to create a buzz through both traditional and new media outreach–through the earned, owned as well as purchased outlets. By connecting them all, a client soon realizes the value of a well-integrated and orchestrated marketing plan.
Door opener. OK, which would you find more credible? Receiving a link to a sales pdf file or a link to a recent news article? This should be a no brainer. The more newsworthy a company or a brand, the more likely it is to engage with its audience–to be more believable, more important, more credible. That’s the power of public relations in helping to drive sales.
Good content is recyclable. Good content, whether it be for a blog, social media site or a press release, should be recyclable and reused time and time again. After all, what are you paying a good PR agency for, if not for them to create content that you can recycle? It’s not only time efficient, but cost efficient. And it’s a way of getting more bang for your buck as well.
A good public relations agency brings a lot to the table. They can increase sales, improve brand reputation, introduce new products or services and take care of your social media efforts, leaving you free to focus on other parts of the business.
But when this isn’t your area of expertise, how do you know if they’re performing well? Here’s some insight on what to look for when it’s time to pull the plug.
Lack of enthusiasm.No, I don’t work for you but I certainly should work with you—and as such I should be able to show a high level of enthusiasm for your company—if not, I shouldn’t be in public relations. Every client wants to feel special, as they should, so be knowledgeable about their industry and be able to bring additional insight and excitement to the client.
Poor writing skills. I don’t know how many times I’ve been told by wanna-be PR people that they are “good with people.” People skills aside, you had better be a great thinker and writer because that’s what the client needs. Clients in industries such as pharmaceuticals or finance are looking for specialized PR professionals who are capable of “translating” their jargon into English for the media and the end consumer.
Poor strategy. Hopefully, shortly after you hired your PR agency it researched and developed a public relations plan for the entire year. And hopefully, they are adhering to the plan, or perhaps even expanding upon it. But without a strategic plan, a good public relations program is doomed to failure. Look to the plan!
Lack of accountability. From the get go, your PR agency should have been sending you weekly and the monthly status reports and updates. These reports should show you what the agency has been doing on your behalf, what it has accomplished during that time period and what it plans to accomplish in the coming weeks. Without this accountability the client will feel lost—and a poorly informed client will eventually fire the agency.
Poor communications. Before you fire your PR agency consider talking with the principal. It may not be time to fire the agency, but time to fire or switch your day-to-day account person—the same person who may not be overly enthusiastic about your business may also be a poor communicator. Sometimes a change in the point person can reap short-term and hopefully long-term benefits.
Lack of initiative. You shouldn’t have to instruct your PR agency on what to do. Again, they should be following that plan/strategy that they set forth. Your PR agency should be coming up with new idea and telling you what they are doing—not the other way around.
Not proactive. Your PR agency should be doing ongoing industry research and thinking up great content and creative angles—and then developing ways to amplify that content. If they keep asking you for ideas, then it’s probably not the right fit.
Off-brand coverage. Going back to that strategic plan: It is important to make sure that your PR agency understand your brand and takes its positioning into account when developing a media outreach plan—both traditional and new media. You don’t want to suddenly see an article about your family-friendly brand in an inappropriate media outlet. That would give you cause to pause and reevaluate your agency commitment.
No results. Bottom line: Did you get what you paid for—what the PR agency promised? If not, then it’s time to part company. Also, if the public relations agency is landing opportunities for you that do not compliment the brand, for example reaching the wrong audience or mentions that don’t address your expertise or product, then it’s time to fire them.