At McQueenie Mulholland we represent clients from a multitude of sectors, from charities to retailers, from B2Bs to farms.
The one thing that our clients all have in common is that they have a story to tell. And telling that story is a major part of increasing awareness, sales, and ultimately, profits. But, how do you go about it? Where do you start?
Last week, we gave a workshop at the Institute of Fundraisers regional conference. We work with a number of charities and, in particular, their fundraising and communications teams and individuals. Our talk was all about using communications as part of a data-led fundraising strategy, all on a very limited budget. We had more than 70 people at our session, suggesting to us that there is a definite need for support in this area. Here are our top tips on making the most of your communications strategy. They are designed to help everybody, regardless of size, scale and scope of business, to communicate to key audiences.
Drumroll please … the countdown begins …
Tactic number 5 – Your core message is vital
Do people really understand what it is that you do/make/sell? How good are you at explaining it to others?We start this process with our clients by summarising their business in a statement, and make it as long as it needs to be. Then, reduce it down to something that you could explain to somebody in about 60 seconds – we call this the elevator pitch. From that, reduce it down further to about a ten word proposition. Explaining to others what you do is a key part of promoting your business, and you must make sure that your audience fully understands what sets you apart from the others. You also need to have every single member of your staff clear on what your core message and values are.
Tactic number 4 – Map stakeholders and contacts
Who do you work with? Who do you know? Who do they work with? In what capacity are they useful to you? Get all of your contacts down on a bit of paper and plan a strategy for what they can do for you and how you can get them to reach others for you. Contacts are incredibly useful to you (as are you to them) but you need to know how they work and how they are connected and can be used in helping your business.
Tactic number 3 – Channel selection
How do you talk to your audience? Is it appropriate for everyone? Have you tested it to know how many people read, listened to or watched your piece? Who were they?Lots of businesses use the same old methods for getting their messages out without ever really knowing who has seen it and whether they’ve acted upon it. If you use digital channels you can measure your impact and use this to formulate future messaging and strategies. Ask yourself a little bit about who you’d like to see your story? How do they access their information? Where do they go to for news? Do they use social media? Do they read local newspapers? A few basic questions could really help you to define how it is that you want to get your message across.
Tactic number 2 – Timing
Have a think about seasonality. What else is going on in the news world? Is there a related story in the press that you might be able to respond to? It’s important to stay agile and keep abreast of what’s going on in your sector, in your local region and in the world at large – using gravity from other organisations or issues can give you momentum quickly. What else might your customers be interested in? Avoid working in silos so that you can share knowledge and information with others in-house, and they in turn can help you. Think about when quiet months are for news stories – you may be more likely to achieve positive coverage if there isn’t so much going on elsewhere.
Our top number 1 tactic – Always see your creative output as a content asset
Once you’ve come up with your story, be prepared to keep it alive by adapting it and using it across different channels and therefore audiences too. The days are gone where somebody would write a press release and send it out to their local newspaper and then sit and wait to see what happens. Today, you can write a press release, and send to your local newspaper but also adapt it to use in a number of different ways. Maybe re-write it so that it appears as a blog on your website (look out for a future blog from us, about blogs!!). Create a series of short messages with images to appear on your Twitter and Facebook feeds. Use that same press release but with different images and a slightly different angle for different media. Adapt it for digital. Make it into a video. Do whatever your audience wants in the way that they want it, at the time that they want it!