Public Relations Is a Personas Business

By Julie Wright —President
Twitter: @juliewright


It’s so easy today to get glued to our data, dashboards and digital interfaces as we develop and manage content marketing and other web-based communications strategies. But it’s important to remember that public relations is still a people business—or more accurately, public relations is a personas business.

As you monitor email click-through rates, social media engagement and website referral traffic, remember that behind every data point is a real person.  And to do your job for your client or company, you need to deeply understand your audience and what makes them tick as well as click.

So how can you develop and use personas to guide your communications?

1. Personas Start with Customer Data

Dive into the data you already have. Study your customer database and interview your sales and customer service team to isolate the demographic and psychographic profiles of your customers. Look at gender, age, job title, family status, education, values, hobbies and interests.

Let’s, for the sake of argument, say that there are three primary buckets into which you can generally separate your organization’s customers.

One category might be described as female public relations agency owners who live and work in California, have four or more years of university education, have teenage or college-age children, are interested in social causes, struggle to balance their demanding work schedule with family and personal needs, desire a more active and healthy lifestyle and love Champagne and elephants. (This would be me.) You might name this persona “Julie.”

You would do the same for the other two customer categories and explore their basic demographic similarities as well as their shared goals and challenges, values and fears. Let’s say the next persona is freelancers who work from home while looking after toddlers and school-age kids. We’ll dub this persona “Mark.” The third is professional women who are now empty-nesters who we’ll refer to as “Lisa.”

Once you’ve painted a data-driven picture of these three fictitious personas, you need to think about how you would speak to each of them so that they are attracted to your content and ultimately your product or solution.

The first rule of good communications has always been to know thy audience. Knowing them through this analysis of your existing customer data will help ensure that your content marketing pieces will better resonate with people like them.

2. What Problems Do You Solve for Your Personas?

How does what you do or provide in the marketplace speak to each persona’s fears and values or help them achieve their goals or overcome their challenges?

We know that “Julie” is juggling work-life challenges and has a goal of a more active lifestyle.

What kind of content might resonate to engage her?

How about humorous memes taking aim at the illusion that work-life balance is even attainable for a woman business owner? Or a more inspirational message to help her keep her mojo?

Or perhaps you’d develop longer pieces of content with advice and exercises to improve mindfulness, time management or ideas to help her take five throughout the day?

It’s not the content marketer’s job to convince each persona of what they need. It’s their job to figure out what the persona’s needs are and then speak to them with their content and present their product or solution as the ultimate solution.

3. Validate Your Internal Research with Outside Sources

From social listening on platforms like Twitter, to in-house customer interviews and third-party market research surveys and focus groups, you should invest additional budget and energy into validating your own internal research and hunches while expanding your understanding of each persona.

A custom-designed professional telephone and online survey of your persona audiences may seem a considerable expense, but it’s really a direct investment in ensuring you have nailed your personas so you can hit your KPIs and generate ROI sooner.

If budget is tight, work with your research partner who can create shorter questionnaires that will be more economical and still give you insights that your own digital data lacks. Insights you might gain from surveys are the purchase decision criteria (i.e. innovation, safety, convenience, prestige, speed?) that your personas weight before they buy. Or you can use an omnibus survey and tack on questions that help you understand what the size and distribution of your personas are in your market territory.

You could also design your own Survey Monkey survey using its recommended questions and structures.

For qualitative insights, match a handful of your customers with your personas and then conduct interviews to explore and understand their customer journey and motivations (goals, challenges, fears, and values). These one-on-one interviews might validate or challenge your assumptions and help you uncover new high-octane insights to improve your messaging and targeting. You could also approach this exercise as a focus group.

Once you’ve researched, developed and validated a clear picture of your target personas, for a little more inspiration, get creative with more descriptive names and a composite image for each. Julie, Mark and Lisa should become your team’s besties. Julie becomes “Julie the Juggler.”

You can also make her and your other personas more real and relatable with a composite.

Your research will also help you become more aware of seasonal considerations that also impact your personas’ needs and interests. Julie’s January juggling act, for instance, might include Champagne, New Year’s Resolutions for getting her fitness plan back on track and plans for attending and earning media coverage for a client’s product launch at the Consumer Electronics Show.

With research, you will get these deeper insights into your personas’ worlds so your content can be laser focused to attract their interest and drive action.

4. Go Where Your Personas Are

Imagine Julie’s customer journey starting with a discovery phase. How might you position your content to be discovered on the web, via social media, in news reports, at a conference, in digital ads or via skywriting? You get the point. Understanding Julie’s persona allows you to match her media behaviors with your message placement.

What terms or hashtags might Julie be searching? Make sure that your web content is optimized for those search terms and your social media posts for those hashtags. Focus on her interests and search behaviors versus your product’s features and benefits. You might look at your Instagram data to see which hashtags have driven the most views to your content. Instagram business profiles provide more granular data from which you can derive such new insights.

If you don’t know what social platforms Julie uses, check your Google Analytics data to see which refer the most traffic to your website. You might find that Pinterest is providing as much traffic as Facebook. In that case, make sure you’re creating pinnable content on your site so that it continues to drive Julie from Pinterest to your site. Your branded work-life memes for social media need to be given a home on your website (most likely your blog), in order to have backlinks once they’re shared to Pinterest. That way, they’ll drive web traffic for you as well as social media engagement.

With all of your content, your purpose is to attract, engage, differentiate and drive people to take an action. The ultimate action is purchase, of course, but that’s a big ask. So, create multiple smaller opportunities for your persona to get comfortable with you and your brand before you expect a purchase commitment. Examples of small decisions for Julie, Mark and Lisa might include signing up for an email offer, responding to a contest or incentive, registering to download information or attending a webinar.

Other data sources can give you insights into your personas too so you can track their customer journeys. Google Analytics can show you all referral traffic sources and data to help you understand which websites are driving the most visits to your site and the behaviors people are taking once they land on your site.  Google Analytics can also unlock additional demographic information including interests.

This can provide additional clues to Julie’s, Mark’s and Lisa’s interests and needs but also show where gaps may be opening up in their website experience. Where in the journey are you losing them and what can you do about it?

Your paid digital and social media ads can also be driving Julie and her persona pals to your website. How does the paid traffic compare to the referral traffic coming from media hits, influencer mentions and social media? Often the former can produce more traffic but of lower quality, whereas well-targeted press hits, influencer campaigns and social media campaigns can produce a smaller proportion of overall website visits but with a longer duration of visit, more pages visited and a higher conversion rate.

And isn’t that what you want from your personas?

CONCLUSION: Public Relations is Really Persona Relations

The digital universe has created so many opportunities to serve our messages to more people without ever leaving our desks.

That’s a blessing from a convenience and scale standpoint but also a curse if you spend copious hours developing off-base content that isn’t seen by your ideal customers or doesn’t speak to their needs.

Public relations has always been considered a people business. And that’s what PR brings to the content marketing equation: an emphasis on building relationships over time and not simply a transactional view of each interaction. So, don’t lose sight of the real people behind each click, and think of every interaction that a person—or persona—has with your content as another step in a long-term, ongoing and mutually beneficial relationship.

 

Immersive Storytelling is the Future of Public Relations

future of journalism talk by Robert Hernandez


By Julie Wright —President
Twitter: @juliewright


The future of public relations and journalism are two sides of the same coin, and both are experiencing powerful technological advances that are reshaping how the media and professional communicators tell and distribute stories. While these changes have disrupted old business models and best practices, they’ve also benefited people by making it easier to access and consume the news and content they want, whenever and wherever they want.

The next wave of innovation is immersive storytelling and it’s poised to take content producers and consumers well beyond the two-dimensional experience of today’s news reports or public relations’ white papers, case studies, press releases and b-roll.

What Does the Future Look Like for Journalism?

There are already more mobile phones on the planet than toothbrushes or working toilets. USC Annenberg School for Communication and Journalism Associate Professor Robert Hernandez shared this insight to provide context during his opening remarks April 28 to the Society of Professional Journalists’ 2018 regional conference hosted by the Greater Los Angeles SPJ chapter.

The annual conference attracted hundreds of journalists from across the southwest to the Universal City Hilton, and (W)right On Communications was proud to sponsor Hernandez’s presentation, “What Does the Future Look Like for Journalism?”

Well regarded in media circles as an academic and as a veteran of web journalism, Hernandez urged journalists to become early adopters of new technologies and embrace it for storytelling. It’s a message that holds true for PR pros, content marketers and brand journalists concerned about the future of public relations.

Hernandez pointed out that TV took 38 years and radio 14 years to reach 50 million users but the web took only four, the iPod three and Facebook two to reach the same milestone. Technology is changing how we communicate and doing so at a breakneck pace.

On May 1, Facebook announced that it is introducing augmented reality into its Messenger platform. Soon, Facebook advertisers will be able to provide filters in Messenger that potential customers can apply to experience their product—like a new lip color, furniture or fashion—before buying.

On April 30, NBCUniversal and Google announced that they’ll be partnering to produce original virtual reality content for the NBC, Bravo and Syfy networks including NBC’s Saturday Night Live and Bravo’s Vanderpump Rules, which already has some 360 video available on YouTube. Will virtual reality content for NBC News be close behind?

My guess is that Hernandez would hope so. He urged news media to jump on these new technologies—including immersive 360-degree video, augmented reality and virtual reality platforms—and begin using them as storytelling platforms.

“If you think this is the final form, you’re fooling yourself,” said Hernandez of today’s mobile phones, mobile cameras and social media platforms.

The Future of Public Relations is Tied to New Storytelling Tech Too

Public relations professionals—particularly content marketers—should also be experimenting with these platforms and preparing for the near future of public relations where immersive storytelling becomes mainstream. We have the opportunity to adopt and adapt immersive platforms to communicate not just key messages but key experiences. Imagine how much more persuasive such tools would be in motivating a belief or behavior from your target audience.

And imagine how media outlets would appreciate content like 360 video or interactive augmented reality graphics to support a press announcement or event coverage.

With so much content competing to engage consumers and B2B customers today, it only makes sense that communicators adopt the most engaging and breakthrough new technologies to raise their content and messages above the din.

As Hernandez noted, for cash-strapped newsrooms, this technology doesn’t have to be expensive. He shared a VR tip sheet that includes apps to convert your mobile phone to a virtual reality recording device, several 360 video cameras and VR headsets at varying price points.

Hernandez heads up a VR journalism program at the Annenberg School, creatively named JOVRNALISM. He and his students have produced 360 video reports from places like Friendship Park at the border between San Diego and Tijuana and Korea’s demilitarized zone.

In this video, you can use your tablet or smart phone screen to explore a 360-degree view of the DMZ and listen while South Korea’s loudspeakers blast Lionel Ritchie’s “Hello” across the border.

Media outlets on the forefront of augmented reality include The New York Times. Hernandez cited their AR piece on David Bowie, which documents his costumes and style through the ages. Open The New York Times mobile app or navigate to their mobile website and search “augmented reality” on your iPhone or Android device to see and experience and be inspired by these incredible AR features.

Hernandez described AR as a “new type of journalism.” Here’s how The New York Times described it in their AR guide for readers:

“If photography freed journalists to visually capture important moments, and video allowed us to record sight, sound and motion, then our augmented reality feature goes a step further, making flat images three-dimensional. AR brings our report to you in a way that makes it more immediate than ever before. Imagine if journalists applied this technology to stories on the homeless and other topics where immersive technology can bring an experience to life.”

            – Your Guide to Augmented Reality in The Times

Imagine what content marketers can do when they deliver an immersive case study experience for their targets rather than another six-page white paper.

It’s not difficult to see how immersive storytelling could more effectively drive behavior change or swell a nonprofits’ donor rolls with an immersive public service campaign. Imagine using virtual reality to put your target audience in the passenger seat next to a distracted or drunk driver, in a homeless shelter, in an animal shelter or in a wilderness refuge being threatened by deforestation or climate change.

With augmented reality, imagine that for every donation of $100 to a wildlife cause, an app creates a 360 video of you surrounded by elephants at a watering hole or sitting with a panda bear in a tree and gives you the option to share it on your social networks. On the other end of the spectrum, picture an immersive corporate annual report that takes shareholders into the boardroom, onto the factory floor and into the field.

A new frontier is opening up that incorporates sensors with immersive technologies, says Hernandez. He has tried on a virtual glove that allows you to feel things in a 3D world—from a spider running across your hand to a cup of hot coffee. While this technology is still in the lab, it’s what’s coming next.

Hernandez didn’t omit the ethical questions that these immersive storytelling technologies prompt. In the immediate future, these technologies will be used to manipulate reality for “fake news” and misinformation where virtual reality cannot be distinguished from truth or actual reality. This is a scary downside, given how susceptible to fake news and conspiracy theories the public has shown itself to be.

Just like data privacy, cybersecurity breaches and social media bots; manipulation of virtual reality is another threat that communicators, journalists and society will need to navigate, but the sooner we adopt and become proficient in these technologies, the sooner we can put them to use for better storytelling experiences and the future of public relations and journalism.

“Content is king. This is still holding true. It doesn’t matter what technology we use. It’s how we use it to tell stories. It’s your attitude as a journalist and how you view that technology that determines the future of journalism.”

           – Robert Hernandez, USC Annenberg School of Communication and Journalism

If your attitude as a communicator is one of curiosity and comfort with change (and I hope it is!), then immersive storytelling technologies should excite you about the future of public relations and the new frontiers they will open for our craft.

The 411 on Social Media Best Practices in 2016

By Kara DeMent, Communications Coordinator


With more than two billion active social media users today, having a presence on social media is a must for brands that want to get noticed. With “best practices” and social media platforms evolving and ever-changing, it can be tough navigating the social media landscape to create effective campaigns.  If you want to be a savvy social media communicator in 2016, here are five ways you can stay on top of the game.

1. Inspiring Visuals

Use strong visuals that leave a lasting impression. Content paired with a great picture creates 650% more engagement according to recent studies. Recently, WOC helped hospitality client partner, Delaware North, secure the win for Best Use of Visuals from PR Daily – a great example of how creating captivating visuals can help your social media presence stand out.

2. Consistency is Key

Content says everything about your brand. And if you’re not consistent with creating and producing your own content, your brand will feel it. Continuously producing good original content gives you a better chance of being seen by your audience. The more you produce, the more love you’ll receive from your audience – although this depends on what your brands/clients’ needs are, you don’t want to over produce or under produce, so always keep this in mind.

3. Follow the Golden Rule

Whether it’s a fun visual, new product launch or exciting announcement; share, like and comment on content that other brands and influencers of interest to your audience produce. This exposes you to others who in return, may also share your content and help increase your followers and help your engagement. Give and you shall receive.

4. Engage Your Audience

Those of us who are social media pros don’t post content for the fun of it. We post for the opportunity to help our clients raise awareness, drive interest and build relationships. In order to make that opportunity a reality, that means we engage with our target audience by answering questions, commenting, sharing and liking content. The more you engage on social media, the closer you’re to achieving your client’s business goals.

5. Measuring Success

Measuring your social media results only helps you better your social media strategy. It shows you what’s working and what isn’t working. It gives you the leisure to experiment with what works for your brand. If you’re not sure how best to measure your results, the “Big 4” from Buffer is a great guide to follow.

If you’re still stuck on breaking through social media, our team at WOC can get you on the right track. Give us a call or find out more about our capabilities here.

How Infographics Work and Why Your Brand Needs to Use Them More

increase in visualsBy Chance Shay, Communications Strategist

In 2015 it’s impossible to browse a news site, scroll through your social media stream or learn about an innovative product without coming across an infographic and there’s good reason for that.

Humans are consuming more information than ever before. In fact, in 2008 Americans consumed about 1.3 trillion hours of information outside of work. This works out to an average of nearly 12 hours per person per day, which means most American’s are constantly consuming information other than when they sleep.

With so much information coming at a person each day, how does a brand communicate in a way that gives itself the best chance at having its information capture the attention of current and prospective customers?

Visually.

In addition to allowing information to be consumed easier, infographics lend themselves perfectly to the modern culture of social sharing. The cool designs, fun visuals and interesting kernels of data make infographics the perfect content to share with Twitter followers, muse about on YouTube channel,s up-vote on Reddit or even write a blog about (this blog about infographics being good for blogs = blogception).

But enough words, we’ll let the visuals do the talking. The good folks at NeoMam Studios put together an awesome interactive infographic webpage (we LOVE HTML5 too!) illustrating thirteen reasons why your brain craves infographics. Some of those images are below, but visit their webpage for the full list.

And remember the golden rule: if you can communicate your message visually, do it.

visually wired

information overload

visually persuasive

Check out our related posts below:

Solution-Based Web Tools For Every PR Pro

Your Competitive Advantage is Being Human