A client has an event coming up and you’ve been tasked with publicising it.
What’s your approach?
- A brief paragraph outlining the event sent to a few key journalists for their diary pages?
- A press release with event details and a quote from your client sent to every journalist in a 100 mile radius?
- OR a full-page feature in the relevant section of a publication which is in the event’s immediate catchment area?
It doesn’t take a genius to work out what the best option is. And the good thing is – if you’re holding an event, then you most likely already have ample material to make a feature happen.
After all, if you’re planning on keeping people’s attention for an afternoon, or even a full day, then your topic must be fairly interesting!
So, how can you make this approach work for you?
You already have your topic:
If you’re holding an event, then you already have your content. If it’s an advice seminar then draft a feature which tackles the main issues, and then offer hints and tips on how to overcome obstacles. If it’s a debate then it’s even better – do a pro and con piece with first person pieces from each spokesperson.
A client recently sponsored a debate on a controversial rural business funding programme. The area’s main newspaper was approached and a full-page ‘for’ and ‘against’ article appeared. It featured arguments from the key-note speakers along with a quote from the client, and event details. This was pitched to the rural section editor.
Make it even more local:
News is about people – and a feature is even more likely to be commissioned if you can show real life local examples.
A client was offering a free event, in two different locations, on the benefits of working from home. By finding a relevant case study of home-based businesses in each area and using them to illustrate the topics which would be covered in the event, two features were secured – one in each target area. This was pitched direct to the business editors.
Don’t be biased:
Perhaps the topic is there but your client can’t add enough weight to make it stand as a topic on its own? Involve third parties. Not only does this give the journalist a better and less biased article, but it also gives you an opportunity to hunt out a potential new business lead.
A firm of solicitors was offering free advice clinics to families whose child was suffering from a health condition. By partnering with the condition’s main national charity and including a case study of a real local family who had been affected, a double page feature was secured in the paper in the solicitor’s key catchment area. By pitching it properly to the journalist, a legal fact box was included complete with clinic details, website and phone number. This was pitched to the health and lifestyle editor.
To some extent the event is what makes the piece newsworthy, but this can sometimes be a tenuous link, even with case studies and advice. What statistics can you find which back up your points? Make sure they’re from a reputable source and as localised as possible. Contact local industry bodies if necessary.
Choose your publication and section:
Where is the event being held, and how much of a pull will it really have? In my view, most events, unless they are huge industry affairs only pull in delegates from a 20 mile radius of the venue. Target the publication with the biggest and most relevant circulation – and preferably one with a strong online presence. Make sure you know the publication – if it’s a business event approach the business editor, a health story approach the health editor etc.
Pitch it properly:
This isn’t a hit send on an email and keep your fingers crossed job. Phone the editor responsible for the section you feel the story is most suitable for and explain who you are and what the feature will include – explain that it will be an exclusive for them and that it will be completely localised.
If they’re interested, explain the structure you’d like the article to take – do they have any concerns or suggestions on this? How many words would they like? What date can they publish and when would they like the copy? What about photos? You can hopefully provide some but are they happy to take one of the case study if necessary?
After the conversation, if they’ve said yes to the feature, send a synopsis outlining the agreed publication date, the deadline date, the word count, who will be providing the photography and also detailing, in bullet points, what will be included and the structure it will take. Make sure you follow this when it comes to drafting the article so you give the journalist exactly what was agreed.
Deliver it on time:
You’ve already shown that you understand what their readers want. Don’t undo all of that hard work by not delivering it on time. Do whatever it takes to get what you’ve promised to the journalist on time.
You’ve delivered the copy on time, the feature has appeared, you’ve got a fantastic piece of coverage for your client, and hopefully the publication has replicated it online to.
Next up – say thank you!
A quick, one line email to the journalist to say thanks will go a long way. Not only have you shown the ability to really deliver targeted content suitable to their readers, but manners too!
Hopefully, by following these steps you’ll not only get some great results for your clients, but also build strong relationships with journalists and demonstrate that you are a trusted and reliable source.
What do you think – have you tried this approach? How has it worked for you?
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