How do you use Social Media...

• Do you measure up?
• Do you know how to measure it?
• Do you know how to use it?

Check out this infographic. If you want to know more about how to make social media be a successful tool in your business...send me a tweet @MonteMartin with your phone number and I'll get right back to you...with a phone call...because the oldies but goodies still work for more indepth communication.

Social Media: Managing Bears

Listening. Watching. Hungry?

The world of communication is 24 hours a day, seven days a week. Instead of being more comfortable with the plethora of media and marketing opportunities, clients are telling me they are more confused than ever. One guy told me last week he thinks of marketing today as a big bear.

One of my favorite lines from the Wizard of Oz sums it up nicely, “Toto, I have a feeling we're not in Kansas anymore."

The old familiars - advertising, promotions, public relations, and other marketing tools are still on the map, but the growth and integration of online marketing, both part and partial, has changed the more familiar marketing trek. It has become more complex, yet a more adventurous expedition which can land us in a more exotic and grander locale.

In some ways, the guy was correct. With the addition of social media to the marketing mix, it can seem to be a bit more of a wild and unwieldy animal. In terms of being social, many businesses to think only of the soft side of marketing, you know, going to tradeshows, placing a pretty ad, cozying up to audiences as if they are a favorite old Teddy Bear. With the integration of sales and marketing tactics, the practice has become more complex. And if the approach is wrong, it can mean coming face-to-face with Ursus arctos horribilis, aka a Grizzly Bear.

The type of bear you cross, depends on the hour, day, or even what else is happening in the world at the moment. One thing is certain, both no matter the marketing tactics, they require patience, planning, monitoring and the ability to track in one direction or another. A successful campaign, especially addressing the large landscape of social is identified with "The Art of the Hunt."

• What is the potential? 
• Where is the largest group?
• How do we ensure capture?

Like the animal-human response mechanism, social media requires attention and interaction or it will die. You must play with it, nurture it, verbally respond and exercise monitoring techniques to measure weight, function, energy and even proliferation. Social media can be unpredictable, but there are proactive techniques, tips and training so you know what to do should the beast go buck wild.

• Do you need basic training?
• Could you use directions?
• Can you make it grow?

From a half day intro session to developing and implementing a campaign, contact me at 407-341-9866 for training and guidance. Wherever you are in regard to the social media zoo – planning a visit soon; strolling along amused and confused; or being gobbled up as prey – together we can tame the darn beast, I mean Teddy Bear.

Sponsorships: Affiliation Sells

Partner. Sponsor. Supporter.

No matter the name, partnerships, sponsorships and supporting roles create bigger and better experiences because of the relationship.

Pulling heartstrings.
Loyal customers are a valuable asset. The absence of tangible differences among products or services is an inescapable consequence in today’s marketplace where emotional logic has become the single most important business driver. Without emotional ties, a product or service is just like every other product or service. Affinity or cause marketing events and partnerships mean effective marketing is not tied to ears and eyeballs, but to heartstrings. Through sporting events, entertainment, the arts and nonprofits, smart companies can build brand and customer loyalty by affiliating their company, or its products and services to issues, events and organizations that current and potential customers care about.

Bigger pie.
Sponsored events create media opportunities. Whether through media partners or publicity, event sponsors gain big visibility because events typically generate wide media exposure. For many businesses, the cost of purchasing the same amount of media exposure that a sponsorship may garner through advertising or public relations is not affordable. In a challenging economy, sponsor affiliations can be very a valuable part of the marketing mix, expecially for smaller companies.

Seeing is believing.
Sponsorships can create, change and definitely reinforce the image of a brand. While images and brands can be projected through advertising, paid media can lack authenticity. Sponsorships create direct visual exposure to key audiences and the associated media attention creates credibility. The seeing part is big just from the courtside, trackside and on-the-field event banners and graphics.

Driving traffic.
When companies use the assets of their sponsorships they have many opportunities to create traffic-building promotions to event attendees. Sponsors can typically showcase products at events. Attractions, restaurants or service business may offer discounts. Media outlets can distribute premium items. Take a closer look at the logos printed on t-shirts worn at the gym, grocery store and at school.

Customers speak.
They are willing to reward, or even worse, punish with their wallets. Just think of the recent backlash following the BP oil spill when consumers started a campaign to boycott local gas stations. The spill was not caused by service station and store franchisees, but the oil disaster affected owners all over the U.S. Consumers say “social responsibility” is the number one factor that influences their impression of a company – more than brand quality or business essentials.

Hook ‘em and book ‘em.
Sponsorship are a great hook for driving sales. For example, the sponsorship of a retail product can be used to boost shelf space and increases co-op advertising. Sponsorships can be tied to in-store displays, coupons may be printed on partner bags, and for businesses such as banks new clients come directly from the sponsored teams and venues. This next month watch for the fast food restaurant that will partner with Universal Studios for the added value of luring hungry patrons also seeking discounted Halloween Horror Night event passes.

For more information on sponsorships or if you need help creating the right sponsorship plan for your company, product or service contact me today at 407-341-9866.

Planning: Spiffing Up For Spring

Are your sales and marketing plans as bright, fresh and appealing as these Daffodils? Or more like a dried up bouquet of flowers that you haven't been able to throw out because they remind you of...something you can't seem to remember?

Or do you even have a plan?

My new online retail client Personalized Doormats, orginally contacted me to write two news releases per month as well as web and email blast content.

During our first meeting, I asked them how they currently integrated public relations (news releases, social media and media coverage) with other sales and marketing functions such as trade shows, email blasts, social media, promotions, special events, community relations, AdWords, etc. Their answer, "We don't. But we probably should. Can you help us with that?"

With their budget and goals in mind, I suggested they hire me to help them develop a sales and marketing plan the first month instead of writing news releases. So, we "worked together" the first month where I got their input and feedback. We had two, four-hour meetings; one, two-hour conference call; and four, one-hour weekly calls where I took them through a series of questions about their business, (past, present and future), competion, sales goals, personal business goals, products, customer service, a SWOT (Strengths, Weaknesses, Opportunities, Threats) analysis and more.

The end result, allowed me to take the information gathered to develop a six month sales and marketing plan, including a month-to-month timeline with activities and tactics. As well:

• They'd never thought about joining two key professional associations.
• Now, they are new members and have picked up new business from their memberships. 
• They have a blog, but rarely posted anything to it. 
• From new customer comments, product photos, special offers, tips, videos and news releases will soon begin being posted and in the next six months, as they build their business, they plan to hire me to "ghost write" blog postings on a regular basis.
• Their twitter and Facebook account was set up, but they had no idea how to use social media. As well, the sites were not set up or being monitored correctly for their type of business model. 
• Last week, we had a three-hour social media training session where I taught them how to brand their pages and how to use the various sites - twitter, Linkedin, Diggit, Flickr, YouTube and Facebook - the differences in the sites; kinds of communication messages to post (not overly sales-y, not hard news, but with the intent of it being interactive, educational and informative), how to integrate the various social media sites, fun tips and tools to manage them and how to post, paste, link and tweet from from a technical standpoint.

I am now writing news releases and also formulating a new sales program to reach a market segment they'd never thought about. Not only will it build my client's sales, but this program will allow this new BtoB market donate to their charity of choice while selling my client's product to their customers.

So plan your plan. Write your plan. And work your plan. With a plan, you will see where you are today, where you are going and next year, look back over a successful year and see what made the difference. Contact me today to spiff up your sales and marketing plan this Spring! And...while you are at it... Order a new doormat today and "Put a Spring In Your 'Door'step!"

Marketing: Affinity Is A Kinship Connection

New Family Members Can Mean A New Affinity

The growth and success of online retail stores is a recent phenomenon. Shoppers have begun to trust online purchases and brick and mortar companies are selling the same offerings online sold in stores. Today shoppers can browse the web easier than walking through a shopping mall. With affinity programs, people can shop at stores such as Macy's, Target, and even Expedia while contributing to a nonprofit without spending any more money than shopping on that same company's regular .com site.

About 10 years ago, a marketing phenomenon errupted known as affinity marketing. I learned about it firsthand when I was hired by a faith-based credit card company to write news releases and copy for their new Web site. A percentage of each purchase made by credit card holders went to a school, charity or mission each month that had been selected by the card holder.

A client recently asked me to share a little more about affinity marketing. She wanted to know more about how affinity marketing could be a win for their company, nonprofits and online shoppers.

Affinity Marketing...

• Promotes a brand’s products or services to a niche audience;
• Leverages other companies and individuals to promote or build awareness;
• Partners a company, buyers and an organization with a common “affinity”;
• Is as simple as an endorsement from one firm for another firm’s products or services in exchange for compensation or value;
• Means purchases result in revenue for a company and a cause;
• Means companies are cheerful givers to the community; and
• Everyone wins!

The Challenges...

• Finding the right audience;
• Thoroughly exploring affinity group unique dynamics;
• Time to develop, test, monitor, and measure messages, offers and pricing;
• Impressing buyers to shift purchasing behavior;
• Working with the benefactor to spread the word through their communication channels; and
• Database tracking of purchases through different partners for causes.

The Benefits...

• Target audiences have a stronger inclination to purchase;
• Buyers are interested in receiving benefits;
• Results are measureable;
• Messages can continually be massaged;
• Partners get paid through small percentages;
• Feedback and information flows in from participants and buyers;
• Buyers feel good about purchases that make a difference;
• Can be a low cost way to improve customer retention; and
• Customers may receive perk discounts or offers to use for another purchase. 

The Opportunities...

• Naming the program to strengthen the brand;
• Focusing on unique ideas and concepts that may not fit mass marketing;
• In a slow economy, consumers spend more easily when a purchase helps something they care about;
• Beneficiaries receive revenue without asking for donations or hosting fundraisers;
• Sales commissions are “pay as you go” rather than upfront advertising or salaries; and
• Creating interest by giving back to the community.

Examples of programs...

• Credit card companies offer custom credit cards and a percentage of each purchase is donated to a particular organization. The organization and the credit card company may promote the credit card opportunity through advertising, Web sites, brochures, signage and direct mail.
• A grocery store chain donates a percentage of purchases to a registered charity. Customers registered with the store present an identification card or phone number at the time of their purchase and a contribution is made to the charity. The grocery store may promote the donation opportunity through store signage, news releases and advertising. The charity could spread the word at meetings, through news releases, newsletters, flyers and online.
• A restaurant holds a promotion and portion of an evening's proceeds goes to a supporter. The customer knows to identify themselves with the supporter when ordering. The supporter promotes the restaurant to their members in newsletters, meetings, flyers, through public relations and on their Web site.
• A service company offers a discount and cash donation to an association when someone in the association uses their service. In return, the association promotes the service to their members though various marketing channels such as newsletters, direct mail, and on their Web site.
• A retailer offers to donate a percent of online purchases to the benefactor of a fundraising event (bike race, run, walk fundraiser). The participants hear the offer when registering, receive a coupon or flyer in their goody bag and see the offer on event signage.

Steps to set up an affinity marketing program...
1. Establish rules of engagement;
2. Determine the mutual win for everyone involved;
3. Determine the management process and proceedure;
4. Establish non-compete agreements;
5. Ensure all partners are on the team;
6. Brand the program;
7. Spread the word; and
8. Watch it work!

Done right, affinity marketing can be a very powerful marketing tool to amplify a brand's awareness by attracting new customers, enhancing the company's community relations and boosting sales. Want to set up a success affinity marketing plan? I'll help you build sales through kinship connections, so call me at 407-341-9866 or send me an email at mmonte@hotmail.com.

Twitter: Tweets Of Wisdom Part 1

Hello. Tweet tweet.

Twitter Communicates

Twitter has a very simplistic concept and this gives people a misconception that it doesn't take much time or dedication. But, like other tactics used to reach your customer base, including e-newsletters, brochures, news stories and for that matter even web content, it is a communication tool that has to have enough effort behind it, and using the right words for measurable success.

When I first set up my twitter account, I had no idea about hash tags, retweets, if I should manage who followed me…or not, how to get people to follow me, or many of the other functions surrounding twitter.
In addition to posting 140 words or less, there was the tracking, analyzing, evaluating and reporting if I wanted to monitor the ever so much sought return on investment. Especially, since I quickly learned that twitter could take up a lot of time.

Twitter Engages

Without a social media plan specifically tailored to achieve business goals, I can’t tell you how often or what to twitter. But, I can promise that effectively tweets can build your business if done right.

Three ads don’t make a successful advertising campaign. One news release without follow up pitches to media doesn’t usually result in many stories, and a tweet or two here or there doesn’t build your business.

Twitter can’t be done in five minutes a day with five “seemingly engaging” tweets. The key word here is engaging. This social media tool isn’t just about pretty pictures, bragging on how awesome your company or product is, and unless you are a celebrity, no one cares what you eat for lunch, when you get your nails done or your golf score. Twitter messages must be meaningful to your followers in a way that engages them to retweet your message, click on a link to learn more, become educated, or purchase your product or service.

Twitter Connects

Just like media relations, customer service and business networking, think of it like a connection. Done right, it is a tool that gives you direct communication and allows for interactive feedback with current and potential customers. As well, there are tools to measure metrics and return on investment to show how it works.

Social media can be a powerful and effective tool if you commit to it and use it correctly. Twitter is not for every business, but with a plan of tactics, twitter can play a part in achieving business goals. With a little time and patience, it is very effective and by using time-saving tools efficiently, “we” don’t have to be connected 24/7.

Twitter Works

If you want to know more about how to use twitter to build your business and tweet to your tweeple, contact me @ mmonte@hotmail.com or 407-341-9866!

Social Media: Santa Goes Viral

Suddenly Santa...flys on the World Wide Web...without the help of his reindeer.

Central Florida media outlets were invited to cover a sneak peak of Suddenly Santa, a “flash mob” video production being filmed today at the Winter Park Amtrak Station and in the surrounding park area. The script included an impromptu appearance by Santa along with hundreds of orchestral singers and choreographed dancers in a surprise performance to local cast members staged as families and tourists enjoying a day in the park. The joyous four-minute video, Suddenly Santa, was unleashed on Thanksgiving Day, Thursday, Nov. 26, 2009 at 2 a.m. on www.YouTube.com/SuddenlySanta.

Want to create your own viral video? Contact me and I will hook you up with all of Santa's elves, in this case it was volunteers, to fly around the world.

Social Media: Buzz Goes Viral

Who "woulda" guessed this...back then...or even yesterday?

...In the Summer of 1969, Buzz Aldren flew to the moon.

...In the Summer of 2009 Buzz Aldrin flies across the World Wide Web.

Check out Buzz Aldrin's new song "Rocket Experience". A portion of the proceeds from the song sales of Rocket Experience will go to ShareSpace Foundation, to further benefit and support the work of the National Space Society, the Planetary Society and the Astronaut Scholarship Foundation. To learn more about Buzz, go to http://buzzaldrin.com/

Buzz Aldrin's Rocket Experience from Buzz Aldrin

I think both experiences qualify as "a giant leap for mankind."

Are you taking the social media leap seriously? It really can be fun!

For a campaign that's out of this world...I am your Houston. Contact me to launch your rocket experience that will fly across the World Wide Web faster than the speed of sound.

Measuring Media: Google Analytics

Google Analytics...

What's your "web"site catching?

Google Analytics offers user-friendly features that allows marketers, not necessarily IT people...to gain insights into website traffic. This includes learning or finding out more about:

• Where users come from;
• Measurement of unique visitors:
• Pages that are landed on;
• How long users stay on certain pages;
• What pages are never accessed;
• How users move across copy, photos, aka content;
• What links are clicked on...or not;
• Which page designs, headlines or graphics convert more visitors to make a sale or take action;
• View AdWords ROI without importing cost data or adding keyword tracking codes; and
• Track different online campaigns from emails to keywords.

Now, here is the "official" definition:

1. Google Analytics (abbreviated GA) is a free service offered by Google that generates detailed statistics about the visitors to a website.
2. Its main highlight is that the product is aimed at marketers as opposed to webmasters and technologists from which the industry of web analytics originally grew.
3. GA can track visitors from all referrers, including search engines, display advertising, pay-per-click networks, email marketing and digital collateral such as links within PDF documents.
4. Integrated with AdWords, users can review online campaigns by tracking landing page quality and conversions (goals). Goals might include sales, lead generation, viewing a specific page, or downloading a particular file. These can also be monetized.
5. By using GA, marketers can determine which ads are performing, and which are not, providing the information to optimise or cull campaigns.
6. GA's approach is to show high level dashboard-type data for the casual user, and more in-depth data further into the report set.
7. Through the use of GA analysis, poor performing pages can be identified using techniques such as funnel visualization, where visitors came from (referrers), how long they stayed and their geographical position.
8. It also provides more advanced features, including custom visitor segmentation.
9. Users can officially add up to 50 site profiles. Each profile generally corresponds to one website. It is limited to sites which have a traffic of less than 5 million pageviews per month (roughly 2 pageviews per second), unless the site is linked to an AdWords campaign.
10. And did I say it is free.

Whether you do your own marketing or hire an agency or freelancer, this tool or some other web trends report is a must-do in you marketing toolbox toward measuring along the way to reach goals. If your web campaign is not measuring up, then it is time to change strategy, write different copy, add or delete a web page, change graphics, or try completely different tactics.

So strengthen your marketing initiatives today and so that your website has the WOW! that converts users into customers, believers and followers.

Learn more about how to get website WOW! and contact me for a free consult.

Blogging: Is your blog credible?

Is your blog a reason for your readers go in another direction for information because they don't trust what you say?

In a recent poll:

• 80% of those polled said they used corporate blogs to get information;
• Of those who used them, only 16% rated them 4 or 5 on a five-point trust scale;
• Only 16% of online consumers who read corporate blogs say they trust them;
• Among people who regularly read blogs (at least once a month), 24% trust company blogs; and
• Among people who blog themselves, 39% trust them.

This result is not surprising. In the last few years, consumers have become more sceptical about corporations and even more sceptical their government. Consumers likely don't trust company blogs for the same reasons they don't trust corporate advertising and certain media outlets or reporters.

What would make anyone trust a blog more than a news release, ad or message from the CEO, Director, Mayor or City Manager?

Does this mean blogs are on their way out? No.

It just means that communication professionals, marketing folks, publicists and anyone else who blogs has to be extremely thoughtful about what they post. Here are a few things that make a blog more credible:

• Utilize a key strategy of being customer or client focused;
• Create a community for readers that encourages feedback and comments;
• Don't hide the name of the person who writes the blog;
• Respond or address comments, especially any negative ones;
• Blog about hot topics readers would like to know your opinion or "side"; and
• Be a voice in the community, be that a place, your brand or area of expertise.

If you'd like to know more about writing plan for your blog, want honest feedback about your blog or want to start a blog, contact me at 407-341-9866 today!

Measuring Public Relations: Leading them to water...

You can lead a horse to water...
But you cant' make it drink.

Four days after a grand opening event, the restaurant manager questioned the fact that he had not “seen much publicity." He said, “I believe that event was a waste of time and a failure.”

At the event:

• 150 guests were in attendance;
• 30 reporters represented different media outlets;
• Extremely positive comments were heard during the 2 1/2 hours;
• Someone thought the WOW! moment (video and photo op) aka grand opening blessing came from a famous book (oh it was an original idea...mine : -);
• An hour into the event the mayor's staffer cancelled all his other obligations that evening because he was having a great time and did not want to leave; and
• The night went off without a hitch (not exactly what happened behind the scenes, but who knew except for us?).

Now...about what he did and/or didn't do:

• Gave the internal and external marketing and public relations team two weeks to pull off the event (the team already put in the plan the pre-event work would require at least a month);
• Distributed invitations two days before the event by email and a few hand-delivered invitations to elected officials (the plan suggested...and Miss Manners would say that invitations should be sent out at least two weeks ahead of time);
• Cancelled the $500 live entertainment because it was “too expensive” two days before the event and didn't tell anyone (the original budget was $1,500);
• Didn't order the $2 nametag logo'd credentials and didn't tell the team (this was also in the plan);
• Didn't put together the media kit (he had insisted on doing it himself because he loved the design he had created for the CD cover; so the marketing team with the help of bartenders made black and white copies and stuffed kits in plain blue folders 30 minutes before the event was to start);
• Forgot ???? to bring collateral, i.e. to go menus, catering menus, brochures (again...in the plan);
• Produced a much “less than special” goody bag as a take home (the day before he had shown everyone what it was going to look like, and then we all said...under our breath...NOT exactly the same one!);
• Finally, held the dress rehearsal 45 minutes before the event (it had already been rescheduled three times); and
• Failed to send any kind of thank you to guests...not even an an email (his final task in the plan).

Even though the client did not fulfill his assigned sales and marketing tasks, (a day-by-day two-week checklist was provided) he pointed a finger at the marketing and public relations team and said:

• “Business is too slow."
• "There wasn't anyone here the night after the grand opening except for one couple."
• "We paid a lot of money for the grand opening and are not seeing the results."
• "Why are we not on the front page of the newspaper?"
• "Why has channel X not been here to do a story?"
• "Why is there not a story on X website?”

As the saying goes...you can lead a horse to water, but you can’t make it drink. And that is hard for a client to understand when they are a bull.

Long story short, two days after this one-sided conversation, the clips poured in and a reporter from a national media outlet called to set up a story.

The media and invited VIP guests had been lead to the water (otherwise at this event known as Martinis, Fois Gras and Crustinis), they just didn't drink as fast as the client expected.

Marketing, public relations and events are not exclusive. Though each uses different tactics and measurements, they all support the sales function. And like a ball of snow gathers more and more snow as it rolls down a hill getting bigger and bigger, so works the process of sales and marketing.

The client and the marketing and public relations team must work hand-in-hand. If a task is assigned. The delegate must perform...whether assigned down by the client or up by the team.

Do you want to know more about how to lead a horse to drink? Even if you have a beer budget, together, we can teach that horse to love it as much as drinking finest of champagnes.

PR Tips: Ten Tried And True Topics To Talk About

Not sure how to promote your organization to the media and in turn, help grow your business? These top ten can help maximize your chances of media coverage to get your message in front of decision makers.

1. Health. This topic is covered more than any other by the media. (except in a presidential election year or during a spiraling down economy ; - )
Do you have a fabulous spa that offers unique health benefits? Does your hotel cater to patients recuperating from plastic surgery? Do you offer "Low-Fat, Low Calorie, or Vegan" meals? Can employees to workout at work? Do you have weight-loss tips or have a staff expert who can be interviewed about getting healthy?

2. Children. Everyone loves children. (good children ; - )
Do you offer specials for children? Do you have a kid-friendly event? Has a child done something good/unique/kind/helpful/thoughtful? Is there a special children's menu?

3. Pets. People love reading about pets, almost as much if not more than children.

How about a new service at a doggie day care? Can employees bring their pets to work? Health care services for pets? What about unique pet services such as frequent flyer miles, doggie treats at the drive-in window, unique pet products, check-in goody bags, pet-friendly patio?

4. Holidays. The media is always looking for stories surrounding holidays.
Does a spa offer relaxation tips for the stressful season? What about a special rate or price for Mothers, Fathers, Grandparents or Friends Day? How about a restaurant offering a free beverage on tax day or a kick off summer special at a museum where an adult gets in free with paying child (yep...backwards!)?

5. Controversy. Opportunities can be a great fit with controversial current events.
Are you helping prevent or deter crime with a new service? If a movie star sports a certain negative, send them your positive product and also ask them to send you a photo of it with them or written note to promote it. Can you offer tips that combat controversy or serve as an expert on either side?

6. Celebrity. Everyone wants the scoop on celebrities.
Get a photo of a celebrity (athlete, actor, comedian) at your place of business and send it to the media? Is a celebrity part of your charity event? Is your CEO a celebrity in their own right? Is Brad Pitt at your house at 3 a.m.? (call TMZ, right then and there after you snap a photo using your cell phone)

7. Money. Money is always hot if it saves.
Do you offer unique ways to save money? Offering any new or increased perks or rewards ? Do you offer special discounts seniors, students or moms?

8. Current Trends. The media likes to tie stories to current trends.
Does your restaurant offer "South Beach Diet or Weight Watchers" selections? Has your business won a green award? Have you reduced your electric bill by changing light bulbs?

9. Charity. Heartwarming stories sell, especially Friday or weekend news.
Did you donate to a charity in need? Does your company sponsor or host a charitable event? Does your business offer free tickets to certain non-profit groups?

10. Interesting. Producers, editors, writers, reporters…want interesting!!
Is your product or service REALLY unique? Do you work in a cool location like a boat? Are you a former real estate agent now happily working for a nonprofit? Have you retired and then started a new career in a different kind of business?

These are just a few popular topics. "Ten Tried And True Topics" are definitely things to think about when writing a PR plan or if you are just looking for new story ideas. By targeting the pitch to topical ideas or issues, it will help increase the chances of coverage.

Need ideas? Contact me at mmonte@hotmail.com or 407-964-1557!

Measuring Public Relations: Seen and Heard

"Seen and heard...looking great and saying all the right things."

Spokespersons.

By analyzing spokespersons mentioned in a story, it allows for whether a point of view is communicated by the person "authorized" to speak to the media.

Status, respect and effectiveness of the spokesperson can be tied to media exposure and can play an important role in image and branding.

Things that may be measured for spokespersons include:

• Key message (s) on target;
• Appropriate tone and body language for the topic; (i.e. smiling when giving good news)
• Believability;
• Concise answers;
• Number of quotes attributed in each story;
• Note repeated message (s) used by a number of media outlets;
• Influence on positive or negative coverage with a particular outlet or reporter; and
• Confidence.

By tracking spokespeople, their role in effectively communicating the message and brand can be measured. No one is ever gives a perfect interview...most people can improve upon something...so "measurable" feedback can help a spokesperson for the next interview.

The spokesperson is the "expert" for the interview and they should be as comfortable as possible when speaking to the media. It is OK for everyone to be a bit nervous, but consider including annual media training as part of any marketing plan.

And always...always...always...provide key messages, along with talking points for even the most interview savvy person.

In photo above, B.B. King and Tommy Peters (owner of club) were interviewed at a media conference before the opening of B.B. King's Blues Club Orlando. (Patricia James of WLOQ is doing the interview. Dave and Leslie of Magic 107.7 wait in the wings)

Mr. King is certainly an expert when it comes to "working" the reporters! He didn't need any talking points and he had a lot to say. In fact...he could have talked all night.

He loves telling stories and even more, enjoys hugging female reporters and PR ladies ; - )

The media, B.B. King staff, PR event volunteers and I probably could have stayed in the "green room" and listened to him all night! Unfortunately, after 30 minutes, we had to remind him that he had a concert to play. An appointment to play Lucille before a crowd of 800+ was the only way we got him to end the press conference!

Measuring Public Relations: Words count

CONTENT. How it is said and what is said both count for a lot!

In the long haul, these measurements can be tracked for a specific reporter and media outlet.

1. Editorial tone. Positive, negative or neutral? Subliminal?

By analyzing news coverage for the reporter's editorial tone, it can be helpful to see how the company, event, activity, government, agency, etc. is portrayed in the media. This seemingly small point can be crucial to setting the pace for the future successes for a sales and marketing team, their strategy, opportunities and challenges.

2. The words. Story content measurement and evaluation looks at:

• Subject covered;
• Summary of story;
• Story type (positive, negative, neutral); and
• Strategic messages.

3. Exponential marketing. Key to opening more and bigger doors. Often monitored through other marketing and sales opportunities.

• Identification: How did the story explain a mission, use or even a brand? Was it clear?
• Attributes: What benefits did the news story describe? How is the media mention helpful to the untimate key public...the end user defined in the sales and marketing plan?
• Differentiation: Was a competitor mentioned? If so, were the differences clear? Was the story part of a universal type of story or was it meant to be a feature story on your business?
• Endorsement: Was there evidence to support of the issue, product, service, company or event? Were the benefits stated? Were the whys answered? Was there a nod or smile from the reporter?
• Call to Action: Was followup information included (i.e. for more information) such as an email address, Web site, phone number, address?

These can all be easily measured (a mechanisim must be in place, usually through all sales and marketing efforts to measure bigger or driving factors) by the following:

• Customers mention the story they heard or read;
• Increased hits to a Web site following the news story;
• Phone calls increas immediately following the story;
• Emails are received regarding the topic;
• The number of registrations increase;
• More coupons are redeemed;
• More traffic;
• More sales; and the best thing a boss or owner wants to hear or know...
• More $$$$$$$$!

Measuring Public Relations: Visual Analysis

VISUAL ANALYSIS.

"In the spotlight!"
That is my client and friend for life Josh Johnson of HGTV in the photo!

So who doesn't like to see their business in a photo or video? Many organization's products, services and activities are well-suited to visual coverage. To really grab attention, be sure that all print or broadcast media stories are matched with great visuals.

Here are a few tips:

1. Visual. Photographers and videographers are usually able to find a visual, but it is ok to have a couple of options expecially for broadcast interviews.
2. Squint factor. Think about where the sun will be located as people or the camera should not be directly facing the sun.
3. Branding. Showcase logos and brands.

• Place a logo on the podium;
• Put a small logo on the microphone;
• Wear a logo'd shirt, hat or jacket and be sure it shows in the shot (exagerate the rotation of the body to be sure a logo on a shirt or jacket clearly shows even if the person is looking a bit right or left with their head);
• Have company vehicles in the background(perfect for governments, utilities, service companies and fire departments); and
• Include a banner, flag or sign in the shot;

When measuring news clips, definitely emphasize the locations of logos in the clips.

Measuring Public Relations: The Plan

The Plan. It is the map for your trip.

1. Plan your plan.
2. Write your plan.
3. Approve your plan.
4. Work your plan.
5. Measure your plan.

The "unspoken rule" is to get everyone to stick to the plan, but always keep in mind that is a work in progress and not a "critical path." There is always room for adjusting, ramping up or down, and when facing a round-about, allowing enough flexibility in the plan to try another road that may ultimately end up being a much grander adventure.

Public relations measurement enables an organization, business, government, marketing firm or public relations agency to determine the direct relationship between proactive publicity efforts and the output of those efforts to their "key publics".

For the purpose for this series of articles, it will relate to the media as the key public. (other key publics include employees, investors, board of directors, elected officials, vendors, existing customers, new customers, community leaders,

There are many ways to measure the effectiveness of public relations and they all vary depending on goals and can be as diverse as the differences of hundreds of different services and businesses.

There are five parts to a public relations plan. Below is an example using a "made-up" and very simple example of a plan.

1. Objective. The main thing or purpose. Keep it short and to one sentence if possible. It is the "overarching mission statement" for the plan.

Use our annual special event to solidify our business as a charitable community partner, helps our employees see us a fun place to work and our customers and vendors excited about doing business with us.

2. Strategies. Think of them as painting the broad brush strokes of the picture which always goes back to your meeting your objective.

• Work with a well-known local charity that needs funding.
• Have a local celebrity serve as our spokesperson on behalf of the charity.
• Include current vendors as sponsors.
• Involve employees in the event.
• Reach our customers.
• Get news coverage.

3. Goals. Measurable and specific. Also...be reasonable. Everyone wants national coverage, but is there a national news angle to your event?

• Get confirmation from the local celebrity by January 2o.
• By February 3, identify the charity.
• Raise $3,000 for the charity by using our annual event.
• Host the first task force meeting on January 2.
• Engage the employee participation by 10% over last year's event.
• Secure one major and two minor vendor sponsorships to pay for entertainment.
• Obtain pre-event media coverage to increase company web page traffic by 1,000 new users per week for six weeks.
• Book six media outlets to attend the event as working media.
• Increase business by 3% over same time last year.

4. Tactics. These are what helps you reach goals, they support the strategies and all of them must meet the objective. ANY tactic that does not implicitly focus on the ultimate objective, does not support strategies and cannot be used toward reaching a measurable goal, in most cases does not need to be a tactic in your plan!

• Host a news conference at the (mall, park, downtown, college...place where there will already be lots of people there) with the charity and local celebrity to announce the annual event and explain the details.
• Write and distribute a media alert about the news conference.
• To get a head start on raising money, get the local celebrity to sell and sign their new book and take photos at a certain location (ball game, concert, mall) and get them to donate half the proceeds to the charity.
• Write and distribute news release about $$$ raised by book signing.
• Pitch story ideas for the event.
• Do a media blitz to media outlets with the celebrity and company CEO. Book them for morning radio and noon talk shows.
• Work with celebrity's public relations manager to promote event on the celebrity's web site, communicate event in fan mail, and see if celebrity will mention event at media opportunities, including national book tour leading up to the event.
• Write and distribute media alert about the event a week before and day before the event.
• Do media calls the day before and day of the event.
• Determine needs and secure (food, beverages, tickets, signage, seating, lighting, AV, etc.)
• Monitor media.
• And so on and so forth...all of the things that need to be done to support the event from catering, music, permits, volunteers, pitching media, securing photographer, event post-mortem and so on.

5. Measurement. This proves your success! Go back and see if you met or exceeded your goals? Keep in mind that there can be short-term and longer-term measurements resulting from the event may continue long after the initial event.

• Confirmed local celebrity, hosted task force meetings and identified charity by goal dates.
• Raised $5,500 for the local charity.
• Increased employee participation at the event by 15% over their participation last year.
• Distributed employee survey six months before event as a benchmark. Two weeks after the event the company did a second employee survey. Employee satisfaction is up 15% over benchmark survey. There are no other measurables for the increase (such as raises, incentives, training or programs). Though not specifically attributed to increased employee involvement and the success of event, one consider that the event played some role in raising employee satisfaction. HR will add a question for next survey to determine influence up or down for employee satisfaction.
• Secured one major and eight minor vendor sponsorships which paid to book a very popular band for the event.
• The band provided a signed guitar for us to give away on our web site. Social media, news releases and client email campaign helped double the web site traffic goal.
• Increased business by 20% during the month of the event over last year, and business has remained at 2.9% over last year, even though there was a huge drop in the stock market two months after the event.

Applause. Applause. Applause.

Now, get started on a real plan! If you don't have a plan or need help writing one, you know who to contact !