All Youve Got To Lose Is Everything
Everything, that is, if you ignore those folks whose behaviors have the greatest effect on your business.
What those people see and believe about your enterprise, pretty well determines what their follow-on behaviors will be - for example, do business with you, or move on to someone else.
Is that what you want? Of course not. So let's do something about it.
While I recognize that there are other factors bearing on the success of your business, this one is simply too important, and its impact too severe and too immediate, to ignore.
You get this airplane off the ground by listing your top outside audiences who, when they like you OR ignore you, you feel it.
In other words, they are groups of people important to you whom we refer to as target audiences or target publics. The one MOST important to you, we call your key target audience. And that's why you must list them in priority order so you know where you really need to direct your resources.
How do you determine who thinks what about you? Sounds like work, but you must continually monitor that key target audience (and probably others). Are you bothered by what they tell you? Is there a perception problem? If there is, we know it usually turns into a behavior problem, so something must be done about it now, at the perception stage.
What you've just done is establish your public relations goal - a specific behavior flowing from an equally specific perception, which we'll work on creating starting right now.
Now that you've got a public relations goal, you need a public relations strategy. Lucky for you (and for all of us), there are only three possible strategies. Create opinion among that target audience where there may be none, change existing opinion, or reinforce it. We've picked "create" so let's proceed.
With your goal and strategy in hand, you begin thinking "messages." And I mean persuasive messages carefully designed to deal with that perception problem you discovered when you interacted with your key target audience. Keep your message focused on correcting that perception problem, and keep it believable and credible. Try it out on a few colleagues to see it if really is persuasive.
Now you need a few "beasts of burden," communications tactics whose job it is to carry those persuasive messages directly to the attention of the folks who make up that key target audience of yours.
And there are tons of them from trade show appearances, awards programs and news releases to speeches, brochures, radio interviews and face-to-face meetings.
Well, here we are again at the monitoring stage. At the start of the program, you monitored the feelings and perceptions of your key target audience so that you could identify the problem and set your public relations goal and strategy.
Now, you monitor all over again to see what kind of progress you made. Specifically, you want to know how many individuals received the message, through what tactics, and how many are aware of your messages' actual content. Also gives you a chance to make mid-course corrections by adjusting both message content and your mix of communications tactics.
Keep the faith! As time goes by, you'll begin noticing signs of awareness of your business, and a growing receptiveness to what you have to say. The bottom line, of course, will be welcome indications that the behaviors you have sought to modify in your direction are, in fact, doing just that.
In public relations, that spells success!
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 © 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 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.
Advertising by textad.biz
Go Ahead, click an ad, you know you want to.
PR Where it Matters Most
What's more crucial to the success of a business, non-profit or association than its most important outside audiences and stakeholders?Nothing.Those stakeholder behaviors directly impact virtually every management and operating activity of the organization.
The Ultimate PR Scam
It happens to business, non-profit and association managers when their public relations budget fails to deliver the crucial external audience behaviors they need to achieve their department, division or subsidiary objectives.Behaviors they should have received leading directly to boosts in repeat purchases; growing community support; more tech firms specifying the manager's components; increased capital donations; stronger employee retention rates; new waves of prospects, or healthy membership increases.
Community Based Marketing Strategies
As small businesses we have an opportunity and an obligation to help keep our communities strong. As small business people we have an awesome distribution system, reaching hundreds of people every day who come into our stores.
Detailing The Famous Kentucky Derby Train
The annual detailing of the Kentucky Derby Train is an annual ritual for the beautiful long sleek historical piece of American History. It may seem easy to detail such a fine piece of machinery, but it take many man-hours and they expect it perfect.
Making the News - Tips from A News Journalist
What makes a good media release and how do you engage the media with your story idea? How do you pitch stories to the media, especially hard-nosed news hounds who can sniff out a 'puff piece' a mile away?The media receives literally hundreds of media releases a day, many which are instantly disregarded. Why? A number of factors contribute to the demise of a media release, one key aspect however that contributes to a well written and published releases is the writers ability to be media savvy, that is identify the aspects an editor is looking for when selecting the day's news.
Celebrities Cant Have It Both Ways
Corporations are willing to pay substantial amounts of money to prominent personalities so that consumers will relate the brand with their favorite star, and thus will be more likely to buy the product. The buying public imparts credibility to the celebrity because of his or her charisma as well as the credibility that comes with prominence in the media.
Tactics Vs. Endgame - Endgame Wins
It took me a while to see just HOW crucial the behaviors of an organization's key audiences really are to its success, be it big or small, non-profit, business, association or even a public sector enterprise.Sounds elemental, doesn't it? But the truth is, few organizations can succeed today if those target audience behaviors don't fit the organization's objectives.
PR: Room at the Bottom?
When special events and communications tactics rule the PR roost instead of a workable plan designed to manage external audience behaviors that impact your organization the most, that's where public relations results can wind up.You know, bad results like key target audiences showing little confidence in your organization, or seldom taking actions that help you succeed and, in the end, failing to help you achieve your unit objectives.
Time Your News Release For Maximum Publicity
"Cindy, where's that story? I need it yesterday!""Coming right up, boss. I'll have it to you soon," Cindy shouted back.
How To Write More Powerfully For PR, Offline And Online
Years ago when my Dad owned a group of local newspapers I spent my school and college vacations working in the editorial office. We used to amuse ourselves over our sandwiches at lunchtime looking through and trashing the endless press releases that would arrive in the mail each day, all beautifully produced with glossy photographs (this was in pre-internet days).
Something New For Managers?
A new public relations blueprint could be a good idea if you're a business, non-profit or association manager who's not getting the important external audience behaviors you need to achieve your department, division or subsidiary objectives.You know, behaviors like more people interested in your services or products, or more capital contributions coming in the door, or more corporate membership applications hitting your desk.
Media Relations: When Numbers Lie
NUMBERS, NUMBERS EVERYWHEREYou just placed a terrific story on the local news. Your boss asks you how many people saw it.
13 Publicity Ideas for Retailers
If you're trying to promote your store, but you don't have a big advertising budget, relax. There are lots of ways to get in front of the audience you want to reach by using free publicity.
Creating Your Online News Room: How To Build a Site The Media Will Love
From time to time, people ask me how public relations has changedduring the two decades in which I've been seeking publicity. Myanswer: technology.
Best Approach For Free Advertisement
Product/service publicity is the superhighway to business success everyone dreams. Then imagine having your product/service written on newspapers, trade publications, aired on radio and viewed on television absolutely for free!!! That's going to skyrocket your profit target only if you know how to use the best method of getting free publicity.
The Most Important PR In America
Just happens to be public relations activity that alters individual perceptions leading directly to changed behaviors. PR pulls that off by persuading a manager's key outside audiences with the greatest behavior impacts on the organization, to its way of thinking.
Managers: A Key to Your Survival
Most business, non-profit and association managers live to tell about it only IF they achieve their operating objectives. Very little wriggle room there.
Want This Kind of PR?
PR that really does something positive about the behaviors of those outside audiences that most affect your business, non-profit or association?PR that uses its fundamental premise to deliver external stakeholder behavior change - the kind that leads directly to achieving your managerial objectives?PR that persuades those important outside folks to your way of thinking, then moves them to take actions that help your department, division or subsidiary succeed?Get organized and you could be looking at results like these: prospects starting to do business with you; membership applications on the rise; customers starting to make repeat purchases; fresh proposals for strategic alliances and joint ventures; community leaders beginning to seek you out; welcome bounces in show room visits; higher employee retention rates, capital givers or specifying sources beginning to look your way, and even politicians and legislators starting to view you as a key member of the business, non-profit or association communities.And the fundamental premise of public relations will show you the way: people act on their own perception of the facts before them, which leads to predictable behaviors about which something can be done.
The Best PR Has to Offer Managers
How cool is this? You're a business, non-profit or association manager. You decide to get serious about your public relations and shift the spotlight away from communications tactics.
Gaining Free Publicity Through Press Releases
One of the greatest ways to promote your product or service is with publicity. Many people have little, if any, understanding of how to go about securing publicity, never mind free publicity.
|home | site map|