So, how do you “package” news that will be acceptable to the gatekeeper? First, add a human element. How does your story impact upon people. The more the better. An Ice Cream Scooper Bowl that raises money for a good charity and feeds thousands is of more interest to the press than an isolated incident or promotion.

Second, make the reader part of the story. When is the Scooper Bowl and what is the best time to avoid big lines? How can the reader contribute to the good cause even if he can’t make it to the event?

Third, bring the story close to home. What is the hometown of the Scooper Bowl sponsor? What local little league will be helping out as the scooper duper helpers? What business and community leaders will act as “celebrity” scoopers.

Fourth, say something memorable. “This Scooper Bowl will help lick this tragic problem,” you might suggest. Or, “This Sunday your ice cream sundae will help whip this difficult condition.” Offer pithy quotes and the press will come back for more — not only for this story, but future opportunities as well.

Fifth, be unusual. The Scooper Bowl, if faced with rival events, could feature only homemade ice cream and farm fresh toppings. Or perhaps the ice cream is served in miniature trophy cups.

Now you can scream about your proverbial ice cream. Enjoy the works.

Steve Dubin of PR Works

KINGSTON, MA… 

The new “normal” is higher cost for fuel, health insurance and supplies and less revenue due to a snail’s pace economy. Business owners are already wearing too many hats. What can they do keep their head above water?

Business owners often have good marketing ideas, they just don’t know how to prioritize them or have the capable hands to get things done. In recognition of the critical economic situation and the ever expanding complexity of marketing choices, PR Works, a full service public relations and advertising company based in Kingston, MA, is introducing a Small Business Survival Package to help solve the marketing riddle.

Small Business Survival Package addresses the critical public relations and marketing efforts that should occur on a monthly basis. The service includes:-

• Free PR/Marketing audit to review current activities and new opportunities.
• Organize database of customers – especially email and snail mail.
• Develop campaign to harvest customer/visitor email and snail mail.
• Constant Contact (E-newsletter) – Review options. Set up account.
• Facebook – Review options. Set up account.
•  Twitter – Review options. Set up account.
• Texting campaign – Review options. Set up account.
• Update and refresh website copy. Add short video intros, newsroom, E-newsletter opt-in box.
• Blog – Arrange for addition to website.
• Monthly news release – Also repurpose for blog, e-newsletter, Twitter, Facebook.
• Includes 5 hours of consultation per month.

“Small businesses are hurting and need to find new customers and expand sales to existing customers,” said Steve Dubin founder and president of PR Works. He added, “Persuasive, compelling advertising and marketing is even more critical in tough times. The challenge has gotten more difficult. There are even more complex choices and fewer dollars to go around. Although there is no silver bullet, a consistent message delivered to a consistent, targeted audience on a consistent basis will yield strong, positive results.

Prudent choices must be made and implemented.”

PR Works offering The Works

For 20 years, PR Works has been providing a wide expanse of public relations and advertising services including strategic PR planning, news releases, Facebook, Twitter, LinkedIn, newsletters, E-newsletters, website makeovers, case studies, grand opening management, product and service launch management, brochure/collateral materials, advertising campaigns, direct mail, and telemarketing.

For more information, visit the PR Works website at www.prworkzone.com or become a fan of PR Works at http://www.Facebook.com/PRWorkzone. For FREE brochures entitled “Making E-Newsletters Effective”, “Social Media Myths Removed”, and “Video to Web is a Blockbuster”, please contact Steve Dubin at

(781) 582-1061, sdubin@prworkzone.com, 51 Lot Phillips Road, Kingston, MA.

The following are some pointers from our trusted colleague, Ken Cheo of Winfree Business Systems, a sales consultant.

GETTING STUCK IN THE MIDDLE

Here is a situation I encounter a lot with clients. I debrief with the client regarding a first meeting with a prospect. They tell me that the meeting went very well. They were able to generate good rapport and there was good discussion on the prospects needs which are a good fit for their products or services. The prospect said something encouraging like “I would like to do business with you” or “It sounds like you have just what we need”.

Then when I ask how did you leave it with them or what is the next step, they say something like, “They will call me next week after they bring it up in a meeting” or “They said they wanted to think about it for a while and will get back to me”.

It is easy for us as salespeople to be optimistic about our chances to make a sale and we need to maintain that positive attitude through the adversity. A seasoned salesperson would know that in a situation like this, you will not always receive that call back. In fact, many times it will be you that makes that follow up call and sometimes you end up having a difficult time getting reconnected or the project gets delayed for various reasons.

To be sure you are being most efficient with your time; you must first be able to recognize a real commitment. Then you must make sure you ask enough questions to gage their commitment so you know how much time to devote to this opportunity and when. Often times they tell me they are afraid to jeopardize their good rapport by appearing “too pushy”.

If a prospect really has a problem for you to solve and want your help, they will welcome a conversation about what needs to happen in order for them to solve it. It is when they have some hidden agenda that may prevent you from doing business with them that would prevent them from giving you a more firm commitment.

Set an agenda at the beginning of the meeting where you both agree on the potential outcomes for the meeting and if either one of you feel that you cannot do business; it is ok to say “no”. This will help create an environment where they are more open with the discussion and able to say so if they don’t see a fit.

If you do not close in the first meeting, understand what needs to happen between that first meeting and the time they will be able to decide and then get a commitment to work with you through that process. If you are not getting a genuine commitment to work towards a decision you should ask them about it.

If you want more advice about how to close more business faster and pay yourself what you’re worth, contact Ken Cheo at 508-735-5399 or email kcheo@winfree.org. Ask about the free sales workshops or for a no-cost consultation.

Just last week I was attempting to parrot my “elevator pitch” and was interrupted.

“What do PR firms do now that on one has the time or the interest in reading the Boston Globe?”

This is NOT the first time I’ve heard this challenge. First, I inform my colleague that we now call our former powerhouse newspaper the Boston Glo. Half the circulation, all the pomposity.

Second, I explain that PR is STILL about reaching people and positioning our clients as the “go to” source for their product or service. It’s just that the WHERE has changed.

Instead of starting the day with the Boston Globe and a cup of coffee, it is fire up Boston.com, Facebook, LinkedIn, Twitter and YouTube for starters.

Now the challenge is to be visible is ALL the places that your best prospect might be looking. Google, Vimeo, Craig’s List. Feed the beast. And feed the information beast on a regular basis – or your competition will be MORE visible.

But how?

Content is still KING on the Internet. “How to” articles, intro videos, milestone news releases and blogging of all of these help create a presence, some traction, brand recognition.

The new fractionalized media landscape challenges you to be more creative, more aggressive and more consistent.

Need help identifying opportunities? Packaging them? Getting messages to the right audiences?

Email me, Tweet me, send a LinkedIn message. Or go Old School and pick up the phone.

Steve Dub9in, owner of PR Works

KINGSTON, MA…

A lot has changed in the 20 years since Steve Dubin launched PR Works, a public relations agency based in Kingston, Massachusetts. Snail mail was just mail, the fax machine was the new kid on the block, and New Kids on the Block was the hottest group around. Twenty years later, PR Works is still going strong while the Internet has changed how everybody does business and the New Kids on the Block do reunion tours.

“You can make a case that the Internet affected PR perhaps more than any other industry, from how we research and distribute releases to the news organizations where we send those releases,” said Dubin. “What hasn’t changed about the business is it’s still about the stories. If your client has one to tell and you’re doing your job, coverage typically follows.”

Beyond the advances in technology and media by which to get your client’s message out—e-mail, social media, online newsrooms, etc.–there’s another area where Dubin has seen growth: cause-related marketing. Some of the causes PR Works clients have embraced include The Boys & Girls Club, The Arbor Day Foundation, The Home for Little Wanderers, Cape Cod Cares for Our Troops, local food pantries and Toys for Tots to name a few.

“Consumers want to patronize and do business with companies they feel good about. By actively encouraging your clients to give back to the community and not be shy about it with your PR and marketing, you can create considerable goodwill for your firm. It really is a situation where everybody wins and nowadays, those are the situations you want to be in,” said Dubin.

PR Works offering The Works
For 20 years, PR Works has been providing a wide expanse of public relations services including strategic PR planning, news releases, feature story development, media placement, media coaching, newsletters, case studies, grand opening management, product and service launch management, press tours, and press conference management. In addition to public relations, PR Works provides complete marketing services such as brochure development, advertising campaigns, direct mail, and telemarketing.

For more information, you can visit our new website at http://www.prworkzone.com or become a fan of PR Works at http://www.Facebook.com/PRWorkzone. For FREE brochures entitled “How to Talk to the Press”, “Making Newsletters Noteworthy”, and “Seminars Lead to Motivated Prospects”, please contact Steve Dubin at (781) 582-1061, sdubin@prworkzone.com, 51 Lot Phillips Road, Kingston, MA.

Steve Dubin of PR Workzone shares insight in Cape & Plymouth BusinessConnector http://bit.ly/7EHfCc

Getting a gig such as an on-going column can be a daunting task. How do you go about it?

1. Select a reasonable schedule for the on-going column. It’s more likely to be monthly than weekly.

2. Draft an entertaining cover note to entice media gatekeepers.

3. Draft three punchy sample columns. Focus on practical, objective information that your audience would find useful.

4. Avoid self-promotion or any hint of a sales pitch for your business.

5. Email a cover note and sample columns to the appropriate media gatekeepers. This may include the business editor of your local daily newspaper; the managing editor at a niche/trade publication; an online article site, etc.

6. Follow up via phone with media gatekeepers after five business days. Note – It often takes five calls to the same editor to reach resolution.

7. Win, lose or draw – continue to draft additional relevant columns. Well written pieces on relevant topics will resonate with the media at some time.

Columns are worth the effort.

PR Works has helped numerous clients establish “the expert” position by developing on-going columns and relationships with targeted media outlets.

Let us know if we can help you obtain an on-going column and make you the WINNER.

If you own a service company, there are ways to direct traffic to your site without spending a lot of time or energy and without the high cost of purchasing leads.  Would you like to learn more?

Join us at an upcoming seminar led by Roland Lacey, founder of MediaRight Technologies and an expert in Search Engine Optimization (SEO).
“The New Sales Tool – Turning your Website into a Lead Generation Machine” Seminar
When: Wednesday, June 17, 2009 from 8 to 10:30 a.m.
Where:  25 Braintree Hill Office Park, Suite 200, Braintree, MA

Learn strategies on how your company can dominate the local search market for your services.

Discussion topics include:

* SEO
* Google Adwords
* Web development that works
* The best way to bring motivated prospects to your company’s website

Cost to attend is $25
All proceeds from the seminar will be donated to the Boys and Girls Club of Marshfield

Light refreshments will be served.  Space is limited.

To reserve a seat at the seminar or for more information -
Contact Roland Lacey at (781) 924-1141.

Sponsored by PR Works.