How to Secure Coverage for Your Startup Client
These days, the world of business-to-business (B2B) tech is saturated with new companies on a daily basis – meaning that media coverage is no longer guaranteed for every funding round, partnership announcement or executive Q&A. But if you follow these guidelines, your chances are bound to improve:
- Pin down positioning. In B2B tech PR, it can be difficult to secure your startup client coverage when there’s no hard news or innovative, disruptive, world-changing product announcement, so that’s where positioning comes in. A relatively new startup has to have some sort of quantitative or qualitative edge. When positioning them in the media, it proves more fruitful to discuss the hard facts about what the company is doing rather than trying to convince reporters your client is an innovative disruptor. Empty buzzwords will make their eyes will glaze over (and shift their attention to a startup another PR agency is pitching).
- Manage client expectations. This is an important one. Managing your client’s expectations is key when trying to secure them coverage. Building a relationship with media takes time, but unsurprisingly your client will want tier-one business press coverage now…and again next month. Assure them that when getting their feet wet in the fickle world of tech reporting, going for trade publications first can be an effective way to reach a target audience. That way, when working your way up to higher tier, more coveted coverage there will be examples to share with reporters and show that your client has established itself in the media.
- Jump on trends. Asserting your client into the conversation and positioning them as a thought leader on their subject matter is another good way to ensure they get coverage. Stay up to date on what’s happening in key industries by following the right influencers on Twitter and bookmarking the appropriate target publications. Newsletter services like HARO and ProfNet that connect reporters with potential sources are also effective ways to keep up with and comment on trends. Browsing every HARO and ProfNet posting and acting quickly to pitch relevant opportunities have produced effective, quick and easy wins on many occasions.
- Use your connections. Don’t have any? Make them! One thing that we may all forget sometimes is that it’s not the outlets that write stories – it’s individual writers that do. Get to know the reporters you target for stories on social media, whether it’s on Twitter, Facebook or personal blogs. By connecting and interacting with them it makes it that much more likely they’ll open your email pitch if they recognize your client’s name or yours. In other words, be a good PR person and do some research (but be cool about it – see next point).
- Don’t be a pest. As we’ve discussed in a recent blog post on PR myths, there is a right way and a wrong way to pitch and follow up with reporters you are trying to get to cover your client. Although the format of a pitch, length, style, etc. are all subjective and depend on the pitcher and pitched, one thing is for sure and it’s that reporters do NOT enjoy bothersome “call-downs.” Sure, a quick call after an email may be a very efficient way of getting a reporter’s attention, but just use your best judgment and don’t risk having all your future pitches flagged immediately as spam. Similarly, don’t spam or stalk reporters too rigorously on social media – striking a balance is key.
So, what do you think? If you have comments, concerns or questions about PR for your own startup, feel free to drop me a line.