It’s a Two-Way Street – 12 Questions to Ask A Potential PR or Social Marketing Client

Posted on March 2, 2010 by Christine Perkett
Filed Under Best Practices, Public Relations | View Comments

I had a great meeting today with a business magazine publisher. A few things that he said to me during the meeting fell in line with this blog post that I had been planning for a while. Some of his comments included:

“You’re a great listener.”

“You don’t have that usual PR persona.”

“You are think and care about a lot more angles of business than I expected you to.”

I consider these compliments – and testaments to the way we approach not just business, but new business meetings. I’ve never been the PR person who sits at the conference table trying to out-talk the rest of the room. Some folks have commented that I seem a bit quiet, actually, for a PR executive – and you know why? I’m busy listening. I believe actions speak louder than words, and in order to prove our abilities, we need to listen first to align our actions later.

Listening is important – I’ve written about that plenty of times, especially as it pertains to branding, messaging and social marketing. However, as a PR or social media agency, you must first think about how you listen when approached by a prospective client. I’m always surprised when prospects say, “Wow, I hadn’t thought of that – good question.” So, in my humble opinion, here are twelve questions that any PR executive or agency should be asking a prospective client in order to understand their business and marketing needs, deliver a great proposal and determine if this is a company that you want to work with (remember, like any relationship, it’s a two-way street):

1. Why are you looking for a new PR/social marketing partner?
2. What has your history been in working with a PR/social media firm (or consultant)?
3. What do you want to accomplish?
4. How will you measure our success?
5. What are your benchmark metrics?
6. What other types of marketing do you do now or plan to do in the future?
7. What has been your  most successful marketing effort to-date?
8. Your least?
9. Why did you join this company?
10. If you could read one headline about your company today, what would it say – and where would it be?
11. What are your top three business goals this year? Five years from now?
12. How do you define “PR” (or, alternately, social media)?

Of course, these are just a few of the questions that we run through during initial interviews with prospects, but they are helpful in digging deeper and gauging how well a company knows who they are, where they are, who and where they want to be, and how they plan to get there. And, what they anticipate our role to be in doing so.

How do you determine what a prospect needs and if they are a potential fit for you as a client? Are you willing to share some of your best questions?

As always, thanks for reading!

 

Tags: business development, Marketing, new business, PR, PR agency, questions to ask prospects, social marketing, Social Media

It’s Not Personal – or Is It?

Posted on March 1, 2010 by Christine Perkett
Filed Under Best Practices, Social Media & Networking | View Comments

When Twitter first arrived on the scene a few years ago, it took a long while for businesses to jump on the bandwagon. A few brave souls were early adopters but even today, there’s still a lot of skepticism on whether or not social media is appropriate and valuable for business. I think we’ve made it clear here that we believe it is, but if you’re still wondering, take a look at some of the biggest “web-celebs” (individuals popular on the web and who have successfully used it to build and extend their brand) and their use of social media. Many of them use it solely for the purpose of business – you rarely, if ever, see a personal update from them. So, although one might argue that these folks are focused on “personal branding,” ultimately, they are using their recognition to grow their businesses. A few examples:

Pete Cashmore (he moved over to Google Buzz in lieu of his “personal” Twitter account)

Robert Scoble (a few scattered personal comments but usually around where he is, especially with his current focus to travel the world to study how start-ups are formed)

Guy Kawasaki (“firehose” is putting it lightly)

Michael Arrington (if you don’t count semi-arguments with people trying to get his attention through controversial engagement)

Brian Solis (the most personal current Tweets are around his own book)

On the flip side, there are several examples of some new “web celebs” who often share personal updates, sometimes posting such random things like quotes from their favorite song, or what they had for dinner. Folks like Laura Fitton of oneforty, Penelope Trunk (who is a writer, so perhaps this is part of her persona), Chris Brogan (also a blogger, but now also a marketer) and Peter Shankman (of HARO fame) all share a combination of personal viewpoints and professional insights.

Then there’s a lot of talk about the new “over sharing” of personal information around location-based technologies, such as Foursquare. If you missed the latest hoopla, check out this TIME story on Please Rob Me and the dangers of getting too personal online. A recent PR-specific example of over sharing is the young lady who was hired – and then had her offer rescinded – by People’s Revolution (a fashion PR firm and center of the BravoTV show, Kell On Earth) for tweeting about her job interview.

So what’s my point? It’s really more of a question – are those who keep content more professional-focused and less personal-focused, more successful in business? Have social media networks crossed the chasm from personal fun to serious business tool? If so, why are so many brands still hesitant to make the leap into social marketing? Clearly, these few examples are only a small part of the social media population – but they are also strong examples of those who have successfully grown their personal brand through heavy use of social media and digital content.

What’s your style? Do you have a preference of the type of people that you connect with in social networks? Is it better as a business/executive – especially a marketer – to keep what you share 100% professional? I tend to believe that as a PR executive, social networks give us the opportunity to show that we’re human, more intelligent than often given credit for, and interested and passionate about many of the very products and services we promote. However, I often wonder whether or not I should post anything personal on my social networks. My historical preference has been to strike a balance between professional and personal posts, although with Facebook I really struggle – should I be posting anything personal? If I want to be personal, should I only accept “friends” who are truly friends in real life (you know, those people I’ve actually met and share common interests with)?

What do you think? I’m particularly interested in hearing from those who have built brand awareness online and if such success came from staying on one side of the fence or another. Thanks in advance for “sharing.”

 

Tags: brand strategy, brian solis, Chris Brogan, Foursquare, Guy Kawasaki, Kell on Earth, Laura Fitton, Michael Arrington, oneforty, Penelope Trunk, People's Revolution, Pete Cashmore, peter shankman, Please Rob Me, Robert Scoble, social marketing, TIME, Twitter

Persuasive Picks for the week of 02/22/10

Posted on February 26, 2010 by Jeff Glasson
Filed Under Persuasive Picks | View Comments

Any Way It’s Sliced, Appeal of Social Media Grows
The integration of social media into marketing strategies continues to march into the mainstream, and this NY Times post provides many examples of big brands that are embracing social media as part of their current campaigns.

9 things I’ll never do again with social media
The Orange County Register’s Jon Lansner asked nine friends to share something that they’ll never do on their social networks any time soon. Some of the responses are entertaining, but they also provide some basic practical advice.

Five easy ways to maximize your social media content
Sometimes the simplest ways to boost the impact of your online social efforts can fall by the wayside. James Gurd from the eConsultancy blog provides five easy things you can (and should) do to help maximize your efforts.

Social Media Makes National Pancake Day Huge for IHOP
Chris Crum from WebProNews shares a look into IHOP’s (International House of Pancakes) use of social media techniques to promote this year’s National Pancake Day.

Digital Marketing Guide: Social Media
David Berkowitz from Advertising Age created this Q&A based social media guide that provides great answers to many common and current questions.

Tags: Ad Age, Chris Crum, David Berkowitz, eConsultancy, email, IHOP, James Gurd, Jon Lansner, marketing strategy, National Pancake Day, NY Times, Orange County Register, Social Media, social media content, social media guide, WebProNews

An Easy Social Media Lesson From The Peanuts: Talk With Me, Not At Me

Posted on February 22, 2010 by Christine Perkett
Filed Under Best Practices, Social Media & Networking | View Comments

One of the most famous cartoon dynamics could pretty much sum up the difference between successful social marketing and unsuccessful social marketing: The Peanuts. I’m sure you recall that when the grown ups are talking at the children, all the children hear are muffled, annoying sounds. But when the children are talking with each other, they are interactive, listening and clear with one another.

A lot of what we spend our time talking with clients and prospects about in meetings these days is social media. Obviously, it’s the hot new buzzword, especially in marketing and PR, and many companies are still trying to figure it all out: “Is it necessary for us, how will it help us, who should manage it, are we doing okay with our current presence?”

Most of the time, the companies we speak with have some sort of presence started in social networks – usually, with one of the more popular and well-known networks such as Facebook or Linkedin. Maybe they’ve posted a few photos on Flickr and some videos on YouTube.  They’ve taken steps to establish accounts and make a few updates, or they  might even be quite active on Twitter. But most of the time – if they’re asking for help – they lack the “Three I’s” – a strategy for integration, interaction and intriguing content.

Here’s a simple way to get started on a strategy that involves the three I’s – and ensures that your messages don’t come across like a Peanuts parent:

• Social media is about community
• Community is about relationships
• Relationships involve hard work, consistent communication, trust, and emotion

If you keep these elements in mind, you’ll begin to see the subtle – yet important – differences between talking at your audiences and talking with your audiences. People tend to listen more – and remember more – when they’re involved in the conversation and you show that you care about them – either by asking their opinion, mentioning something relevant to them or connecting in a unique (intriguing) way. You can’t build a relationship – or a community – if you do all the talking (you know, like those Twitter accounts that are just links to a company’s news releases, or a Facebook fan page that never actually involves the fans.)

How are you integrating social media into your marketing plan to talk with your constituents and not just at them? Are you asking questions? Responding to answers? Listening to opinions? Have you integrated your content across networks to ensure an ongoing and compelling brand story? Are you putting the right resources behind your social media efforts to build a community and relationships? Step back and take a look – making some minor changes in your approach can make a huge difference in your success.

Tags: brand, business relations, community, social marketing, Social Media, The Peanuts

Persuasive Picks for the week of 02/08/10

Posted on February 12, 2010 by Jeff Glasson
Filed Under Persuasive Picks | View Comments

Why Google Buzz is brilliant and deadly to social media 1.0
As fanfare over the iPad announcement dies off, Google amped up the online world with a new feature announcement. In this post, Christopher S. Penn shares his views of the positive and negative implications of the all new Google Buzz feature in GMail.

The Value of the ReTweet
Donna Maria from the Indie Business Blog explains the value of “re-tweets” through the result of a month long Twitter experiment she conducted with her fellow colleagues.

Toyota: Way too little, way too late & what they should have done
While the whirlwind of bad press haunting Toyota is far from over, B.L. Ochman recaps the events that started it all, how Toyota reacted and what they should have done to ease the harsh reactions.

Why Social Media Is the New Agency-Client Relationship Builder
Conversation Agent, Valeria Maltoni focuses on the need for companies to consolidate their agency relationships down to one that can provide multiple services (like we do!).

Examples of social media policies
The topic of a Social Media Policy comes up within almost every company when they first begin to engage in the space. This post by Drew McLellan provides a list of many existing examples to help you get started on your own policy.

Tags: agency relationships, B.L. Ochman, Chistopher S. Penn, Donna Maria, Drew McLellan, Gmail, Google, Google Buzz, retweet, Social Media, social media policy, Toyoyta, Twitter, Valeria Maltoni

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