How to use public relations to support every stage of the sales funnel

This is a guest post from Bryony Thomas, Chief Clear Thinker, Clear Thought Consulting Ltd.

Most people initially think of public relations as a technique for generating awareness for their products or services. This is absolutely true, but if this is the only way that you’re using your public relations effort, you’re missing a trick in squeezing every ounce of value from your marketing budget.

In considered purchases, people move through a process of decision-making. At each stage, you have an opportunity to influence whether they continue through to purchase from you, or choose to look elsewhere.

Using Kotler’s model of rational decision-making, here are some ideas for using PR at every stage in the process.

Generating awareness: In addition to getting the word out through press coverage, you can also:

• Add key phrases to your press releases that people are likely to use as search phrases.
• Post links to your news coverage on your LinkedIn status, Twitter feed, etc.
• Add comments against online news stories that your audience is likely to read.

Generating interest: This is about getting people to take the next step of not only knowing who you are, but of being interested in what you have to say:

• Use decent coverage as an insert for direct mail or email (NB You’ll need permission).
• Use snippets of coverage you achieve in your promotional materials.
• Post a response to a news item as a blog, YouTube video, etc.

Standing up to evaluation: When people are evaluating your products or services against the competition, you can:

• Point them to positive news coverage.
• Use a news story as the basis for a live Q&A or webinar.

Supporting the trial process: When someone is assessing your products and services in detail, you can:

• Add PR quotes in your proposal documents to substantiate your claims.
• Use press coverage as a reason to drop someone a line when they’re trialling.

Encouraging adoption: At the point where people part with significant money, public relations can:

• Create a feel-good factor amongst the wider decision-makers reducing chances of them saying no.

Generating re-purchase and loyalty: If they’ve bought once, you can:

• Drop them a line with positive coverage on what they’ve bought for that all-important post-purchase reassurance.
• Keep them up-to-date on new offerings by sending them links to press coverage – often more compelling than blatant sales material.

With a bit of thought, you can make more of your PR coverage. This is particularly true if you have a social media set-up in place that allows you to make intelligent re-use of the coverage you’ve worked hard to secure.

For more on this and a few more ideas, you can watch a 10-minute tutorial on how PR supports the sales funnel on the Clear Thought website.

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