jeff ketner barbara walters

My Interview With Barbara Walters

The death of legendary broadcast journalist Barbara Walters in December marked the passing of one of the most influential newscasters in television history. Walters shattered the glass ceiling of a male-dominated world and inspired other high-profile women broadcasters who followed in her footsteps. She became famous for her in-depth, prime-time interviews with seemingly all the world’s most influential people: from world leaders as varied as Jimmy Carter and Fidel Castro to celebrities such as Michael Jackson and Princess Diana.

Walters interviewed me, too—way back in 1965, when she was a reporter for the “Today” show. I didn’t realize it at the time, but it was my first exposure to PR and journalism.

Let’s be clear; she didn’t interview me because I was a celebrity. In 1965, I was a 12-year-old kid wrapping up a two-year stay at the Sahuaro School—a boarding school in Tucson, Arizona for children with acute, untreatable asthma. The school was reserved for the “worst of the worst” asthmatic kids from across the country. It literally saved my life. It also introduced me to a kind, generous young journalist who treated an ordinary kid with the same respect and courtesy she eventually would afford presidents and kings.

Here’s how it happened. Mr. Johnson, the Sahuaro School’s PR director, called me into his office one day and told me the “Today Show” was visiting Tucson and wanted to do a segment on the school (something that I realized years later he had secured with a pitch, just like any other good PR person). “Ms. Walters” wanted to interview three residents of the school, and he thought I’d do a good job of representing the Sahuaro School. He asked me if I was willing to do it, and I said “yes” without really thinking about it. I was too young, of course, to realize that this was a big deal.

I don’t remember much about the interview, and I haven’t had any luck over the years trying to get a copy. However, I remember that Walters seemed genuinely interested in my story. She looked me in the eye when she asked questions. She was patient and unhurried. And she listened – just like any good journalist.

A year later, when I had returned home to Wichita Falls, Texas, Johnson wrote and asked me if I would write Ms. Walters a letter to let her know how I was doing. I didn’t realize it at the time, but the school was struggling financially, because they took children regardless of their parents’ ability to pay. Johnson was hoping for a follow-up segment that could help the school, knowing that PR could make a difference.

I dutifully wrote Walters to update her, wondering if she’d even remember me. I started my letter by writing, “I’m not sure if you remember me, but…” And to my surprise, when I received a letter back from her a few weeks later, she started it by saying something that I’ve never forgotten: “Of course I remember you!”

Sadly, that letter is long lost; I’ve looked for it many times, but to no avail. Sahuaro School ultimately closed. Walters went on to become a world-renowned journalist and celebrity in her own right. And I’ve enjoyed a long career as a writer and then a PR professional.

I’ve reflected about my interview many times since Walters’ death. She had a remarkable talent for getting people to open up, and she could always find the real story, the things that matter most.

That’s what PR people are charged with as well. PR is the art of storytelling—discovering the most important stories our clients have to tell and connecting those stories to the audiences that matter most.

As I learned from Barbara Walters, everyone has a story to tell. It’s up to both PR professionals and journalists to listen, treat people with respect and be faithful to their stories. It’s an honorable calling to be a storyteller, one that Walters exemplified as a journalist. And it’s one that I strive to live up to every day as a PR professional.

pr relationships

How To Put the Relationship Back Into Public Relations

In my 30+ year career in public relations, I’ve spent a lot of time thinking about relationships. After all, “relations” is one of the two words we use to describe what we do every day. Trusted, long-term relationships between editors and PR professionals are at the heart of public relations excellence.

It’s getting harder to develop and maintain those relationships, though. PR moves fast – really fast – and speed and efficiency reign supreme when we’re pitching, responding to news trends, making last-minute changes to press releases and other content, and juggling a dozen other different priorities.

Most journalists work in a pressure-cooker environment, too; editors and reporters change jobs frequently, publications are typically short-staffed, and the number of journalism jobs continues to decline. It’s not an ideal environment for building relationships.

Yet relationships are critical to our wellbeing, both personally and professionally. It’s one of the most important life lessons that came out of the long COVID-19 shutdown, and it applies to both our personal and work lives.

So how can we keep the “relationship” part of PR front and center? Here are a few ideas.

1. Treat editors as individuals

Each relationship in our lives is unique. Our friends have different viewpoints, interests and quirks, and we respond to these whenever we have a conversation.

Editors aren’t all alike, either, and that’s why they get so annoyed at the “spray and pray” mass pitches that clueless PR agencies sometimes blast to hundreds of media contacts. (That’s not the way we do it at Ketner Group, I’m glad to say. For a funny, insightful perspective on this, check out this Slate article about how an editor decided to respond to every single PR pitch for one day.)

As a retail technology PR agency, we know the stories that retail tech journalists are looking for, and we tailor our pitches accordingly. Every editor has specific needs and preferences, and we do a disservice to them and our clients if we don’t take time to understand them.

2. Be responsive

An editor’s world is just as hectic and fast-paced as ours — sometimes more so, and many writers and editors must generate multiple stories each day. Time is of the essence in responding to media requests and making it as easy as possible for journalists.

Is an editor requesting client input for a time-sensitive story? Then move quickly to evaluate the opportunity, brief your client and meet or beat the deadline.

3. Remember what Mom said about manners

Did your mom always remind you to say “please” and “thank you?” Yeah, same here. Common courtesy goes a long way in every area of life, and that includes the workplace. Did an editor include your client in a story that made you look like a hero for landing great coverage? Then by all means, email them to say thanks.

4. Pass along a compliment

When you read a great story that’s not about your client, email the journalist and let them know how much you enjoyed it. Editors and reporters expect to hear from us when we’re pitching them, but it’s a pleasant surprise to get an email that’s not client-related. It also shows that you’re taking the time to read and appreciate their work.

All of us appreciate positive feedback, and journalists are no different.

5. Set expectations with clients

We’ve all dealt with clients that suffer from The Wall Street Journal syndrome, so setting the right expectations for media success is a vital part of  managing the client-agency relationship. It’s important for the editors and reporters that we work with, too.

As PR professionals, we should only approach editors with stories that are newsworthy and relevant to their audience.

If we take time to educate our clients and set proper expectations for working with media, they’ll understand what an editor really cares about, and we can tailor the PR outreach accordingly. It makes the editor’s job a lot easier, and it ultimately helps our clients get the coverage they hired us for.

Take PR beyond the transaction to the relational

These suggestions are just a starting point for developing good working relationships between journalists and PR professionals. I’m convinced, though, that we need these simple reminders more than ever.

Most editors we know work remotely on very tight deadlines and are bombarded with pitches, press releases, follow-up emails and Zoom meetings — while working hard and fast to produce great news content.

PR professionals can help by respecting journalists’ preferences, meeting deadlines and adding fresh insights and perspectives to the stories that they’re covering. If we do our job right by focusing on relationships, it helps moves PR from the transactional (“you do something for me, I’ll do something for you”) to the relational (“we’re working together to help achieve both our goals, and we’re doing it in a friendly, collaborative way”).

By focusing on relationships, we can make put a personal, thoughtful touch to what we do every day and make PR work better for journalists, clients and those of us who do it every day.

Do you work for a retail tech company that’s looking for a more effective way to work with editors and improve your earned media? Contact Ketner Group today; we’d enjoy talking to you about how to build better PR relationships.

measure success of communications strategy

How To Measure the Success of Your Communications Strategy

We’re excited to share that our eBook, the Retail Tech PR Handbook, is out now! The handbook dives into several aspects of what makes a PR campaign successful, and a key component is measurement.

Since measuring the success of your communications plans is as important as the plan itself, we’ve included highlights from the chapter below. To read the full eBook, download it here.

How to measure your communications strategy

As a marketer, you know firsthand the challenge of demonstrating communications success to executive leadership. It’s essential to put tangible numbers behind your work.

And, if you’re effective and proving PR’s value, you are more likely to ensure that communications secures its place in your company’s overall marketing strategy. Unfortunately, only 20% of PR professionals are involved in marketing planning.

To ensure that you receive your deserved seat at the table, let’s review two best practices for communications reporting.

1. Monthly media measurement

The most common method for measuring a PR strategy’s success is through media measurement tools, such as Cision or Meltwater.

Each tool has pros and cons, but overall they help you track your company’s mentions over time, while also identifying pickup reach, readership, social impact, keywords and more.

In addition to helping you understand the value of your media mentions, these platforms identify your share of voice in comparison to key competitors. We recommend tracking four to five competitors, which allows you to clearly identify how you stack up in your industry and receive inspiration from competitor campaigns.

By completing monthly media measurement, you’ll be able to evaluate campaign success and keep track of your progress towards your PR objectives.

2. Quarterly Key Performance Indicators (KPI) reporting

KPIs provide a fantastic way to track towards your overall company goals. We recommend identifying your KPIs when you develop your strategy, and then tracking them on a quarterly basis.

Setting quarterly goals, instead of monthly, allows you to account for the peaks and valleys of each month. PR has its ups and downs, with some months having more news than others. A quarterly goal averages out these discrepancies.

When you kick off your measurement strategy, you’ll want to establish KPIs through an audit, which provides a baseline report to identify ideal yet realistic goals.

Some examples of quarterly KPIs include:

  • Overall number of mentions
  • Number of byline articles published
  • Number of press release pickups
  • Number of data-focused mentions
  • Competitive SOV

There’s no right or wrong number of KPIs to track, but for reference, a Muckrack survey found that the average PR pro tracked five metrics in 2021.

How to create a results-driven PR strategy

The old adage that communications professionals “aren’t good at math” is not a good reason to get PR measurement wrong, or skip it altogether.

When done right, measuring PR ensures you’re able to keep your unique story in the forefront of the news, while tracking against overall marketing objectives, such as lead generation. And it also helps ensure that PR gets the respect it deserves from your company’s executive team.

To learn more about crafting a top-notch communications strategy, be sure to read the Retail Tech PR Handbook. Download here!

announcing retail tech pr handbook

Announcing the Retail Tech PR Handbook: 3 Key Takeaways

Retail technology is evolving at at an increasingly rapid pace, and that’s good news for retail tech companies. According to IHL Research, this acceleration creates a once-in-a-lifetime opportunity for technology companies, as retailers embrace new solutions.

Now is the time for retail tech executives to seize the day and capture attention through strategic PR and communications initiatives.

The question is how?

Enter our eBook! Today, we’re excited to announce the launch of the Retail Tech PR Handbook.

As experts in retail tech PR, we wanted to give our clients an all-encompassing resource that covers everything we’ve learned over our 20+ years experience in this fascinating industry.

The eBook is a blueprint on how to create and execute fantastic retail tech PR strategies. And in celebration of its launch, we’re offering three key takeaways below.

1. Do your homework.

Before launching your PR program, assess if your company is prepared.

Some key questions to ask include: What are your PR goals? Do you have the marketing resources and people needed to help manage your PR strategy internally? Are you ready to commit to PR for the long run?

Successful PR is an integral part of your overall marketing mix. Doing your homework will ensure that you’re prepared to dedicate the right internal and external resources.

2. Craft a compelling story.

Storytelling is at the heart of media relations, which relies on convincing an editor to write about your solutions by crafting a strong, compelling narrative. In turn, these editors’ publications influence who will buy your products.

We recommend evaluating your messaging and value proposition for clarity before executing your media strategy. We also recommend selecting a great partner to help you craft your compelling story.

3. Create a PR plan.

PR plans are like driving directions for a road trip: you need to know what turns to take to arrive at your destination. You also need to leave some wiggle room for stopping for gas along the way. Some of those turns and exits will come soon, others won’t happen until much further down the road.

Your PR plan should include PR activities that are built into the plan well in advance to make the most out of long-lead time opportunities, such as trade shows, awards, product launches, research projects and any seasonality to your retail brand.

In addition, your PR plan should incorporate pit stops, or the necessary wiggle room set aside each month for unplanned activities like incoming media and analyst relations requests, company news, and more.

Keep learning about retail tech PR

Ready to learn more about how to create a top-notch retail tech PR strategy? Fantastic!

You can download our eBook here. Happy reading!

importance of pr during recession - exec

Give PR a Seat at the Executive Table, Now and Always

It’s been a long, hot summer—and an uncertain one for marketers who are grappling with the impact of an inflationary economy and fears of a possible recession.

Companies are scrutinizing marketing budgets more closely, and CMOs are increasingly being asked to justify their spend. Faced with conflicting data, disappointing earnings report and negative economic news, marketers may have tough decisions figuring out how to allocate their budgets.

That’s when PR becomes even more important than usual, because it’s one of the most cost-effective, credible ways to reach your audience and support your marketing funnel. As one PR agency owner wrote in Forbes:

“Through any time of crisis, there is one critical part of any business strategy that should never be forgotten: public relations.

“Why public relations? Because when so many others aren’t surviving the storm, it lets the public know that you are still standing, communicating and being active, and that you will still be there when things get better. PR is one of the most budget-conscious, effective and resourceful ways to keep your name out there during a recession. The third-party endorsement that PR creates is a voice that carries through and resonates with audiences long after the depression has passed.”

Keep in mind that this was written during the height of COVID-19. Anything we face in the coming month­­s—and economists are deeply divided about the prospects and severity of a recession—will pale in comparison to what we all survived in 2020.

PR helps fill your sale funnel, regardless of the economy

Companies will soon begin their 2023 marketing planning, and PR should continue to be top of mind for a full-funnel sales and marketing program.

“PR has always been thought of as a ‘top of funnel’ contributor,” according to Cision, “but this association does not fully encapsulate the impact PR has throughout the buyer’s journey in today’s digitally-driven landscape.”

That’s because earned media can be used in so many ways in the sales funnel. Content from earned media can be amplified through social media, shared in nurturing campaigns, and used throughout the sales cycle. PR can also help gain the attention of retail industry analysts and other important influencers in the retail ecosystem.

Ketner Group’s focus on retail technology has helped our clients realize the potential of each of these elements of a well-rounded PR program. Time and again, we’ve seen the power of PR to help our clients gain recognition as thought leaders, increase engagement with prospects and help drive leads.

That became critically important during COVID, when much of retail was particularly hard hit. Our team moved quickly and worked closely with our clients to devise new strategies to reach retailers. We saw an increased emphasis on content and a renewed appreciation for earned media and the credibility it carries.

Our best advice for retail technology marketers: Always give PR a seat at the table

Our retail technology clients realize that PR should always be considered a key part of the marketing mix, no matter the situation. New technology solutions have fueled much of the retail resurgence since 2020, and our clients reaped big rewards by continuing to invest in PR and marketing.

What should be your strategy for PR and marketing in the coming months? Simply this: Continue to give PR a seat at the executive table. PR is at its best when used as part of an overall company strategy, not just an afterthought.

Despite concerns about a potential recession, the outlook for retail remains healthy. After all, consumer spending is steady, inflation is trending down and consumer sentiment is rising.

This is all good news for technology companies. Retailers will continue to seek new solutions to improve profitability, increase consumer engagement, implement new fulfillment models and better manage their supply chains; and that’s just the beginning. A retail analyst friend of mine expects retail technology spending overall to increase next year.

If you’re a retail technology company, you can’t afford to miss out. Ketner Group has specialized in retail technology PR for more than 20 years, and we know retail like no other PR agency.

Looking for a PR partner that knows your business? We’d love to hear from you. Get in touch today to find out how we can help you reach retailers and support your marketing goals.

tips for media pitching 2022

Landing the Pitch: Five Tips for Media Pitching In 2022

I recently had the honor of being listed under Qwoted 100’s Best of The Best in Public Relations, a quarterly ranking which recognizes PR professionals with the highest pitching response rates from journalists on the platform.

Qwoted created this ranking after taking into consideration key factors such as the rate of responses from journalists, the speed of replies from reporters, as well as positive interactions between the journalist and PR professional.

Receiving this ranking got me thinking about how the nature of the pitch has evolved over the past two years. In some ways, the core of the pitch has remained the same, in other ways, the nature of the media pitch has drastically changed.

To continue to succeed in today’s media landscape, we’ve put together key tips for media pitching in 2022.

media pitching tip research

1. Do your research

Take a second to reflect on how you feel when you receive a cold call from a telemarketer prompting you to buy something that is completely irrelevant to you. This is the same feeling journalists get when they receive a “cold” email from a new PR contact and the subject is completely irrelevant to their beat.

As a PR professional, you not only risk immediately being deleted from the reporter’s inbox, but you also risk being ignored by the journalist moving forward.

The first step to landing the pitch involves research. It’s important to look into the reporter’s background, recent articles and social media feeds to understand what they are reporting on. This part of the media pitching process is critical as it will help you identify the best media contacts that will respond to your pitch.

media pitching tip

2. Keep the pitch concise

According to Muck Rack, some journalists can receive upwards of 300 emails a day, forcing a majority of them to just scan the subject of the email or the call to action to decide whether to delete it or reply to it. This gives PR professionals 30 seconds tops to be considered as a viable source.

Therefore, it’s important to keep all pitches concise—250 words or less—and have a clear subject and call to action for the reporter. Consider eliminating any “fluff” words within the pitch to get to the point of your request in a timely manner.

If you would like to offer an interview to the journalist or let them know they can use the information within the pitch for their upcoming story, make sure you explicitly say so within the pitch.

media pitching tip journalist

3. Remember: timing is everything

Traditionally, journalists have typically been more responsive to pitches during the first part of the day. PR professionals should work to send out proactive pitches and pitches discussing evergreen stories or features in the AM.

However, if there is a breaking story during the middle of the day that is relevant for your client and a particular media contact, it is critical to quickly pitch that select media contact with relevant information as close as possible to the time that the news broke.

Keep in mind that the pitch should include information that adds value to the reporter’s story. For example, if you have unique data that is pertinent to the story include it within the pitch!

media pitching tips reporter trust

4. Make the connection

As you get in contact with journalists and begin coordinating next steps for a potential story, it is the PR professional’s responsibility to create an ongoing conversation and connection with the reporter.

Whether you are pitching the reporter via a platform such as Qwoted or HARO, or using email or Twitter, you must ensure the entire process is as flawless as possible. Make sure you provide as much information to the journalist as possible. Reduce ambiguity and establish a trust between yourself and the journalist.

media pitching thank reporter

5. Always follow up

Once the reporter has taken the media interview with your source or received the materials they need for the story, be sure to follow up with the reporter to thank them for the story and stay in close contact for any upcoming opportunities.

I know this last step can sound trivial. However, following up can make all the difference in keeping you top of mind for any future needs the reporter may have.

Landing the pitch in 2022

A lot has changed during the past two years, especially in the media relations world.

While reporters may be more spread out than ever before, and working in a new hybrid environment like the rest of us, the media pitch is still one of the main methods for communicating with journalists and landing the story for your clients. Therefore, it is crucial that PR pros perfect the art of the pitch in order to accrue results.

retail tech pr agency

Why to Hire a Retail Tech PR Agency

When speaking with prospects and new clients in the retail technology industry who have previously worked with a PR agency, we regularly hear that the agency didn’t understand what they did. Often the agency either specialized in B2B technology or in retail, but not both. This is why it’s important to specifically find a retail tech PR agency.

Our friend and advisor Karl Sakas explains this well. He says, “If you needed heart surgery, you wouldn’t hire a general surgeon. If your insurance was good enough, you wouldn’t hire a cardiac surgeon, either. You’d hire a cardiac surgeon who’s done your exact procedure 500 times before. When they have a choice, people tend to hire a specialist.”

With that logic in mind, we recommend that if you’re a retail technology company – whether you provide solutions for the supply chain, eCommerce, payments, or even a vertical specific technologies for grocers or apparel – you work with a retail tech PR agency to drive brand awareness and support your marketings goals.

Here are just a couple of reasons why.

Expertise in retail AND tech

It’s easy enough to find a B2B tech PR agency. A quick Google search retrieves thousands of results.

However, it’s a lot harder to find a PR agency that specializes in BOTH retail and B2B technology. But why should it matter? Simply put, a general B2B tech PR agency is trying to be all things to all people. Meanwhile, a retail tech PR agency knows your industry just as well as you do, if not better.

ketner group retail tech

So, what does that mean? For Ketner Group, that means we live and breathe retail tech. When onboarding a new client, it’s easy for us to understand what the client does and to translate that into terms that retailers and brands understand.

This is especially important if you’re hiring an agency to do content development. If an agency is doing nothing but reading and writing about the industry that you serve, it’s easy to pick up your company’s tone of voice and style to create content that resonates with your target audience – retailers and brands.

Established relationships with retail tech influencers

Beyond having expertise in retail and technology, a retail tech PR agency has established relationships with key influencers in the space. This is particularly important for media and analyst relations.

When working with a specialized agency, it cuts down on onboarding time and the time it takes to gain media coverage. We don’t have to spend exorbitant amounts of time researching and building media lists from scratch. We use our proprietary media lists to customize and build a database of targets for each client.

With most of our new clients, Ketner Group Communications sees media mentions within the first month by leveraging our existing connections with media contacts in the space.

retail tech pickup

Same goes for analyst relations. We have established relationships with key industry analysts and are able to quickly set up introductory analyst briefings with the analysts who cover your space. Additionally, we help cut through the red tape (i.e. sales people) that solution providers often encounter when handling analyst relations in house.

Start working with a retail tech PR agency today

So, you’re convinced – it’s time to engage with a retail tech PR agency. Look no further.

Ketner Group Communications has specialized in retail tech PR for over 20 years. Our deep understanding of the industry makes us experts in retail tech content development and brings with it established relationships with key retail tech influencers – both media and analysts.

Ketner Group speaks your language and knows your target audience. Get in touch today to find out how we can help you drive brand awareness and support your marketing goals.

relationships with reporters

Top Four Ways for Building a Long-Term Relationship With a Reporter

Our president Catherine Seeds has worked in public relations for many years and one of her favorite parts of the job is building long-term relationships with reporters. Those looking to build their own long-term relationships should check out her latest audio clip, which shares top tips for media relations. Can’t catch the video or prefer to read? We’ve included a transcription of her recommendations below.


Build long-term relationships with reporters:

If you are in PR, then you know how hard it can be, especially in today’s media landscape, to get in front of key media contacts in a meaningful way. Hi, I’m Catherine Seeds, president of Ketner Group Communications and I’m so glad you are listening in. Today, we are going to talk about building long-term relationships with reporters.

Let’s get to it!

So, I like to think of relationships with reporters as a marriage. What do the best marriages consist of you ask? Well, a lot, lol! Relationships are not always easy and they take work, but when you and your partner get it right – it can result in something extremely special. The same goes with your relationships with journalists!

Let’s talk four easy things you can do to create a lasting rapport with a reporter:

1. Be a good listener (aka research!):

This is one of the first things we all learn as PR practitioners. When we think about listening to journalists, this means really understanding what topics they are most interested in and what is going to get their attention. Listening is all about doing your homework on the journalist, reading their previous articles, knowing how they prefer to be contacted and understanding their passions as writers. You can’t possibly expect to build a relationship with an editor or reporter if you don’t LISTEN to the things that are important to them.

Listening and identifying what will make a journalist think “this PR person gets me” could be, as Humphrey Bogart says in the movie classic Casablanca, “the beginning of a beautiful friendship.”

be-patient-with-reporter

2. Be patient:

Once you’ve done your homework, listened and established a connection with a journalist – that does not mean you or your client will grace the top fold of the Wall Street Journal right away. Patience, especially in today’s very competitive media landscape, is critical to long-term PR success. As Mahatma Gandhi once said, “To lose patience is to lose the battle.” But that does not mean you have to sit back and wait for things to happen.

As our friends at Muckrack recently wrote, as a PR professional, you need to remember that you are planting seeds – not shot-gunning beers. Having a quality relationship with a reporter does not mean only reaching out to them when you need something – it means putting in the work and planning for the long game to achieve optimum results.

Make it a practice each week or month to simply engage with those reporters that are most important to you. Send them a nice note about a recent article they’ve written, give them a shout out on social media or offer to meet them for coffee to catch up. They key here is to keep developing that relationship while also staying top of mind with the reporter the next time they write about a topic that could be a fit for your client.

be-relevant-for-journalist

3. Be relevant:

As PR pros, it is our job to stay on top of breaking news, relevant topics and differentiated points of view. In short, you need to do what you can to make a journalist’s life a little bit easier!

When pitching a journalist, it is important to bring fresh ideas to the table! In Cision’s “2021 Global State of the Media” report, one of the important key takeaways is to be a trendsetter. In the report, Cision reminds us that “journalists are looking for stories that speak to what’s happening in the world right now, so the better you are at delivering stories with timely narratives, the more of an asset you will be. Sage advice indeed!

Once you’ve secured an interview, make sure you or your client continues to bring their A game to the table with valuable information, such as:

  • What does this news mean for your customers and the industry, and why should the journalist’s audience care?
  • What is one key thing that (your customer or industry watchers) should consider or think about as they are digesting this news?
  • How can you or your company provide further analysis and a point of view for this news? Do you have unique data to highlight the story, or can you point to outliers or differentiators in the story?

In short, think like a journalist would, and not just what is important to you or your client.

be-human-to-reporter

4. Be human:

At the end of the day, it is important to remember that journalists are people, too. They have the same worries, fears, joys, anger, wants and needs as we do.

Journalists are pressed for time more than ever before, and they do not need PR people following up repeatedly on a pitch, especially, if it is not something they are interested in. (Remember, be a good listener!) According to the same Cision report I cited earlier, nearly three in 10 journalists say they never want follow up at all, while many want at least two days to look over a pitch first.

No one appreciates getting annoying emails that are not relevant to us, and journalists are no different. Be human, be kind and be thoughtful when it comes to communication with the media – it will be a win-win for everyone if you do!

There are many other ways to develop long-term relationships with journalists, but the most important thing to remember is approaching it like you would any other relationship. Build trust, create thoughtful communication and above all, be helpful.

Keep the conversation going:

For more tips and advice on building relationships with the media, please visit our blog. Are you Interested in doing more with your media relations strategy? We’d love to see how we can help jump-start your activities and support you for the long-haul. Email us at [email protected]

Until next time, work hard – play hard – and be nice to people!

good to great byline articles

From Good to Great: 4 Quick Tips for Writing Superb Byline Articles

Without a doubt, byline articles are one of the best tools for establishing thought leadership in your industry. 

You get the benefit of having an external source, usually a trade publication, validate your expertise by providing you a platform in the first place. And you get roughly 500 words to establish your prowess on a timely topic.

For a technology provider hoping to increase sales and build relationships in the retail sphere, what could be better?

But the commerce tech space is saturated. Your strong competition is likely matching or beating your media cadence. A published byline article is good. A catchy, well-written article is better.

To take your content from good to great, simply follow these quick tips:

1. Craft a catchy title

Consider the homepage of any popular retail publication: they are chock full of articles for readers to peruse. Why would they choose yours? Because they liked your catchy title.

I recommend writing your title after your article is complete. Ideally, your title should describe the entire article. It should also tempt a potential reader, inviting them to click and read more.

byline-article-title

Personally, I find lists make great, clickable content. So too do themes, alliteration or strong words. When writing the title for this article, I choose the list format. I used both alliteration and an interesting adjective: “superb.”

My colleague Catherine often incorporates songs into her articles, making them a theme that is included in both the introduction and the title. For inspiration, check out, “We Were Remote Before Remote Was Cool.”

2. Write skimmable copy

These days, our time is only becoming more limited. Your reader expresses interest in your headline by clicking on it, but you must capture their attention within the article to tempt them to read. 

Many of us are guilty of skimming content to capture the basic idea of an article, without actually spending the time to dig in to the details.

skimmable byline content

Consider this analysis by Slate, which completed an in-depth investigation into behavior on their site: most readers only scroll to about the 50% mark, or the 1,000th pixel.

To keep reader attention:

  • Break up your content into short, readable paragraphs 
  • Incorporate a variety of headers
  • Add bullet points or numbered lists

3. Match words in lists

By far one of my favorite ways to transform content from good to great is to execute a very simple trick. Each time you list an item within a series, describe it using the same figure of speech.

For example, all of your headers may start with a verb and provide a recommendation, such as the headers in this article: 

  1. Craft a catchy title
  2. Write skimmable copy
  3. Match words in lists
  4. Conclude with a strong charge 

Or, you may choose to write a list of items that feature an adjective and noun, such as, “our technology solution features a user-friendly UI, simple onboarding process and auto-generated dashboard.”

Either way, matching words in lists consistently results in more pleasing, easy-to-read content.

4. Conclude with a strong charge

We all know that a good conclusion should sufficiently summarize all of your previous content. But as a solution provider looking for new business opportunities, you also want to encourage your reader to keep wanting more.

byline-article-conclusion

Unlike a blog post, which can incorporate a promotional call-to-action, a good byline conclusion should inspire your reader to consider a brighter future. 

What will their business look like if they enact their tips? What trends will appear in the future they can be better prepared for? Direct them with a clear path forward.

Transform your article from good to great

Placing a byline article with a publication is only the first step to creating enticing thought leadership content that drives your business forward. Once you’re committed to writing, you want to create an article that inspires audiences and sets you apart from your competition.

Thankfully, simple tricks can easily take your writing from good to great, establishing you as a long-term leader in the space and positioning your company for success.

Interested in getting help with your content? We love to work with clients to help them achieve their media relations goals. Get in touch.

grocery technology communications strategy

Retail’s Big Opportunity Is Grocery Tech: How Communications Can Support Market Leadership

Grocery continues to be the healthiest, most rapidly changing segment in retail today. Grocery and essential retailing were the bright spots in retail during COVID-19, and that trend is continuing. 

The most dramatic shift, of course, has been the surge in online shopping. Research from our client Mercatus and Incisiv found that online grocery sales will reach $250B by 2025, a 60% increase over pre-pandemic projections. To support this, grocers are investing in e-commerce, fulfillment, omnichannel capabilities and other technologies at an unprecedented rate.

According to Progressive Grocer’s 2020 Annual Report survey, grocery executives view new technology as a key priority, “Tech as a whole is top of mind for most grocers. When survey respondents were asked about the best investment their companies could make to be successful in the next five years, the top response was technology upgrades/new investments.” 

Many of our Ketner Group clients are at the forefront of these changes, with technologies that cover a broad spectrum of grocery retailing: e-commerce, personalized engagement, mobile advertising, shopper data, forecasting and replenishment, omnichannel POS and more.

The rapid changes in grocery represent a once-in-a-generation opportunity for technology companies, and a targeted, high-impact communications program can help them make the most of it. 

Here are just a few communications strategies that are increasing engagement—and leads—for our clients.

Content that engages your prospects

With the disappearance of events and in-person prospect meetings, content became an even higher priority for technology companies, as we talked about in our recent KG Connects webinar, and this trend is continuing. 

From blogs to case studies, thought leadership articles and long-form content, content (or owned media) allows companies to build influence and position themselves as an expert resource for prospects and customers. Companies can utilize content in marketing campaigns, sales outreach and social media, further amplifying its impact.

Content is a key pillar of the communications strategy for our long-time client GK Software. Our team runs GK’s blog program in the U.S., and grocery technology is a recurring theme, as demonstrated by this blog on dynamic pricing in grocery. Bylined articles, such as this recent feature in Chain Store Age, are another excellent way to use content for thought leadership.

Media relations that drives leads

Media relations can be a game-changer for grocery technology companies. And while every company aspires to be featured in The Wall Street Journal, Business Insider and the like (and we’ve made that happen for many of our clients), executives also pay attention to the retail and grocery trade media.

As Kirsty Goodlett wrote in her recent blog, a single press release helped generate more than a half dozen leads for our client Birdzi. Retailers are always curious to know what technologies other retailers are adopting, so this press release about Birdzi’s engagement with their customer Coborn’s sparked a lot of interest—and demonstrated powerful ROI.

Press releases are just part of a successful media relations program. Our team monitors industry trends and news to keep their finger on the pulse of what journalists need, and we create the right strategies—proactive pitching, rapid-response commentary, interviews, background briefings and more—to ensure our clients are included in the most important industry stories.

Analyst relations that create influence

Given the dizzying pace of technology changes in grocery and essential retail, industry analysts such as Gartner, Forrester, IDC, IHL Group, RSR Research and others rely on communication firms to help them stay current on the changing technology landscape. 

Adrienne Newcomb’s how-to blog on analyst relations analyzed the importance of a disciplined, proactive analyst relations program. Analysts are key influencers with large retailers in particular, so time and effort here can make a difference in bringing tech vendors to the attention of analysts, and ultimately retailers. 

I encourage you to check out our latest KG Connects webinar on analyst relations for unique insights from both the analyst and vendor perspective.

Grocery technology vendors must seize the opportunity 

These are just three strategies that are creating success for our grocery tech clients. There is much more we could talk about: original research, digital media, sponsorships, virtual and physical events (live events are beginning to return as more and more people receive COVID vaccines), and more. We’d be glad to talk to you about the communications strategies that are working right now.

The point is, be sure to communicate. You may have a great story to tell, but if you don’t tell it effectively and powerfully, no one will hear it. Grocery technology is arguably one of the biggest opportunities in retail right now, and the right communications program will help create success.