April 8, 2015
“I thought I was sitting down with a PR specialist – but you didn’t mention it once in the last two hours!”.
Earlier today I spent two hours with a journalist that writes for one of the three main newspapers in Canada. He’d was interested in one of the innovations that is part of my business – PR Office Hours – where startup and small business entrepreneurs can sit down with me for 15 minutes and get advice on how to use public relations to tackle a current business challenge for just $50. They can either book in advance via my website or drop in and hope there’s a spare slot. It’s a model I’ve borrowed from Apple with its Genius bar.
I had filled the afternoon with people that I had worked with before to ensure that the afternoon wasn’t wasted for the journalist if nobody turned up and because I didn’t want to publicize the fact that this particular session was being shadowed. None of the participants had been promised coverage as a result, and had agreed to be there to help me demonstrate how it works. You can read his account of our afternoon together here I explained, while I hadn’t used the words public relations everything I had talked about was absolutely public relations. It had focused on building and maintaining relationships in order to achieve a specific outcome. I rarely use the phrase PR because it muddied the water: PR is associated by most, including the majority of people charging customers thousands of dollars every month for the privilege when they provide publicity and promotion services.
It’s the second time this topic had been raised in the last few days. A friend, Alan Kay, summed it up best when he said, “so what you’re saying is that public relations should be a business strategy NOT a department”. That’s exactly what I was saying. Building and maintaining relationships is an integral part of every business and not something that should be outsourced to a third party. Certainly not a third party whose main purpose is to pitch journalists in the hope of securing media coverage [think about it, do you consider direct email an attempt to build a relationship with you or an irritant that usually guarantees you’ll never do business with the company sending it?!
Back to the three hours spent with my journalist shadow and, I explained, everything I had done was designed to help the entrepreneurs build the relationships they needed to achieve a specific outcome ,if none existed, or strengthen the relevant ones that did. A failure to do this is one of the most common reasons that marketing [the art of getting somebody to take a desired action] fails. Without strong relationships in place ‘marketing’ is effectively asking strangers to do something that benefits your. Often, the request is also without explaining clearly what the benefit is for them.
I’ve been told, by my peers, that my definition of public relations – everything a business does to build and maintain relationships with the people that are most important to its success – is too literal; too old-fashioned; too specific. I’ve been told that my explanation of marketing – everything a company does to get people to take an action on your behalf… because they want to – is plain wrong. I repeatedly have the discussion – usually with my supposed peers – that my assertion that publicity – the communication of information from an organization to as many people as possible – isn’t public relations.
But, think about it. When we need help in our personal lives – whether to lend us a few dollars for a transit fare because we’ve left our wallets at home, or as entrepreneurs when we need help overcoming a challenge in growing our business – our first call is to somebody we have a relationship with. Whether a friend, a parter, family member or mentor/advisor – we go to people that are the most likely to help us because we have a long-standing relationship with them. We don’t stand on the corner of the street with a megaphone imploring strangers to help us because we know it’s an inefficient way to solve a problem. The chances are slim and we have no way of knowing whether people have the capacity or desire to help.
And yet when it comes to our businesses we do the exact opposite. My industry tells its customers that the best way to achieve a business outcome is to stand on the street corner with a megaphone – physical or digital – shouting at everybody that passes. Imploring them to do what we want them to do. Worse, my peers tell entrepreneurs that they’re not equipped to do it themselves and should pay a third-party to do the shouting to implore an intermediary to pass on your message.
Public relations is about building and maintaining relationships with the people that matter most to your organization – and you need to own them. It needs to be a business strategy that is part of the fabric of your business, not a bolt on department that you pay a third-party to do for you – especially when all you’re getting is somebody with a megaphone!