The State Of Pr Marketing By Brian Solis

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Insight and inspiration about the new rol of the communication professional!


The State of PR, Marketing, and Communications: You are the FutureBy Brian Solis, blogger at PR 2.0 and principal of FutureWorks PR, Co-Author Putting the Public Back in Public Relations and Now Is Gone


Modern Public Relations was born in the early 1900s, although history traces the its

roots and origins of practice back to the 17th century. Two years ago, the press release

celebrated its 100-year anniversary.

While the communications industry has iterated with every new technological

advancement over the last century, including broadcast mediums and Web 1.0, none

however, have forced complete transparency prior to the proliferation of the Read/Write

Web aka The Social Web aka Web 2.0.

It is this element of fundamental transparency of Social Media combined with its sheer

expansiveness and overwhelming potential that is both alarming and inspiring PR

professionals everywhere. At the minimum, its sparking new dialogue, questions,

(cc) Brian Solis, - Twitter, @briansolis

education, innovation, and also forcing the renaissance of the aging business of PR


While some are already predicting the death of PR, I fundamentally believe that its

simply the death of PR as we know it. As long as communications professionals want to

learn and improve their craft, then we are positioned for evolution. No matter how much

we think we know, were now equalized as an industry in order to reset, learn, and

define and earn an invaluable role within the business cycle again.

Contrary to popular belief, Social Media isnt killing PR, but the business of PR IS in a

state of paramount crisis. Its not without merit however. Perhaps up until now, we have

been our own worst enemy.

The Social Web, the democratization of content and the wisdom of the crowds is merely

amplifying PRs weaknesses and expediting the declination of a broken business model.

As is, many of us are collectively contributing to its perceived insignificance and


But theres hope and that hope is you...

Our future lies in our ability to shift PR from a business of publicity to a regiment of true

Public Relations.

Abbreviating "PR" truncates the value of our role in one of the greatest transformations

the communications industry has ever witnessed.

As good friend Nicole Jordan told me over dinner in NY recently, PR stands for Press

Release, not Public Relations. When people ask me what I do, I tell them that Im in

integrated communications public relations today is about much more than press

releases and pitching and I am so much more than just a PR person.

(cc) Brian Solis, - Twitter, @briansolis

Indeed. Just ask any executive what comes to mind when you say PR and note the

common misperception shared by many decision makers.

The brutally honest responses, whether you agree or not, will represent more than wed

care to know or acknowledge. The assessments and responses will most likely span

from publicist to networker to press release to some fallaciously degrading and

sexist stereotypes of what PR people are, how they act, and what they look like. Youll

also summon war stories and bad experiences with PR people and agencies that

unfortunately continue to reinforce the current state of PR crisis for the PR industry in


There are reasons we are where we are and unfortunately, the PR industry hasnt hired

a crisis communications team to alter or steer perception based on the industry-leading

and groundbreaking work, results, and pioneering efforts of many.

Let's be honest. At one point or another, we as communications professionals HAVE

contributed to this state of crisis.

Yes, Im speaking directly to you.

I hold the mirror up as I comb through my professional endeavors.

(cc) Brian Solis, - Twitter, @briansolis

I too am guilty of hitting send on spam blast emails and broadcasting messages at

audiences. I have also contacted reporters without reading their work. I have been

blinded by quantity, not quality. And, I have sacrificed the investment in relationships for

the gamble of percentages, hoping to turn big campaigns into measurable pockets of

coverage and visibility. My career, in the beginning, was defined by hits and coverage

and whether those articles and stories were "on message."

Since the mid 90s and with the dawn of Internet, Ive dedicated myself to not only

reinventing how I practice public relations, but also sharing my experiences, successes,

stumbles, and failures with others who care to learn and improve a global industry from

the inside out.

To this day, I remain continually, focused on investing in positive, constructive, and

highly detailed blueprints on how we, as a communications industry, must embrace the

socialization of the Web to transcend the foundation and very essence of PR into a

more meaningful, relevant, and lasting renaissance.

I join the ranks of many great and generous public relations and communications

professionals who actively invest in its promise and overdue maturation to strengthen its

hope and future while playing a role in the unification of those passionate people who

are dedicated to its transformation. This is a position of which I'm still firmly rooted and


(cc) Brian Solis, - Twitter, @briansolis

PR Wont Change Until It Has To

Social Media symbolizes a crossroads for public relations representing the decision we,

as individuals, face in our career. In one direction, we can adopt the transparency and

the expertise necessary to genuinely and sincerely connect directly with our customers,

peers and the influencers who advise them. In the other direction, we can continue

relying on hyperbole and jargon filled press releases for coverage, spamming targets

with irrelevant information, maintaining a superficial and shallow knowledge of the

products and industries we represent, and maintaining distant and removed relations

with those we wish to cover our stories.

In 2007, I shared a heartfelt conversation with my good friend Tom Foremski, where we

outlined the state of PR and also what was required in order to lead and also survive the

transition to the new era of marketing communications. His observation was best

distilled with a blunt and poignant statement, "PR won't change, until it has to.

As long as PR agencies and consultants are profitable as is, why would they reinvent


As some of us are learning, not challenging the status quo, especially in this economy,

is the most direct path to oblivion...unfortunately, many are learning of the perils of

"doing this wrong" through public exposure in a very global town square.

Contemporaneously, other communications professionals or organizations are rushing

to capitalize on the new gold rush by adding everything "social" to their menu of

services, mission, and experience, misrepresenting the very premise of their ebbing

capabilities to masquerade inexperience in an exaggerated cloak of proficiency and

expertise. Even in the face of intense competition to own the conversation, agencies are

simply folding in new social services governed by the same top-down processes that

govern day-to-day traditional PR. Its a survival vs. adaption philosophy.

(cc) Brian Solis, - Twitter, @briansolis

Hugh MacLeod

United as an industry that is dangerously slow to heed repeated dire warnings and

adopt new standards, we will fail. Divided as individuals hungry for education and

advancement aligned with those thought leaders and proven practitioners of new

communications, we can collectively assemble a new and powerful collective of

streetwise revolutionaries who will effectively transform, magnify, and upgrade the

infrastructure of PR.

As much as you hear that all of this advice is Marketing 101, the marketing

infrastructure is actually designed to function counter-intuitively. Intention and execution

are distances separated by reality. We speak through hyperbole, spin, specifications,

statements, and top-down messages. We continue to broadcast these disconnected

campaigns in an era when our intended recipients have opted out of any outreach that

pushes an agenda on faceless audiences through unemotional voices without

recognizing the people formerly known as the audience (thank you Jay Rosen).

Personal vs. Corporate Branding

Dont limit your expertise to personal experience with the use of social tools and

networks. Your credibility, reputation, and knowledge must represent your command of

them in action, both successes and failures in real world b2b, b2c, and p2p (peer to

peer) engagement not simply based on your efforts tied to personal branding. Its one

(cc) Brian Solis, - Twitter, @briansolis

thing to build a community around you and your online persona, its altogether

something different and much more complex and sophisticated, to create and inspire an

active and passionate community around a product, service, and ultimately a brand.

With the powerful undercurrent of Social Media surrounding our personal and

professional activity, we are now brand managers, not only for the companies we

represent, but also our personal brands and reputations as well. If youre not proactively

shaping and cultivating it, who is?

We are our own brand managers now, responsible for how our personal brand and

reputation as well as those we represent, are perceived, embraced and promoted. We

learn through listening and participation. There is no excuse for our complacency as the

failure in todays landscape is public, searchable, and enduring.

(cc) Brian Solis, - Twitter, @briansolis

Here Come the Social Media Experts


Traditional PR and marketing is on the endangered species list and this is that moment

in time when its fate is in the hands of those who are contributing to its evolution or its

demise. The veritable problem is that those who are instrumental in its downfall are

oblivious to it. Everything is reactive, based on economics or negative responses that

threaten their position in the market.

However, Social Media is not our golden ticket. It is both an opportunity and a privilege.

Applying the old rules and methodologies of communications to the new world of

parallel influence only expedites the irrelevance and resentment of public relations and

marketers overall.

Some PR teams and agencies are attacking the evolving business of PR by hiring

thought leaders and injecting them into an existing infrastructure thats complicated by

years of hurdles, broken lines of communication, politics, and a misaligned hierarchy

that prevents the most qualified individuals from leading and participating in successful

(cc) Brian Solis, - Twitter, @briansolis

online engagement for the long term. At best, most everything is viewed as a


Other brands and PR teams are also attempting to rally posts, articles and tweets by

paying or giving away products in exchange for coverage and good will. The practice

has already earned the attention of the FTC and theyre issuing guidelines to ensure

that bloggers and now Twitterers disclose the fact that theyre paid, whether with money

or products.

Even after highly influential journalists and bloggers such as Chris Anderson and Gina

Trapani have published the names of individual PR 'un' professionals and organizations

that they consider spammers, we still actively push our messages to anyone and

everyone as if we are determined to destroy any hope and potential of success - all in

the name of scoring that one hit that will earn accolades and erase all of our wrongs.

Are we not more than publicists, handlers or even worse, spammers?

Why are the most junior people within any organization maintaining direct dialogue with

leading influencers within their industry?

(cc) Brian Solis, - Twitter, @briansolis

PR has entrenched itself in a top-down model that places strategy and direction at the

top, management in the middle, and execution at the bottom. In a sense, many

organizations are putting its most inexperienced and unseasoned employees on the

front lines of PR while guiding them with strategy based on previous experience and/or

theory, which may or may not be outdated and ineffective in todays diverse and

potentially perilous communications climate.

Things move too quickly to not combine experience, strategy, and execution in one role.

With the new and pivotal opportunity presented by Social Media, we again, are

mistakenly and unfortunately, applying the same methodologies to program planning

and engagement.

Social Media didnt invent conversations and it did notunearth online conversations

either; nor did it provide, for the first time, platforms for consumers to share their

thoughts, opinions, and advice. Online groups and opinion sites existed since Web 1.0.

(cc) Brian Solis, - Twitter, @briansolis

And, before that, bulletin boards and forums hosted online discussions.

Contrary to popular belief, there are actually relatively few Social Media Experts.

As Ive said many times, the ability to master any subject that moves, adapts,

transforms, and evolves so quickly is beyond mastering at least for now. We are, for

now, simply its dedicated students.

Even still, several Social Media experts are predominately selling strategy and

consulting because right now, everyone is buying it. Unfortunately, theyre helping

companies understand the mechanics of Social Media tools and conversations,

showcasing and promoting capabilities, functionality, and also providing training, but still

delegating the execution to more junior marketing professionals, including interns and

students. Most of this is rooted in theory as instead of experience.

Again, why would we entrust our most important outreach and engagement to those

(cc) Brian Solis, - Twitter, @briansolis

who most likely have no bearing on the real life needs, pains, challenges, and choices

of those were hoping to compel? Yet, they are the very teams were sending out to

represent our brand each and every day. And expert guidance from the top doesnt

translate company-wide unless theyre part of the day-to-day team demonstrating and

teaching through example.

So, when a blogstorm or Tweetquake erupts, whos really to blame?

Do we condemn the less seasoned employees who are simply executing based on

expert instruction or lack thereof? Do we hold leaders accountable because theyre the

masterminds behind most outreach? Or, is executive management liable simply

because their expectations are out of synchronicity with reality?

The answer is all of the above.

However, PR and social marketers will point to account managers because of their

unattainable and out of touch presumptions. Senior level managers will charge those

who fail with incompetence. Those on the front lines will charge their management with

leading through ineptitude, but they still sign the checks.

With the radical changes underway in the communications and media spheres, we need

to not only retrofit PR and marketing with new techniques and strategies, but

reconstruct its entire model for the Social Web, accounting for the complex and

elaborate two-way layers of traditional and new influencers and the communities that

form around them and the ideas they represent.

We just have to reinvent how we structure, monetize, and capitalize on the opportunities

that are ripe for the entire industry of qualified communications professionals.

(cc) Brian Solis, - Twitter, @briansolis

Relationships Arent Built by Copying and Pasting Content

Were not as far as youd like to think. Here are two very recent and real examples of

pitches that Ive received:

Dear Brian, I love your blog. I read it all the time. You really are a thought leader on this

front. Because of that, I have something that I think is really worth your time. We're

launching a new social network for plants where people can share their

recommendations and experiences and also comment on each others green thumbs.

We are also introducing a new plant monitoring application that lets you know via gmail

and text when you need to water or feed your plants.

I dont write about plants. But just because Ive written about social networks doesnt

necessarily mean I would ever cover a social network for plants.

Then there are also those PR people who are moving way too fast for their own benefit:

Hi Liz, I love reading GigaOM. CUT AND PASTE PITCH HERE.

Thats right. Im not Liz and I dont yet write for GigaOm. However, every day, I, along

with every reporter and blogger out there, receive a significant number of shotgun aka

spray and pray emails that are produced from pure mail merge factories, , intro text, , .

Or, for those who manually create each email, it's the same process. But when we're

moving too fast, we tend to slip and forget to change the contact name every now and


Slow down.

Youre contributing to the atrophy of our profession. This is exactly the moment when we

need to realize that we can offer more to the company we represent and the people

were trying to reach.

(cc) Brian Solis, - Twitter, @briansolis

Rather than trying to satisfy quotas, realize that the PR and marketing industries are

undergoing an incredible metamorphosis, one that implores a "less is more" strategy,

rooted in the connectedness of real people. In the era of the Social Web, a few key

posts and articles in the right places, supported by an impassioned community bound

by evangelism, success is significantly more profound, and immediately measurable.

New PR suddenly starts to pave a clear and effective new path for day-to-day

engagement for those who are ready to learn, mature and excel.

PR is So Much More than Media, Analyst and Blogger Relations

Credit: Ghedo

The business of PR slowly evolved away from public interaction and eventually

transformed into a mechanism of media, analyst, and blogger relations to instill

messages and attempt to manipulate public behavior.

PR = Publicity

This view of PR can be traced all the way back to Edward Bernays in the early 1900s. A

nephew of Sigmund Freud, Bernays experimented with Freuds ideology related to

people's unconscious, psychological motivations and how they could be exploited or

(cc) Brian Solis, - Twitter, @briansolis

steered through communications and top-down influence. As a result, PR of today is

more aligned with Media, Analyst and Blogger relations and not necessarily Public


Now that the creation and distribution of content has been democratized, everyday

people are earning a level of authority that fundamentally works against the current

model of current PR.

As described in my book with Deirdre Breakenridge, Putting the Public Relations, the

Web, heightened with the proliferation of the read/write Web and the impending

semantic Web, is forcing the integration of the Public back into Public Relations.

Applying the current process of pitch development and distribution has little to no impact

on your numbers and your potential to survive the evolution of communications. In fact,

this process works against you by alienating you and the brands you represent, closing

valuable inroads to reach the very people who can make or break your business.

By simply adding bloggers to your mail merge or your hit lists, you are not adapting to

the new landscape of influence and engagement, only contributing to its state of crisis.

Bloggers are people too, and their in boxes are just as chaotic as those of their

journalist counterparts.

(cc) Brian Solis, - Twitter, @briansolis


Social Media is bigger than simply integrating a Blogger Relations branch to your PR

strategy. Its an opportunity to engage directly customers and peers who either purchase

or recommend the decisions of others. Engaging and inspiring these individuals

requires new techniques, methodologies, and an undeniable understanding of who they

write for and why they should care about what you represent.

The new world of influence demands customer empathy, evangelism, passion,

expertise, and knowledge everything else is disposable and takes away from your

focus and potential.

Doc Searls spotlighted the people who define our audience on the other side of our

messaging megaphones to magnify the reality that markets are conversations and that

there really is no discernible market for our pitches and messages.

Over the years, my experience with direct engagement has revealed that conversations

are also markets - within vertical segments. Traditional word of mouth, at the consumer

(cc) Brian Solis, - Twitter, @briansolis

level, is intensified as impassioned individuals now have access to new mediums that

directly and indirectly influence the decisions of their peers in the real world and through

their extended communities online.

So how does PR attempt to engage with these new influencers?

Other than pitching at them and broadcasting messages through any and all channels

and networks, many PR people attempt to either pose as users or offer boilerplate

comments and reviews across the blogosphere, in micromedia communities, online

groups and social profiles and review sites. This isnt participation. This is PR of old. It

embodies the same spin that defines most press releases along with the disingenuous

voices associated with ghost-written executive quotes, contributed articles and now blog


Listen, engage, prioritize, and grow in the communities that affect your development,

reputation, relationships and authority as a person and as a professional. It's the only


Listening is the fundamental characteristic that separates the experts from the theorists.

The process of actively observing and documenting relevant conversations not only

enables the communications team to create an accurate social map of important and

relevant networks, but it also produces a more informed and empathetic assembly of

sincere, humanized evangelists and ambassadors. This is a critical observation and

lesson. We emerge from the process of listening and internalizing in tune and in touch

with our markets and the people who define and direct them.

Blasting messages to them now seems trivial and purposeless. Engaging, solving

problems, and answering questions, essentially becoming community and customer

resources becomes paramount and natural. We participate as consumers and ultimately

as the customers we wish to reach. It fuses customer service and influence. As next

(cc) Brian Solis, - Twitter, @briansolis

generation communications professionals, we're walking a tightrope between earning

attention and building community, without losing sight of our ultimate goal of

propagating our value propositions.

It the job of any good Public Relations professional to identify and guide influential

voices within important online communities.

Transparency Begets Authenticity; Experience Engenders Authority, and Influence

Transparency scares the sh!t out of PR people. This is an industry that has long

operated behind the puppet masters curtain, pulling the strings for spokespeople and

varying communications tools to broadcast content at, around, and through the back

channel of influence, but never directly connecting with the people who define its


The democratization of content also dictates the success, shareability, and permeation

of your story by revealing and refining it through public forums and channels let the

community guide how you approach them.

The Social Web forces you to participate as an individual, not as a marketer and thus

requires a new depth of understanding, expertise, knowledge in order to establigh a

meaningful relationship between customers, influencers, and the company and products

you represent.

(cc) Brian Solis, - Twitter, @briansolis

Whether you post a comment, write a blog post, upload a video, create a profile on a

social network, or establish groups or fan pages, everything is now open to public

dissemination, interpretation, and response. Email too, long considered a safe medium

for exchanging or presenting information, is now backfiring for PR, fueling bloggers and

media to respond with a deep-seeded necessity to seek retribution by posting of original

pitches and creating public blacklists that absolutely devastate PR individuals and their

standing within their respective industries. While I dont agree with public humiliation, it

is an unfortunate reality that we must contend with while fighting and promoting the

ethics of human relationships. Nonetheless, the lesson here is that we are now forced to

change how we approach people with our stories. It's for our own good and the overall

betterment of our craft.

(cc) Brian Solis, - Twitter, @briansolis

A New Business Model and Infrastructure for Public Relations

Credit: Pear Biter

At South by Southwest (SXSW) in March 2009, Erin Portman, Karly Hand, Peter

Shankman and I participated in a highly anticipated and heavily attended session

entitled, Are PR Agencies Dead?

Some people would object to the use of dead in the title of anything these days. But, is

it really a tired discussion in the grand scheme of things? Maybe, its stale to those who

ping pong the discussion in the echo chamber. But for the rest of the world, its a topic

that is either new or soon to be introduced into their world.

The controversial session explored whether or not Social Media was killing PR or

breathing new life into it. In the end, its actually a bit of both. And, along with it, Social

Media is forcing the establishment of new business models, staffing infrastructures, and

service portfolios.

To be clear, the practice of blindly broadcasting messages through poorly written press

releases at audiences is dead. PR is NOT necessarily dead, but without the application

of a social tourniquet, it is bleeding to death.

(cc) Brian Solis, - Twitter, @briansolis

Essentially, this is a matter of livelihood and the evolution of marketing and PR is

incredibly poignant to each and every one of us.

At the end of the day, we are now in the business of visibility, influence and perception

management. So, we can now put away the white coats associated with spin doctoring.

We can remove the blindfolds we wore in every mass blast we sent. And, we can hang

up our plaid jackets associated with the snake oil salesmanship we were accused of

oozing in every exchange.

We now need to rethink our roles as intermediaries between the companies we

represent, authorities, and ultimately the communities that determine our place in the

market. In order to persevere and excel, agencies, and the individuals who define them,

must act as thought leaders and market makers, serving both sides of the conversation

and also the ensuing activity and interaction.

The business model of billing for hours as related to press release writing, account

management, news pitching, and traditional counseling is growing increasingly

irrelevant in the face of new services and competition that PR never saw coming.

Suddenly were competing against interactive, advertising and digital agencies,

community management teams, social media agencies, experiential specialists,

branding and marketing consultants, or hybrid organizations combining all of the above.

Honestly, up until this point, we werent hired or paid, by in large, to connect, advocate,

influence or believe, we were rewarded by the placements that result from mass

pitching. When you run a campaign around hits, then its crafted and governed by

numbers, not people.

As I mentioned during the panel, the public relations/new media agency that I run no

longer bills for press release writing, account management, or standard pitching. These

are now functions of more relevant social + traditional outreach and engagement

(cc) Brian Solis, - Twitter, @briansolis

programs. In fact over the last decade, weve completely redesigned our services

infrastructure to reflect the real world business needs and goals of the companies we

represent. Its not absolutely definitive, but a promising work in progress that is very

monetizable now and in the long-term. However, it requires not only new and conclusive

services that combine standard communications and new media strategies, but also the

associated metrics that justify the newer activity. In order to balance the new

programming, we also shifted our billable infrastructure from a top-down agency model

to a flat organization consisting of experts in the fields we represent as well as those

who are fluent in the tools, channels and supporting cultures that foster influencer and

customer interaction. Basically, we detonated the old infrastructure, kept the pieces that

have and will always work, and connected everything to the new programs where were

already seeing value today.


There is no doubt in my mind that eventually all PR agencies and consultants will follow

suit and transform from publicity firms into New Media communications and marketing

organizations rich with in house or contracted content producers, digital sociologists,

research librarians, community managers, digital architects, connectors, and industry


But everything hinges on the ability to interpret trends, assess value and metrics,

intelligently engage, and ultimately inspire change through proven results.

The function of socializing media within the organization could be relegated to a team of

dedicated specialists before its deployed company or agency wide.

(cc) Brian Solis, - Twitter, @briansolis

Real-Time Responsibilities (fully transparent and disclosed) of a New Media team could


Content Producers - Creates content necessary for client/company interaction with customers, peers and influencers, including videos, images, Web pages, blog posts,

policies and guidelines, tweets, wikis, comments, online experiences, profiles, etc. In

many cases, connectors and industry experts/strategists wear this hat and assign the

creation of important content to either content producers, other members on the team

with direct experience, or simply produce it themselves.

Digital Sociologists - Observes the cultures, trends, behavior, associated with communities, networks, forums and compares the interactivity around keywords and

brands to contribute to engagement strategies, customer service policies and

improvements and product modifications.

Research Librarians - Complements or augments in house or contract sociologists by

(cc) Brian Solis, - Twitter, @briansolis

analyzing relevant keywords used by customers, listening to and documenting

conversations by content and sentiment, charting volume and frequency within social

networks, identification and analysis of true influencers and tastemakers across media,

blogs, and social communities, and presents data and charts for analysis by strategists.

Community Managers - Listens to conversations in social networks, forums, and the blogosphere documented by research librarians or through their own process, assigns

relevant dialogue to appropriate team leads, manages the workflow and response

status, and in most cases is the first line of response.

Digital or Social Architects - Digital or social architects are responsible for building the online bridges between company brand and consumers via widgets, sites, online

dashboards, blogs, social newsrooms, social media releases, wikis, social networks, fan

pages, forums, groups, and any other application, platform, or group responsible for

hosting content, conversations, and interactivity.

Connectors - Informed individuals and teams that can connect stories to influencers and inspire activity, direction, and conversations. Connectors act based on intelligence,

empathy, sincerity and the ability to truly bridge a story to someone else in a way thats

specific and compelling to them as an individual and also as it relates to their audience

and social graph.

Industry Experts/Strategists - Someone has to act as the conductor to this all star orchestra. Qualified individuals have mastered the art and science of attaching new and

traditional media to the bottom line of their business and also possess a deep

understanding of and experience with customer empathy, market trends, and the

governing technology that connects the people within desired market places.

Yes, I said customer empathy...

As I said in the SXSW panel, which the Los Angeles Times picked up, "Get a little

(cc) Brian Solis, - Twitter, @briansolis

empathy going on. Putting an ear to the virtual ground will tell you everything you need

to know -- it's going to affect and influence what you write, how you talk. It's going to

make you a little more passionate, a little more believable."

These new, adjoined job functions create a new level of services that complement

existing, traditional and necessary communications activities.

- Listening/Monitoring/Documenting intelligence gathering and trend analysis

- Engagement in the networks and groups where relevant conversations are pervasive

and warrant participation

- Content creation

- Conversation management and trafficking

- Influencer and tastemaker identification and networking

- Community management, empowerment, and cultivation

- Event hosting and franchising

- Story development and connectivity to The Magic Middle bloggers and Long Tail


- Humanizing company and product messaging and redefining the online journey and

experience associated with the online presences associated with specific


The opportunities are limited only by the imagination of those responsible for

engendering change from within.

(cc) Brian Solis, - Twitter, @briansolis

Becoming the People You Want to Reach

In a recent survey conducted by the Institute for PR, most (92% - up from 89% in 2008)

of those surveyed believe that blogs and social media influences news coverage in the

traditional media (newspapers, magazines, radio and television). It most certainly

influences the purchase decisions of customers.

But how do you spark word of mouth across the social web? How do you socialize

relevant information across the social graphs of those who define your relevant


Communities wont react to a press release. Nor will communications professionals

galvanize action because of a generic pitch.

They need inspiration and motivation and that can only stem from an interaction that is

so compelling and engaging that theyre inspired to act and share. Essentially you have

to become the people you wish to reach and excite.

Yes, transparency subjects you to public scrutiny. It also forces you to rethink your

approach and the words you share with those you believe are qualified and amenable to

hear them. It raises the bar and hopefully inspires a more personal and human

interpretation tied to the nuances of the individuals youre attempting to convince and


When we start writing that pitch or crafting the first draft of the press release, we seem

to lose touch with our inner consumer in favor of appeasing corporate management. But

ultimately who are we writing for?

Its a delicate line to traverse.

(cc) Brian Solis, - Twitter, @briansolis

On one side of the equation, you serve the people that ensure you have a job; on the

other side, youre faced with a discerning group of influencers and ultimately people

who communicate through experiences, pains and benefits and not hyperbole and


Its as simple as this, stop speaking through pitch emails and press releases designed

to satisfy the people who most likely don't or won't buy the product or service.

Do you really think that speaking in marketing tongues is what it takes to get someone

to pay attention to you - especially in this attention economy?

If you talked to your friends and family the way you pitch reporters and bloggers, youd

get nowhere quickly. In fact, youd lose face and favor. The same is true for Public

Relations. Youre talking to real people, on their terms.

You are the customer.

Try starting with the #twitpitch. Based on the art of MicroPR, if you could summarize the

story in 140 characters or less, then youre well on your way to commanding the

escalator pitch, which makes the elevator pitch seem like a luxury.

Yes this technique reverses the traditional inverted pyramid were so accustomed to

using when writing any marketing material, particularly press releases.

(cc) Brian Solis, - Twitter, @briansolis

But now, we can say more with less. Its the poetry and power of brevity - the art of

persuasion through sincerity and relevance.

Heres an interesting story I thought Id share...

Im working with a company that set me straight at the beginning of our relationship.

While he had heard nothing but wonderful things about my team, he simply said, dont

sell me. I understand that you can get us in the press and the blogosphere and increase

the frequency of conversations related to us across social networks. But I need you and

your team, to be us. We created this product and company with our lifes passion and I

dont need it pitched, I need it shared as a real solution for those with real pain as

someone who truly lives and breathes it. I dont want PR, I need a dedicated team of

enthusiasts that not only get it, but represent its incarnation.

His request is not unique.

(cc) Brian Solis, - Twitter, @briansolis

Our Future and Your Place Within It Rests is in Your Hands

After a decade of sharing new philosophies, techniques, tools, and strategies for

evolving how we think about and practice new and traditional communications, it's

become quite clear to me that an industry firmly settled in history and process will not

change in unison. It will take the influence of globally dispersed beacons representing a

new hope for Public Relations who will champion the change from within and also from

the outside. These individuals reside in PR, but will also feature the emergence of

collaborators and new competitors representing hybrids of Interactive and Web

Marketing, Customer Service, Technical and Social Architecture, Digital Sociology and

Research, Evangelists, and Community Catalysts.

This higher level of commitment and supporting tactics are the minimum ante to practice

Public Relations today and tomorrow and its minimum will continually increase over

time (as it should have all along). Personalized value and genuine, transparent and

meaningful conversations is what it takes to forge relationships and continued value,

listening, and sustained benefits combined with a lot of YOU, is the emotional

investment that nurtures loyalty and referrals.

As mentioned earlier, PR and marketing will not change until it has, theres no

choice. PR is broken, but it is far from dead. The good news is that tomorrow's public

relations strategies are already successfully practiced today. The architects of new

communications are collaboratively building a bridge to the masses to help navigate a

path to education and relevance, defining the future of public relations and socially

aware marketing in the process.

Change is imminent and its traction and fate is tied to you.

(cc) Brian Solis, - Twitter, @briansolis


If it's one moral that I want you to embody after reading this paper, it's that YOU, and

only you, are in control of your career and the ensuing success that you earn and


You have to become the very people youre trying to reach in order to effectively create

connections and inspire action. Execution is defined by engagement, earned

relationships, and the ensuing activity that results from each interaction. You are

involved at every point.

If youre dedicated and resolved to learn, new thinking, case studies, education and

insight are now a commodity on the Web. Everyone in this space is willing to help you,

so take full advantage of it.

You learn, grow, and excel on your terms.

We ARE becoming the new influencers and therefore we must redesign the

communications ecosystem in which we operate and our roles within it in order to

change, grow, and thrive.

Welcome to the new standard of Public Relations and Marketing Communications.

How will you contribute to its evolution and practice?

(cc) Brian Solis, - Twitter, @briansolis

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(cc) Brian Solis, - Twitter, @briansolis

Brian Solis is globally recognized for his views and insights on the convergence of PR, Traditional Media and Social Media. He actively contributes his thoughts and experiences through speaking appearances, books, articles and essays as a way of helping the marketing industry understand and embrace the new dynamics fueling new communications, marketing, and content creation. Solis has been actively writing about new PR since the mid 90s to discuss how the Web was redefining the communications industry he coined PR 2.0 along the way.

Solis is Principal of FutureWorks, an award-winning PR agency in Silicon Valley. Solis blogs at PR2.0,, and TechCrunch. Solis is co-founder of the Social Media Club and is a founding member of the Media 2.0 Workgroup.

PR 2.0 has earned a position of authority in the Technorati blog directory and currently resides in the top 1.5% of indexed blogs. is also ranked among the most influential blogs in the Ad Age Power 150 listing of leading marketing bloggers.

Working with Geoff Livingston, Solis was co-author of Now is Gone, a new book that helps businesses learn how to engage in Social Media. He has also written several ebooks on the subjects of Social Media, New PR, and Blogger Relations.

His new book, co-authored with Deirdre Breakenridge, Putting the Public back in Public Relations, is now available from FT press.

Connect with Solis on:Twitter, FriendFeed, LinkedIn, Tumblr, Plaxo, Plurk,, or Facebook---Subscribe to the PR 2.0 RSS feedKindle users, subscribe here.---Now available:

(cc) Brian Solis, - Twitter, @briansolis

(cc) Brian Solis, - Twitter, @briansolis