Forget what you know about media and marketing, the rules have just changed. Here’s the truth: the internet has changed the way we market in more ways than you could have ever imagined. So much so in fact that marketing to media might not be the best way to get the word out about your book. Now I’m not saying to *never* market to the media, just switch your focus to your real target: the consumer.
Direct to consumer marketing is a hot phrase many marketing people like to throw out. It implies direct access, ease of marketing, and a quicker sale. But accomplishing one or all of these things isn’t as easy as it seems. These days, consumers don’t want to be sold something, they want to hear about it, they buy buzz and they generally buy this buzz from people they trust.
When we you start to look at directing your campaign to market to the consumer, everything about your marketing strategy will change. First, you’ll start to become more aware of topics and keywords that affect your reader/buyer. By doing this you’ll be able to zero in on messages, sites, blogs, and hot topics that you can start commenting, blogging, or writing on.
The media is so inundated with pitches that most of them are just white noise. Also, when a media person needs someone to comment on a story they’re more likely to go after someone who is an “authority” on the subject, than someone who has sent them dozens of press releases. Writing a press release does not make you an authority, your connection to your target community does. That’s why a campaign that is less media focused and more consumer focused will end up driving more media to your book.
I have always talked about becoming an authority, about becoming an expert. This is the same thing only you’re being more aggressive about it, you’re actually marketing to that consumer instead of just adding the label “expert” to your bio.
The new age of media is upon us, it’s not longer an issue of when to pitch, who to pitch, and what days of the week are best, it’s a matter of positioning yourself to be irresistible in the eyes of the media by making yourself the “go to” person in your market.
1) Write and issue news releases often, but make them newsworthy. While press released to the media may get ignored, they have a bigger chance of getting noticed by your customer. Writing direct-to-consumer press releases is a way of “speaking” to your customer through a series of announcements, advice, or trends. When you do this, hone in on keywords that make a difference to them. Don’t toss out high-brow, technical terms that are meant to impress unless your market actually speaks that language. Send a release out via the internet in sites like PRnewswire.com once a month and then, keep them archived in the newsroom of your web site.
2) Forget high profile media targets, go after plugged-in bloggers, high traffic relative-content-rich web sites: while it would be great to have Oprah call, the likelihood of that happening is pretty slim. Focus instead on where you can make a difference and make the sale. Focus on your cuistomer. Where do they go when they’re online and who do they listen to. Those are the people you should be targeting with your story. When you find these folks, offer them tips, helpful advice, story excerpts, whatever is most appropriate for your market/topic.
3) Comment on blog stories the media writes: this is a fantastic way to network with media people. Have you visited a media blog lately? You haven’t? Well, start adding them to your list. Just like I recommend commenting on industry blogs (see bullet #4) you’ll also want to keep an eye out for media who writes on your topic and also has a presence on the Internet. Did you know that the media will notice someone who’s an active commenter on their blog before they notice a news release?
4) Comment on industry blogs: same ideas as #3 but now you’re focused on blogs that matter to your reader/consumer. Go after them and start commenting on what they’re blogging about. This is a great way to network and introduce yourself to folks who may be part of the “big mouth” market in your industry. (the term “big mouth” is reserved for bloggers who have a lot of clout within a particular arena). Also, while you’re at it, get your own blog. If you’re going to network with bloggers, become one of them.
5) Content drives action: getting a content rich web site is a must. There’s no two ways about it. I don’t care what you’ve written or what market you’ve written to. It’s all about content, content, content. Having a resource section on your site, putting a blog up there. Be helpful till it hurts. Put up lots of useful, relevant content and the world will beat a path to your door.
6) Never sell your book to your consumer: the biggest mistake authors make both on and offline is that they sell their book. No one cares that you wrote a book, they only care about what the book can do for them. Sell the benefits, sell what your book can do for your reader but never, ever, ever sell your book.
7) It’s not about you: remember as you’re developing your direct-to-consumer campaign that it’s not about you, it’s about your market, it’s about your reader. Knowing what matters to them will help you circumvent a lot of marketing snafu’s and directions that take you nowhere. Keep in mind the things that matter to your reader and what their hot buttons are. If you can become a channel to direct their issues, challenges, or questions to you and your web site, the media will stand up and take notice.
8) Many goals lead to confusion: what’s the goal for your web site? I mean, seriously, what’s the one goal you have for your site? You mean you don’t have just one? Well if you don’t you should. Having one singular focus will help sharpen your message to your reader. Pick one thing you want your home page to accomplish and build on that. Too many messages will only confuse your reader and send them off to your competitor’s web site.
Selling a book, product, or business has become less about getting into your favorite newspaper, magazine, or TV show and more about making yourself so irresistible that the media comes to you. Build credibility in your market and consumers will buzz, when consumers buzz the media will surely follow.
I completely agree with this. This is the era of social network, with person-to-person connections emerging as king. For my job, I have to create a marketing plan to get people buzzing. I’m looking to forums, blogs, Twitter feeds, Facebook status updates and more instead of pitching our company to editors.