B2B PR – Sell the company first

PR campaigns targeted specifically at a business audience, known as B2B PR, differ from most consumer PR campaigns because you must sell the company first and the product or service second.

The strategic imperative for every business is to engender trust, but particularly in B2B, where the average transaction is higher and the sales cycle longer. Public relations is far more than writing and pitching media releases. PR builds trusted relationships, educates and wins credibility.

B2B PR campaigns are also usually more targeted than consumer ones because you are aiming your messages at a more defined audience. The messages are also more sophisticated and complex.

A well thought out B2B PR program identifies unique value within an organisation and creates a plan for reaching key decision makers. It is also important to emphasise business value and benefits over price. A strategy that focuses only on price is doomed to be very short-term.

B2B communication is also not only the domain of big business. The majority of our clients are small exciting businesses making a mark in their own niche sectors.

But don’t be fooled into thinking B2B communication is easy to plan and implement. It’ s not easy to reach a business buyer – they are short of time, are career-focused and don’t appreciate interruptions. PR is a polite way to reach them to help them learn, grow their business and establish relationships of lasting value.

Those learning environments are now even more critical, given the growing mistrust of many advertising and marketing tactics.

The overall goal of nearly all B2B campaigns is to positively impact a business’ bottom line and offer a true return on investment.

Typical B2B PR activities may include media relations & coverage, speaking opportunities, entering awards, online public relations including social media, strategic partnerships, issues & crisis management, developing corporate & marketing material and many more.

Courtesy of the Dennis Rutzou Public Relations Pty Ltd