Write The Book On It

Writing a business book offers many marketing opportunities: It adds credibility, speeds-up the author’s chances to be a media source and creates a marketing platform.  If you add-in that publishing your own book has never been easier and that we typically hold authors in high regard, it clearly makes sense to be the one who “wrote the book” on a topic.

Right now, I know several executives who are either writing or have finished books on subjects as diverse as small business loans, branding, IRAs, cruise line safety and financial planning.    

Be the Expert
While there are millions of books on the market, your category may still be open.  For example, my friend and client Chris Hurn of Mercantile Capital Corporation wrote his book “The Entrepreneur’s Secret to Creating Wealth” about a little known U.S. Small Business Administration loan program which helps small business owners grow their wealth by owning, rather than renting, their commercial property.  Hurn was already regarded as a media source on SBA “504” loans, but publishing the book cemented him as the leading expert.  He also has effectively boxed out his competitors, who may have thought about writing a book but are now likely discouraged.

Credibility
Friend and branding expert Bruce Turkel has written two books: “Brain Darts: The Advertising Design of Turkel Schwartz & Partners” and “Building Brand Value: Seven Simple Steps to Profitable Communications.”  When I asked him about the benefit of writing his books, one of his first answers was credibility.  “They’re the best business cards ever designed as they provide almost instantaneous credibility,” he said.  Turkel has spoken about branding around the world and has recently been a guest on a number of cable news shows.  Being an author is another valuable line on his resume.

Differentiate
Another client is working on a book for the reasons mentioned above but also because it will help differentiate him from his competitors.  If you are in a business with an 800-pound gorilla, then writing the book offers a way to be viewed as an expert despite the long shadow of a competitor.  I recently advised a young entrepreneur to consider writing a book about her nascent industry.  While her market isn’t crowded, one major competitor secures a big share of the publicity.  If the new kid on the block can “write the book,” then she has a credential that can be used to differentiate her company from the more established competitor.

Marketing Platform
For Mercantile’s Hurn, his book has been the cornerstone of his company’s marketing in 2013.  He has done a number of local and national television appearances since his book was published last October as well as dozens of radio interviews to go along with blog mentions and other press coverage.  Hurn talks about his book but also the commercial real estate market, and his company gets a favorable mention too.  And for his PR team, the credential of being an author adds to the strength of media pitches.

Education Curve
Upon further discussion with Turkel, I learned of yet another benefit.  Your book can educate your prospects and directly aid your sales process.  “If our clients or potential clients read the books and use our nomenclature when they’re discussing branding, it makes it much easier for them to understand what we’re talking about and to hire us,” said Turkel.  Just imagine the value of a prospect “already speaking your language” before you even start your sales pitch.

“Amazon Democracy”
While the actual act of writing a book hasn’t gotten any easier, getting published certainly has.  I call it “Amazon Democracy.”  A quick search online will find dozens of book publishers who can not only help you write your book  but also secure distribution through Amazon.com and other online booksellers.  Getting into brick and mortar bookstores still remains a challenge, but sadly those companies have their own issues to contend with.

Let me know if you are interested in writing a book for marketing purposes.  While I haven’t written mine yet, I have heard a lot of war stories and can probably help you avoid some pitfalls.

Both Hurn and Turkel are active bloggers and social media heavyweights.  Visit Hurn’s Amazon.com page at http://www.amazon.com/Chris-Hurn/e/B0096D6PWY, read his blog at www.504blog.com and follow him on twitter at @thechrishurn.

Visit Turkel’s Amazon.com page at http://www.amazon.com/Bruce-Turkel/e/B004SH42WS, read his blog at http://turkeltalks.com and follow him on twitter at @BruceTurkel.

—John

www.miamipublicrelations.com

Author: John P. David

Sex, the Inauguration and a PR Blindside

The presidential inauguration took on new meaning in our little corner of the world last week when President Obama’s inaugural committee named Richard Blanco the inaugural poet.  Richard’ brother, Carlos, works from an office down the hall and is both a friend and client.  While I know little about poetry and even less about Richard (I have never met him), I plan to watch the inauguration to hear what the “other Mr. Blanco” has to say.  Media coverage of Richard’s sexual orientation has also raised some hackles.

Richard was born in Madrid and raised in Miami.  He worked as an engineer before earning a Master in Fine Arts in Creative Writing at Florida International University (this is big news for FIU, too) and has earned many poetry-world accolades for his work.  Now living in Maine, he was, indeed, plucked from relative obscurity and named the inaugural poet.  He’s Hispanic, spent his formative years in a state crucial to presidential candidates and, as no news outlet has failed to mention, gay.

The prominence given to this aspect of Richard’s life has been a subject of conversations between his brother and me.  When a local television station interviewed him about his brother, Carlos said all the right things: “We’re thrilled for him and proud …”  However, the station chose to produce a segment that included some Miami musicians also   participating in the inauguration.  The musicians happen to be gay as well, so the reporter decided that would be his angle.  Carlos was taken aback by the coverage asking: Why is this “a gay thing?”  Here’s a link to the segment, also embedded below if you want to pass your own judgment. http://www.nbcmiami.com/news/local/South-Florida-Musicians-Poet-To-Appear-at-President-Obamas-Second-Inauguration-186258042.html

As a public relations consultant, I wasn’t surprised.  While you can deliver the perfect message points to a journalist, you have no control over what they will ultimately write or broadcast.  In addition, in the news biz, one uncommon instance of something may be deemed “interesting,” but two uncommon instances become a “trend.”  Reporting on Miami gays (plural) at the inauguration was too tantalizing for this particular journalist.  When the musicians in the segment offered sound bytes that aligned with the reporter’s angle, the story became about sexual orientation at the D.C. ceremony and not talented individuals at the inauguration.

Preventing a Blindside
What happened to Carlos and Richard is difficult (sometimes impossible) to prevent, but you can try.  As I mentioned earlier, one of the things you give up when offering an interview to a reporter is control over what is ultimately printed or broadcast.  If a reporter is sloppy, unprofessional or maybe just not that good at their job, you can get a result that you don’t like.  Frankly, I think instances of journalists doing wildly dramatic stories for the sake of ratings are rare – usually confined to political and entertainment reporting.  Here are a few things to consider so you don’t get blindsided:

Develop Message Points and Practice
I don’t advocate scripted interviews, but preparation of main message points and practicing possible tough questions prevent a lot of grief.  Think about two or three main points that you want to convey in an interview and write them down.  Review them before your interview, and if it’s a phone interview, have them in front of you.  We also recommend thinking about possible questions which might make you stumble or trip you up (PR people are usually good at helping with these).  In most cases, if you know how to answer the toughest questions, the others are easy.

Avoid Distractions
I have seen instances when people lost their train of thought during an interview and even completely forget what they said to a reporter.  Remember, you are always “on the record,” so try to avoid distractions.  If doing a phone interview, sit in your office with the door closed, computer monitor turned off and your phone on vibrate.  Focus on the moment and keep your message points in front of you  (This tip is doubly important for anyone who gets nervous during interviews).

Take it Seriously
While it is OK to make small talk with a reporter, be sure to keep it serious – don’t try too hard to be funny.  Humor cuts tension but when dealing with a reporter who doesn’t know you, it can be a recipe for disaster.  While you needn’t be stiff, being serious helps prevent you from saying something that can be misperceived.

Set Some Ground Rules
If a topic was reported incorrectly in the past or if reporters tend to get it wrong or miss the nuance, feel free to set some ground rules – carefully.  For Carlos, this might mean telling reporters, before an interview, that he has been disappointed in prior coverage because reporters focused heavily on his brother’s sexual orientation.  He can tell reporters that, while he can’t stop them from reporting the facts, he would prefer it if the story focused on his brother’s talents and this accomplishment first and foremost.  Most reporters that I know, and I know hundreds, would take that into consideration.

Don’t Go “Off the Record”
While I sat-in on many interviews where sources went “off the record” to their advantage, I generally don’t recommend it.  The simplest tactic is to treat everything you say to a reporter as on the record.  If you don’t want a reporter to know something, don’t say it.  Most reporters honor “off the record” information, but placing the burden on the reporter makes a blindside (even an inadvertent one) more likely.

***
This and That
Just for curiosity’s sake, I checked to see if you could buy tickets for the swearing-in or other inaugural events on Stubhub.  Because most of the events are free, Stubhub’s site says it won’t offer them for sale.  Craigslist and EBay share no such ethical commitment as tickets there have been fetching as much as $2,000 apiece.
 
When not shooting the bull about his brother, Carlos has his fingers in a number of entrepreneurial endeavors.  He is one of the principals of ER Texting, a company that enables hospital emergency rooms and urgent care centers to offer wait times via text message.  He also recently started Aftermath which offers post-divorce services in a one-stop, online environment, helping with everything from getting a new passport to properly dividing retirement accounts.  

Be sure to tune in to the inauguration on Monday to hear Richard’s poem.  We will have it on at our office in the Dadeland area if you want to stop by.  Coffee’s on me.

Do you have any tips on how to prevent a PR blindside?  Please feel free to share them.

—John
www.miamipublicrelations.com

Author: John P. David

Why Lance Armstrong Can Mount a Comeback

Late last week, the New York Times reported Lance Armstrong might come clean regarding the doping allegations which led to his ban from professional cycling and stripped him of his Tour de France titles and Olympic medals.
Lance Armstrong
While I don’t know if cycling’s authorities will lift his lifetime ban or if he can ever compete at a high level again, it is possible that he can “come back” as a sports figure of some kind.  It’s uncharted territory, but I believe such things are possible.

Forgiving Culture
Americans embrace forgiveness.  While we all feel cheated by Armstrong’s actions and the damning evidence against him, no one, I presume, wants to see him hanging from the gallows.  In Miami, the former adopted refuge of O.J. Simpson, I saw people publicly back-slapping Simpson, a man who was convicted of killing a man.*  And while infidelity isn’t a crime, former President Bill Clinton is cheered at every turn.  In America, we like to forgive and forget (Don’t even get me started on underdogs).  So, anyone in America can come back.

Will Take Time
It won’t happen quickly.  Former home run king Mark McGwire, who handled performance enhancing drug allegations worse than most, now serves as a hitting coach for the St. Louis Cardinals.  He was out of baseball for eight years before being hired by the Cardinals in 2009 and officially admitting his steroid use in 2010.  It’s doubtful that McGwire will ever be inducted into the Hall of Fame, but he certainly raised his stock among the vast swath of disgraced former athletes.  Armstrong needs to take his first step and see where it leads him.

Legal Mess
One thing that public relations can’t fix and is likely holding him back is his legal mess.  Sponsors feel jilted, and former teammate Floyd Landis is, ironically, a party in the whistleblower case which could cost Armstrong millions.  When meting out PR advice, we need to check with the lawyers and make sure a needed public apology won’t land our client in prison.  If Armstrong can come clean and not get led-away moments later in leg irons, then he should do it.

Why Do It?  Why Now?
This goes back to the forgiving culture argument.  Life is short and while Armstrong may never be viewed as a national hero again, he can be a contributing member of society.  His fundraising efforts for Livestrong were tremendous, and I imagine that cancer survivors can still look to him as inspirational, albeit less miraculous.  There’s a place on this spinning orb for Armstrong, as long as he confronts the past.

Start with the Truth
My recommendation to Armstrong would be start with the truth, and it might look something like this: U.S. Anti-Doping Agency testimony (as summarized in Sports Illustrated last October) suggests that years ago Armstrong knew other cyclists were doping, and he, tired of losing to them, wanted to level the playing field.  Two wrongs don’t make a right, but it’s a plausible beginning to the arc of his cheating.  He certainly could have only fantasized about later winning seven tours, dating a rock star and being the head of a globally recognized powerhouse charity.  A dramatic upward spiral, much like that experienced by Bernie Madoff, would have been difficult to simply step-away from.  I’m not condoning what he did, but you can surmise that he found himself in a situation where continued cheating was easier than doing the right thing.  Such messaging makes sense.  From there, he will have to try to justify his arrogance, obfuscation and lying.  But a believable and relatable narrative makes a comeback possible.

What TV-Producers Call a “Get”
With message points in-hand and well-rehearsed, Armstrong will begin a whirlwind tour of another kind.  Starting with the biggest “Get” of 2013 with Matt Lauer, Piers Morgan, or Diane Sawyer, he will do the media circuit with his apology tour and try to start anew as a sports figure.  Will he cry?  I doubt it, but he can make himself look human and vulnerable and hopefully appear genuine.

Time Heals, Right?
And then we will wait.  If reinstated, Armstrong will start competing in triathlons, mountain biking or the like and attempt to mend his battered reputation.  It will take years, but he’s still young, and we know he is stubborn and determined.  If he approaches his climb back with humility, he has a chance to make a return like that of McGwire.  If he remains arrogant and in denial, then he may be doomed to a reputation like that of Barry Bonds or Pete Rose – unrepentant to the end.

In summary: Get approval from the lawyers, lead with the truth, be humble and then let our forgiving culture and time heal the wounds.  He can do it.

What do you think?

—John

www.miamipublicrelations.com

Author: John P. David

*On February 6, 1997, a jury unanimously found there was a preponderance of evidence to hold Simpson liable for damages in the wrongful death of Goldman and battery of Brown.

Resolve to Start by Starting

With the fiscal cliff averted and the holidays behind us, it’s time to yet again get back to work.  Many of the firms we represent, dominated by small business owners, attorneys and financial services professionals, are looking at 2013 as the year they more fully engage in marketing.  Most companies have plenty to say, but just don’t know how to say it.

Here are a few tips for the New Year:

Start by Startingimage
If your business isn’t using social media, then you are behind, but it’s never too late.  My advice to business owners is to “start by starting.”  Registering your company on Facebook is an easy first move, and it’s not just for kids.  In fact, most kids view FB as uncool because their parents use it, which is precisely why every small business should be on FB.  More people visit FB each day than visit Google, and if you look over the shoulder of many American white collar workers, you will see they are viewing FB on a regular basis.  It’s where the eyeballs are, so get to it.

Prepare to Share
When your company has news, be prepared to share it – across social media platforms.  If you write a news release, make sure you distribute it to your e-mail contact list, post it to your FB page, send out a tweet and encourage your employees to do the same.   Of course, a main public relations goal is to have your news published by a major news outlet, but you can reach a tremendous audience by publishing news yourself.  You want to build your name recognition among your key audiences.  Most professional services firms, for instance, are referral based.  By publishing your news to your customers and the friends of your firm, you are increasing your chances of referrals.  Trust me, it works.

Consistency and Frequency (Repeat), Consistency and Frequency (Repeat)
Marketing and public relations is a marathon not a sprint.  While it is fantastic to be featured on CNN or Good Morning America, such great media hits do not make for a comprehensive marketing strategy.  Every business owner should be looking for ways to consistently and frequently communicate his or her message.  If you are publishing an e-mail newsletter, set a goal of distributing it monthly or quarterly and stick to it.  If you want to get value from social media, post daily or weekly.   If you advertise, buy a flight of ads that will cover several weeks or months of impressions.  And most importantly, continue to keep at it.  Augment your marketing efforts but always hit your main goals – consistently and frequently.

Quick and the Dead
The 24-hour news cycle offers up many opportunities, as news outlets (online and broadcast) have massive content needs.  But the world is spinning really fast, and today’s hot issue is tomorrow’s “old news,” literally.  Be prepared to quickly comment on the news of the day and capitalize on opportunities which may be fleeting.

* * *

This and That
I went to two sporting events over the holiday weekend: the Orange Bowl Basketball Classic and the Discover Orange Bowl football game.

In order to buy a beer at the basketball game at the BB&T Center in Sunrise, the clerk swiped my ID.  So, now I’m officially on the grid for buying Advil Cold and Sinus at the pharmacy and for buying a beer at a ball game.  Please tell me they will do the same if I ever buy an assault weapon…

Keep your eye on Instagram.  Two boys in the row ahead of us at the football game spent most of it posting photos and texting on the social media photo sharing site.  I joined it myself, much to the chagrin of my 12-year-old daughter.

Best of luck and prosperity to everyone in 2013.

—John

www.miamipublicrelations.com

Author: John P. David