Publicity matters to your company because it affects reputation and influence and this might surprise you: it also boosts *SEO.
Because of this, quality media exposure needs to be at the top of every startup founder’s priority list.
Let’s face it. It’s hard to hire and acquire customers without it. Before prospective employees decide to apply for a job, they look up a company online and check out what others are saying. If a company has had coverage, they are perceived as more important to the world.
So what’s a startup to do? There are many tactics to try. Here are three to start with.
1) MAKE AT LEAST FOUR MEDIA LISTS
Junior PR people usually get put on media list compilation duty when they serve a new client at PR agency. Long time clients usually have their lists compiled and updated already. When I worked at a PR agency in Palo Alto, California, in the early 90s at first I spent about half my time working with a database of about 5,000 journalists for a whole agency. This helped me learn how to build and maintain a quality list.
Early stage startup CEOs and their marketing VPs just beginning their PR journeys usually start with list making. And one just won’t do.
Here the types lists you might need: journalists and analysts attending your next conference. Top five to 10 industry-specific publications and newsletters. Thirdly, your regional list. Is there a local news journal that covers companies like yours? Like here it’s the Silicon Valley Business Journal. If you are in Dallas, it’s the Dallas Business Journal.
Lastly make your stretch list. Which media outlets are your absolute favorites? What is your dream headline and where do you want to see it? Did you always want to be quoted in Fortune? If you know what you want, you have a better chance of getting it.
2) ISSUE NEWS
Keep in mind your news does not have to be in the form of a press release. Write a 300-500 story and publish it on LinkedIn or Medium. Post it on your website. Write a few paragraphs and email it with tailored cover notes to 10 key journalists. Make sure it’s hard news. That means real news with details. As an aside there are things called feature releases but you have to be experienced at PR to be successful with one of those.
The biggest journalist complaint is lack of details. If you are announcing a new product, say ship date and cost. If you have vaporware consider not issuing news about it. Try not to go “backwards” on this tactic. Don’t say, “We need to make some news. What can we issue a press release on?” Read what the local business journal people are writing about. It may surprise you. For example, a writer may be interested that you doubled your office space. They may not care that IDG gave you a newbie award.
3) INTRODUCE YOURSELF TO KEY JOURNALISTS
There are many ways to do this. But keep in mind that they are busy. A Venturebeat writer who covers tech news told me on average he files five news stories each day. That’s really busy.
You can meet writers at a trade show by walking up and saying, “Hello.” You can go on a multi-city press tour: meet two journalists in four cities and tell them about your company. You can send a personalized note to a handful of key reporters in your industry as well as a couple of regional ones. Ask, would you like to have a cup of coffee over a 10 minute get-to-know conversation? Say you are new to reaching out to the press and wanted to start out on the right foot.
Note that it’s easier to set up a meeting if you have a high title like CEO, are in a super interesting industry or have some hard news to discuss. Do not send a mass email though. That’s tacky and journalists can tell that when it’s happening.
An infographic in a 2019 Wendy Marx @WendyMarx blog post says mass email blasts are the sixth most offensive act a PR person can commit against a journalist.
That’s about the gist of it. If you are starting out on your publicity journey do three things: make your lists, issue your news and then introduce yourself.
And if you don’t have time, hire a PR consultant or agency to help.
*SEO is search engine optimization. When people search for what solution you provide you want your company name to come up high in the search. According to a January 24, 2018 blog post by Dorothy Crenshaw @dorocren “7 Reasons Why PR Matters,” “Established publications that link to a brand will boost search listings due to the sheer power of their digital domains.”
This PR tips article was written by Silicon Valley PR Consultant and President of Michelle McIntyre Communications LLC Michelle McIntyre. She’s an IBM PR vet and was recognized as #3 top PR pro to follow on Twitter in November of 2018 (Ragan.com). @FromMichelle Business2community syndicates her PR blog. The two images used for this story were purchased from Shutterstock.