Elevator pitching: taking you to the next level

You have a brilliant idea that’s going to change the world (or at the very least give Angry Birds a run for its money). Now all you have to do is come up with the dough to make it happen.

After tapping out all your friends and family for money, you realize it may be time to hit up some VCs for investment. Like an audition for the Shark Tank or its Canadian equivalent, Dragon’s Den, you may only have a few seconds before one of your “judges” hits the buzzer sending you packing.

The secret to a successful meeting? Having a strong elevator pitch that captivates your potential investors within the first few seconds and has them wanting to hear more.

The summary of your product or company should be delivered within the time span of an elevator ride (hence the suitable name) and is your opportunity to leave a memorable impression and get your audience hooked. A well-crafted elevator pitch is also helpful during interviews when asked to “describe yourself”, when meeting people at trade shows and networking events, when speaking to reporters or marketing products. This is your movie trailer, and you want your audience to leave thinking “I want to see that”.

Tuesday, July 26, (W)right On Communications’ Julie Wright (President) and Tomica Divic (Vancouver office Account Exec) will be hosting a presentation on Elevator Pitching at Wavefront in Vancouver. Wavefront, the commercialization centre accelerating the growth of Canada’s wireless companies, will bring in a slew of innovative start-ups seeking seeding. The session will include everything from key content elements to how to effectively deliver your message in person.

The following day Julie and Tomica will attend a session where Wavefront companies pitch one another. Stay tuned as we’ll plan to be tweeting live from the event, from 11 to 1:30 Wednesday, July 27th . Follow us at @A_tomica and @juliewright.

In the meantime, check out these fun examples of a winning elevator pitch and one that’s sure to leave your funder stunned.

(W)right On's Julie Wright Talks Social Media at June 29 Next Steps event

By Elyse Charlesworth, Account Coordinator

Julie Wright will speak about social media and marketing along with GrowBiz Media’s Rieva Lesonsky and others at the California Small Business Development Center’s Next Steps for Small Business event on June 29 at 1 p.m. The event will bring entrepreneurs the latest techniques to maximize access to capital, leverage social media and marketing, succeed in international sales and sell to the government.

The event will be held at the San Diego Doubletree Hotel in Mission Valley from 9 a.m. to 3 p.m. This all day event will be a great resource to small businesses looking to grow and expand their networks. In addition to listening and engaging during panels, there will be ample opportunity for networking. This will be a great time to speak with other members of the business and communications industries and gain insight. Other notable speakers include:

• George Chamberlin, The Daily Transcript, KOGO Radio
• Cheryl Protzeller, Business Matchmaking
• Chuck Ashman, Business Matchmaking
• Darnell Holloway, Yelp

Join us for the free event, registration is required and lunch is provided. It’s a great opportunity to network and learn useful tips for your biz. For full details and to register: www.californiasbdc.org/nextsteps/sd

Learning Your Agency's Culture

By Elyse Charlesworth, SDSU Public Relations Major

It’s your first day as an intern or new employee at a marketing, public relations or communications agency--what’s priority number one? Learn your agency’s culture! Here are a few tips, in no specific order, to help with a successful submersion.

1. Know thy colleagues

First and foremost, get to know the people you are going to be working with everyday. Observe and ask questions about who their clients are and what they do on a daily basis. See how they go about managing and prioritizing their time. Become familiar with their strengths and weaknesses so you can learn and perhaps share your expertise with them. On a personal level find out what kind of music, sports and hobbies they are into so you can better relate with them. Assuming everyone is on Twitter, follow them and respond to their tweets.

2. Internalize the agency’s vision, mission and values

One of the first things you should do going into a new agency is obtain a copy of their vision and mission statements and their values. If they haven’t captured them in hard copy, ask your manager to express them to you. You may even want to suggest creating a presentation that can be shared as a teambuilding experience. In any case, it’s important to note how the agency views its values to make sure your own values combined make for a good fit.

3. Use wardrobe common sense

You don’t want to show up on casual Friday wearing a suit when everyone else is in jeans. Similarly, you don’t want to show up in jeans on Monday when everyone is wearing a suit. For your first week or so, play it safe and dress to impress. As time goes on, notice what other people are wearing – or not wearing –and make your own fashion decisions accordingly. When it doubt, err on the side of being conservative, especially if you will be meeting with clients. Remember how you carry yourself, attire included, not only speaks about you but about your agency as a whole.

4. Get the 411 on communication

Find out how everyone within the agency communicates with each other. Is the main vehicle of communication through email, face to face or internal social media? It’s important to know when each type of communication is appropriate. Make sure your emails are detailed and well thought out so you don’t confuse your colleagues and most importantly proof read! Get in the habit of proof reading everything you write even if it’s just internal emails because writing WELL is the bread and butter of the communications business. As a side note, become familiar with the way files are named. Many agencies are particular about this and for good reason--it keeps documents organized and easy to find!

5. Know thy clients

When you work for an agency, you also need to respect the culture at each of your clients. Learn about each client’s history as well as their current issues. Get to know the clients you will be working with and seek to build and maintain good relationships with them if possible.

Good luck out there newbies. Stay positive!

An Intern’s Guide to Survival in the PR World

By Jason Kirstein, SDSU Public Relations Major

They can teach you a lot in school, but they can never fully prepare you for the real world and your future profession. Being new to anything is a challenge, and in the fast-paced world of PR there are a few tips that will help you climb your learning curve faster and get you into the swing of things. This brief “Intern’s Guide to PR Survival” was obviously not created overnight but through a number of rough or ‘learning’ moments. However, without those moments you will never learn what it takes to make it.

1. You’re a Communicator…Communicate!

At any job, you need to be comfortable working with the rest of your colleagues. But in public relations, especially at full-service firms, it’s even more important to have good dialogue with your colleagues because everyone must work together to serve the needs of clients. Your first few weeks are critical for asking questions, but it can also be the hardest time to ask for help because you are trying to prove that you belong.

Being an intern puts you in a tough position because you are there to learn, but you might lack the confidence to ask questions. Remember that you’re in place to learn. Build the courage to speak up if you are having trouble -- you’ll be surprised how quickly people will step up to help—or at least that has been my experience at (W)right On Communications.

Once you’ve met everyone at your firm, actively engage your new colleagues in dialogue. Seek their opinions and input. This might not be the case at other businesses or firms, but at many PR firms, communication is lateral. If you need help or an opinion all you need to do is ask.

2. Understand Clients are Different

This might seem like a simple point, but unless you take the time to learn about your agency’s clients, you will never be able to perform at your full potential. Granted, you are not expected to be an expert on every client right away, but you should generally know each client’s industry and their current PR initiatives. For example, a hospitality client may be hosting an annual festival or a sustainable energy client may have just earned a major award.

One thing for certain is that every client is different, and each one presents its own opportunities and threats. The quicker you immerse yourself in your clients, the quicker you will be able to identify what needs to be done and what can be improved. This also allows you to bring something to the table, which will give your opinion and input more weight, and ultimately lead to others asking for your input.

3. Have an Open Mind

I learned the most important lesson thus far during my internship on my first day. You need to have an open mind. Whether you are a seasoned professional or an intern, there is always something new to learn. Companies and firms don’t all do things the same. Sure there will be similarities, but if you go into any job or experience with your mind already made up, the potential lessons will be missed. As an intern, your mind has to be open in order to soak up information like a sponge. Every day presents something new and you have to be able to digest and retain as much as possible.

Learning the ropes at any job is a tough and scary thing. It will not always be smooth and you might need to ask a lot of questions, but trust me -- you’re better off doing it, even if it feels intimidating at first. Interning teaches you a lot about the public relations world, but it also teaches you how to deal with new professional scenarios that school can never prepare you for. All you can do is take a deep breath and dive in head first, but with these tips, you’re sure to do better than just survive!

Three communications lessons based in science

By Evelyn Nichols, Account Executive

Economists have long believed that people make decisions based on rational analysis of facts, weighing with objectivity the pros and cons of a given choice. However, marketers and public relations professionals have always known that people make decisions based as much, if not more, on the way they feel about their choices – rather than on actual facts and figures. The question is how do you make someone like your product, service, event or story more than your competitors’?

To the rescue is the rising field of behavioral economics. Scientists now use social, cognitive and emotional factors to understand decisions made by individuals and institutions. Although the theory that people tend to make predictable, rational decisions has been debunked, there is evidence to suggest that people have predictable patterns of irrationality, called cognitive biases. Understanding these patterns is key to creating effective messages for your products, services and pitches.

Here are three common cognitive biases and take away lessons for marketing successfully:

1. Denomination Effect
The denomination effect is the tendency to spend more money when it is denominated in small amounts rather than large amounts. Spending money can be a painful experience for many consumers. It’s important to understand how people do their mental accounting. People tend to think about income in shorter time frames such as on a weekly or monthly basis and make mental trades to “afford” what they want.

Lesson Learned:
To help your customers feel a greater sense of control over and, in turn, like their spending decisions more – help them by framing payment options in smaller, less painful amounts with a comparison to a familiar, regular expense.

For instance, when you’re fundraising or marketing an iPhone app or internet service, try stating the cost in monthly amounts such as “only $2 a month–that’s less than adding chips and a drink to your lunch.” Or “make a monthly contribution of $5– that’s the same as a cup of coffee to feed a child for a month” rather than “a $60 contribution feeds a child for a year.”

2. Bandwagon effect
We all know of the bandwagon effect but its importance and relevance can result in powerful behavior changes when used correctly. In a recent energy study carried out by Cal State San Marcos in the San Marcos, Calif. researchers found that they could reduce people’s energy consumption with the help of peer pressure. Households were provided information about the average consumption of comparable households in their neighborhood. Researchers found that people who used less than the average began to use more electricity based on this information, and people who used more than average began to use less. That wasn’t exactly what energy conservation researchers intended. When they began adding smiley faces to households who were below the average in addition, both over-users and low-users reduced energy consumption. The combination of facts about normal usage rates and the cultural approval provided by the smiley face produced the desired behavior changes.

Lesson Learned:
The take away here is that people have an innate motivation to move to the social norm and, to motivate them to act outside of the norm, they need to know that their behavior change is accepted and valued. While doing outreach, try framing your messages in terms of social norms such as “everyone is doing it” or “we’re expecting record turnout” as well as providing rational information to get them to act. In addition, social media can help you visually reach “critical mass” through viral posts, retweets, and recommendations that leverage the bandwagon effect because the medium is based on it.

3. Paradox of Choice
Research has proven that complexity delays or prevents choice. People avoid making choices they view as complex because they are difficult and should be deeply considered. Less is more, as the old adage goes. But when your new product has so many awesome bells and whistles, and your audience is varied, it is hard to hold back and restrain your marketing messages to a few of the simplest and most compelling. However, that’s exactly what you have to do: Information overload causes would-be consumers to think the decision they are about to make is a complicated one rather than providing them just what they need to make a decision. A recent study of how much internet users read, found that most people spend less than four seconds on a page and get through 100 words before deciding to click to the next page.

Lesson Learned:
When writing for the web, printed materials or a pitch, know that you should keep your message to three main points and less than 100 words if you hope to keep your audience’s attention and convert them to a decision or an idea.

Based on the last comment – congratulations if you got to the end of this blog post! You have a longer attention span than the average person.

3 Tips for SEO-Friendly News Releases

By Rebecca Chappell, Account Executive

Did you know more than 70 percent of Americans read their news online? Research also shows that 19 out of 20 journalists use search engines or news search engines during the course of their research for a story. So in a galaxy of thousands of possible search results, how can you make your news stand out?

Use keywords

One of the easiest ways to elevate a news release in a search is by the use of keywords or phrases. Choose terms wisely, and limit them. Overuse of keywords risks confusing both the reader and the search engine. A good ratio is three to five per 400-word release. But don’t count your company’s name a keyword. People who are conducting an online search for a company by name already know it exists. Instead, count more generic terms such as “San Diego PR firm.” And don’t overlook the power of a strong headline. It’s your first, and perhaps only, opportunity to grab your audience’s attention!

Integrate Hyperlinks

Also known as anchor text, hyperlinked keywords and phrases allow you to offer readers the option to explore additional information. It’s also a chance for you to direct readers to other relevant pages. For this reason, make sure at least one of your links asks for a call to action. For example, rather than always linking to a homepage, why not provide a link to where a customer could book an overnight stay, make a reservation for dinner, or purchase a product or service?

Include multimedia

You know the old saying: a picture is worth a thousand words. In addition to keywords and anchor text, today’s most effective news releases often contain photos, graphics, video, and more. Apart from helping your release visually stand out from the pack, one major advantage to including multimedia is that search engines index images and video separately from text content. Not quite sure how to embed video into a document? Why not just provide a hyperlink to a video uploaded on YouTube? Bam! Now you’ve got a “multimedia press release.”

Of course there are many other SEO techniques available. It’s when you put them all together that you greatly increase the likelihood that your news will be picked up by media, consumers and search engines. What’s more, an optimized release will rank higher in search results and therefore have a longer shelf life on the Web. Love that!

Don’t Block Your Own Shot

With newsrooms downsizing and the subsequent workload being shouldered by journalists lucky enough to retain their job, knowing a reporter's pet peeve could mean the difference between your news being covered or disregarded.

Here are a few journo pet peeves that you’ll want to be conscious of.

Sending a press release as an email attachment

As a PR professional, you have to assume every pitch you send is just one of over 250 emails a reporter receives per day. With this volume of emails, the two seconds it takes to open the attachment is two seconds too long and you can bet the house your email will be deleted. What’s more, attachments are known vehicles for viruses and phishing scams. They pose a real threat to everyone, but especially journalists. To increase the odds that your press release will get read, take the minute and a half to copy the text of your press release into the body of an email and format the accompanying image; it’s the golden rule when pitching.

Typos

Typos happen. However, make sure they don’t happen when initiating dialogue with literary professionals. These people spent countless hours, and big bucks, studying and perfecting their use of the English language. Overlooking simple rules – using “then” instead of “than” or mixing up “there” and “they’re,” for example – can be interpreted as careless. If you don’t care enough to get your press release right, why should a journo care to read it? Try thinking of all journalists as the fictional author Hank Moody from Californication, an individual whose personal mission it is to protect the written word. Proofread after you proofread.

Lengthy subject lines

Crafting your subject line can be a real balancing act. The key is to grab a reporter’s attention without your subject line getting cut off in their inbox by their email server. Typically, subject lines should be about 40 characters, including spaces. Write subject lines using the inverted pyramid model, placing less meaningful words, which may be cut off, toward the end. Emphasize the most important information, the attention-grabber, at the beginning of the subject line.

Late Friday pitching

Some argue that there is no best day to pitch journalists. With that said, journalists are people, too, and unless they’re weekend assignment editors for a news station, their weekend starts Friday at 5:01 p.m. It’s easy for journalists to disregard information over the weekend and when they’re cleaning up their inbox Monday morning, including your pitch in the list of highlighted emails destined for the trash folder is even easier. Unless you’re sending your news to a weekend assignment editor or a nightclub’s VIP manager, pitching on a late Friday afternoon should be reserved for breaking news necessitating an immediate release. Do yourself and your client a favor: get the news out earlier in the week and in the morning whenever possible.

Acknowledging these pet peeves won’t guarantee your press releases will get read, but ignoring them pretty much guarantees they won’t.