I often talk to people who know they need publicity and want professional help to get it, but find hiring marketing companies to be a confusing and daunting task.
That’s understandable. Public relations and marketing companies differ in a thousand ways, it seems. For one, they use different business models – some charge monthly retainer fees while others are pay for performance, meaning you pay only for a quantifiable result. They charge for services differently. They also have a whole range of specialties, from crisis communications to public affairs to research and analysis. How can you possibly determine which is the right firm for you and your needs?
I shared some practical tips for doing just that in my book, Celebritize Yourself: The Three Step Method to Increase Your Visibility and Explode Your Business. I know how helpful hiring a PR firm can be in getting publicity, but it’s also an investment, so it’s important to be an informed shopper.
If you’re considering hiring a PR firm for the first time, or you’ve hired one in the past and were unhappy with the experience, these tips should help.
- Find a firm that has successfully dealt with clients in your industry. That firm will understand your industry’s idiosyncrasies, its jargon, and what it views as newsworthy. It won’t be trying to learn about your industry on your dollar, and it will already have relationships with relevant publications, blogs, and TV and radio shows. If you’re an author, whether or not you’re using your book as a marketing tool, find a firm that also specializes in book promotion.
- Hire a firm that specializes in the right media for you. Most PR firms specialize in print media (getting editorial coverage in newspapers and magazines, both online and offline), and a growing number are focusing on social media. But your audience may be watching TV talk shows, or you may like the convenience and immediacy of talk radio. The firm should be able to help you determine whether a particular medium is appropriate for your message and audience, and it should have a strong track record in gaining clients exposure in whichever media they’ll be using.
- Ask to see samples of a couple campaigns for clients similar to you. This is the only way to get a feel for the work they’ve done, and the quality and quantity of coverage they may be able to obtain for you. Keep in mind that a number of variables influence the success of a campaign and they’re not all within anyone’s control — breaking news events are a good example. Still, this should give you a good idea of their track record.
- Make sure you understand the fee structure. Many retainer firms add charges for actions they take on your behalf. So in addition to the monthly retainer, you can expect to be billed for materials they write for the press, or time spent on research, phone charges, copying, postage, etc. This can make it hard to plan your budget.
- Try to find a firm whose fees are tied to performance. One of the reasons I chose to make my company a “pay for performance” model was to ensure clients would leave satisfied. If they pay for 15 talk radio interviews, for example, that’s what they get. And if we can’t get them all 15 in a predetermined amount of time, we will return the money for those we can’t schedule or compensate them another way. I prefer this approach over the retainer fee model, which can cost you thousands of dollars a month with no guarantee of results.
Keep in mind the most important thing is to find a company that you feel understands you and your message, and that you will be comfortable working with. They should be as enthusiastic as you are about promoting your company, product or book.
If your PR firm heartily supports your cause and performs like a real member of your team, you’re both in for a truly rewarding experience.
Marsha Friedman launched EMS Incorporated in 1990. Her firm represents corporations and experts in a wide array of fields such as business, health, food, lifestyle, politics, finance, law, sports and entertainment. She consults individuals and businesses on a daily basis and is frequently asked to speak at conferences about how to harness the power of publicity. Outside of the office, she is also the founder of a non-profit organization called the Cherish the Children Foundation. In 1996 the White House recognized her charity which sets out to raise awareness of the plight of underprivileged and foster children.