Archive for August, 2012

Honing the Elevator Pitch for Analyst Presentations, Media Interviews and More

Thursday, August 23rd, 2012

Make it Quick!

Posted by Tom Gable

Whether working with a Ph.D./M.D. who knows too much, a CEO who loves to spin long tales about his company and his successes or a startup or anyone else who is new to trying to connect with financial, media and other audiences, we’ve found a good starting point in the communications process is drafting a classic elevator pitch.

The challenge is writing short copy, especially for engineers and scientists who are used to citing published articles, case histories and other resources ad infinitum. The long approach is perfect for pitching peers and colleagues, less so for connecting with analysts, the media and non-industry audiences. Thus, the following was created by Gable PR as a starting point for honing a one- to two-minute pitch (also referred to as the cocktail party pitch) to grab the attention of your audience in the shortest amount of time and set the stage for next steps.

TAG LINE/SOUND BITE – The opener – an instant picture or quick summation of your positioning.  What you do, what you stand for, to what effect and why it’s important. One sentence is best.Practice with people who don’t know what you do and keep honing this one sentence (two at the most) until it rings like Shakespeare.

PROBLEM, SITUATION ANALYSIS – What exists – the pain or problem you solve?

DYNAMICS AND OPPORTUNITY – Quick historical overview of how it got to this point, how the challenge has been addressed, what is the sweet spot for your company or organization (keep it to three important points, no more!).

WHAT (solving the problem) – Your company (or organization) has been working X years to plan for and develop D, E and F to solve the problem, take advantage of the market opportunity and grow and succeed over the next Y years.

OVERVIEW FROM 30,000 FEET – We have done it: the macro view, the big picture of how your great concept all comes together and grows market share, sales, traffic, profits, benefits the community, whatever – the BIG PICTURE vision of future success rather than technical details and features.

SO WHAT (Benefits) – You will succeed because of the creative planning, results and ultimate value you deliver.  Create a mental picture of the benefits to science, patients, customers, the world. If there is a good case history, cite the proof of principle in a sentence or two. Do it in two sentences and you get a Pulitzer Prize (plus the desired result).

THE TEAM – The team includes executives with national credentials in A, B and C. It has a combined ZZ years in the industry, has built MM, helped YY other companies or institutions grow and knows the market and how to provide an expanding array of products and services to help it succeed (make it relevant to the big picture).

THE CLOSE (call to action on the elevator) – “We have the people, the plan and the commitment to succeed in a rapidly growing new market.  I can provide incredible detail that I believe will convince you to … (invest, interview, buy, etc.).  How about a follow up meeting?  Where would you like to meet?  What else can I provide?”

Ask questions that will take it to the next step!

PR Resume Heaven (or the other place); the Gable PR Refresher Course

Wednesday, August 8th, 2012

Standing Out

Posted by Tom Gable

We blogged last year about “Looking for a Job in PR? Gable PR Has Tips for Getting Resumes Read, Advancing Toward an Offer.”  After receiving more than 100 resumes recently for an intern opening and seeing everything from candidates for sainthood and the Pulizter Prize to the uneducated (or on some form of hallucinogen), it seemed time for a quick refresher course.

Our emotions surged and waned: admiration for the work ethic of some (multiple internships, working more than one job, active in organizations); disbelief that some students were actually in college or recently graduated (poor grammar, typos); and some LOL experiences (using the name of another agency in the salutation when emailing Gable PR; and probably doing the same to the other agency).

Other issues: blank emails with no introductory messages, just attachments named “resume”;  all the resumes named “resume” (think about personal branding!); wrong agency name in the subject line; and including photos taken with a phone at a party.

For specifics, here is one we are going to submit to the What Were They Thinking Resume Hall of Fame.

From: REDACTED

Subject: ATTN: Gable PR (to whome it may concern)

To whom it may concern, hello my name is XYZ and I am a undergrad student at San Diego State and while browsing the Public Relations Soceity of America site I came across your webpage and in my efforts to try and obtain a internship in the field I am writing to whom it may concern in regards to any possible intenship positions you all may be offering. Thank you for your time, if there is anything at all that might be availble please contact me, I am a more than willing student trying to get a start and oppurtunity in the field, I can also send my resume, etc. over as well.

Thank you all for your time

We did provide feedback:

Thank you for your inquiry.  Unfortunately, we won’t be able to consider you because of the number of typographical and grammatical errors in this email. 

For future inquiries, you might want to spellcheck your work and also have someone else proof it.

Good luck in your search.

Gable PR

Count the errors, post a comment and the winner gets a free PDF copy of the PR Client Service Manual.

On the good news side, we liked the following as an example of a smart, short introductory email:

Hello,

I am a senior at San Diego State University studying public relations and minoring in political science. As I am close to graduating and starting a career in the public relations field I am looking for an internship that will help me put my education in perspective to the real world. I have held previous internship positions doing public relations for San Diego businesses and I am interested in growing with a firm. I have a passion for blogging, reading newspapers, writing, fashion and travel. I was wondering if Gable Public Relations had any internship openings. I have attached my resume for your convenience.

And a final one from someone with a few years of professional experience, which we liked because of the detail that related to our profession:

From: REDACTED

Subject: Rockstar Publicist Looking for New Home

Hi Tom,

I’ve recently relocated from Florida to San Diego and I’m seeking a publicist position at a dynamic agency in town. At a meeting with ABC of DEF PR, she spoke very highly of your agency and I wanted to reach out and see if there are any current opportunities.

I have 3+ years’ experience as a results-oriented PR professional who has a passion for media relations and client satisfaction. Highlights of my capabilities include:

• Exceptional writing and editing skills; from press releases and newsletters to media kits distributed to retailers nationwide.

• Developing client plans, presentations and creative ideas while working with executive team.

• Creating and maintaining excellent media relations on regional and national levels through aggressive print, online and broadcast pitching. Clients received exposure in top outlets such as: Good Housekeeping, Parents, CBS Early Show, NBC Today, and Good Day LA.

•Extensive knowledge of broadcast media, securing and executing over 45 segments last year alone.

• Working in both a team and individual dynamic to exceed client expectations.

• Planning various media tours, from small destination immersions to hosting 30+ media professionals.

If there are any open positions I’d love to be considered.

Unfortunately, we didn’t have openings at the time.  We did let the individuals know that we would be saving their resumes for future reference should our needs change.  Great cover letters and resumes do make a difference in the PR job search.