Ah, the early adopter. Their the people who grab on to things first, they start trends and they are influencers in their respective communities.

Whether you’re a startup, a movement or a personality, you need these early adopters. Marketing to early adopters can be slippery though, what they grab on to is almost entirely motivationally based. Toss out your traditional “Three P’s” of marketing if you want to capture this crowd, you’re going to need to think through what makes them tick.

Whether you’re building a product or starting a movement, keep your early adopters in mind. Strategies of early adopter marketing require a deep understanding of their motiviations.

Early Adopters Value Intellectual Stimulation

It doesn’t matter what your target market is, a certain segment of them are early adopters and early adopters like to be challenged and stimulated.  Puzzles and quizzes are intriguing to these people, but they get bored easily, so make sure the content matches the intelligence level.

Don’t mistake this to assume that every puzzle or quiz is intriguing to early adopters. They aren’t necessarily the “Buzzfeed” quiz takers. They like to learn and be challenged but they aren’t interested in dumbed down versions of anything. By the time something has caught mass adoption, early adopters have either “been there/done that” or are already deeply engaged in using the product.

Early Adopters Have High “FOMO.”

Because they value their role as early adopters, they never want to be “out of the loop” or miss something that’s particularly cool.

Tap into that “Fear of Missing Out” during the earliest stages. Give them ways to be cool to their community by letting them be the gateway to a broader audience and you’ll be tapping into their desires to be seen as an early adopter.

Google generally does this really well when it launches products. It does an initial invitation to known early adopters and gets everyone else clamoring to be part of it in the first phase and SEEN as an early adopter. Google definitely has marketing to early adopters down.

Early Adopters Are Attracted to Art, Emotion and Adventure

Perhaps more than any other target market, early adopters are pulled in by emotion, art and adventure.

This is one reason why Apple’s early emphasis on design caught on with early adopters, they loved the elegance of the product and interface, the art of the experience.

Remember, art, emotion and adventure can happen online and offline. This is a place where you can really get creative and have some fun. It’s also easy to identify these people based on where they go because events like TED and TEDX inherently draw early adopter personality types.

Because of this constant searching early adopters have, curiosity is a primary trigger for action. Tripping the curiosity trigger requires some thought because early adopters aren’t generally suckers for the usual mass-marketing techniques; they’re a little more sophisticated than that. You’re going to really have to think of something that genuinely makes them curious.

The “Why” Seriously Matters

Early adopters are very observant they generally see through tactics and need a reason to be inspired.  Your marketing message to early adopters needs to be centered around something inspiring.

Instead of focusing on product features, tap into the deep intellectual and emotional reservoir of early adopters and give some insight to them about why this product or movement matters. You’ll likely need to do some message testing here, but it will be worth it once you hit on the “why” that matters most.

Don’t Confuse Early Adopters for Extroverts

It’s easy to lump the two together, but research shows that messaging that targets extroverts actually repels early adopters. Early adopters like intrigue and creativity, they aren’t particularly attracted to social attention in a public way. This doesn’t mean they aren’t on social media, it just means that their triggers are different. They like to have their role as early adopters confirmed, but they also like to be the messenger of that delivery.

It doesn’t matter whether your interview is with the Wall Street Journal or a tiny vertical publication with a niche audience. You, the company representative, the thought leader, really do set the tone for the the interview. You control first impressions; you influence the tone and nature of the interview, and you set the stage for a fantastic interview or a deadly one. PR is like building a suit. There are 500 ways to screw it up. This post is part of a series on how to screw up PR. There are literally thousands of thing not to do in a media interview. So, let’s discuss 4 ways to screw up a media interview.

1. Be Unresponsive to the Interviewer’s Time

Journalists are under more pressure than ever today. The average journalist covers 4 beats, up 25% from last year, and 21% say layoffs or furloughs contribute to an increasing workload. More journalists are freelance, meaning they work for many publications and don’t get receive benefits, like paid time off, or even health insurance. From scheduling your time with a journalist to sending follow-up information like headshots, or company stats, journalists need you to do what you say you’ll do, and they need you to do it fast.

Many people think because so much content is digital, there are no deadlines. We indeed deal with PRINT deadlines less, but more than ever, there are deadlines. The pace of content creation that publishers and editors must keep up with necessitates deadlines.

So when you’re working with a journalist, it’s just good practice to be ultra helpful and responsive. Doing so might be the difference of getting in the story or not.

2. Treat the Press Like the Enemy

The press needs an angle, a story, something that people want to read. That’s what they really need. That every person in the press is out to get you, personally, is overblown. There are very specific circumstances where an investigative journalist has a job to do. If you’re in that situation, then you need crisis comm, not interviews. It’s unlikely that a journalist is approaching their conversation as a “gotcha.”

Now, that doesn’t mean you can drop your guard, it means you come to the table playing offense, not defense. Respect the interviewer’s time, give them a reason to be glad they showed up. Treat a media interview with the same level of professionalism you would treat an important meeting with an investor or a dream client, and you will probably be just fine.

A journalist is another human with a job to do. That’s all. Treat your interviewer like a human, and you will probably get the same professional courtesies back. Or you could screw up your media interview by treating them like the enemy and receive the same professional courtesies back.

3. Act Like the Journalist is Working for You

Let’s be clear: Aside from an accurate representation of your quotes and conversation, a journalist owes you nothing. They don’t owe you approval of the article; they don’t owe you a link to your website. They don’t owe you any. thing. They do not even owe you a retraction of an embarrassing statement. If you actually said it, you own it, don’t ask for a retraction or edit unless the quote is just wrong. This is not a paid placement, it’s not an ad. You do not have editorial control.

For example, during an occasion where we secured a magazine cover for the most prestigious cannabis industry magazine. The CEO went on a full-throated campaign to art direct the cover and the entire photo shoot, a photo shoot the magazine was paying for. He insisted on making the photographer come to his difficult-to-get-to home, for an outside location shoot even though outside shoots are harder on the photographer, and despite being told that studio shoots present better on magazine covers. The photo journalist was lovely and gracious and in touch with our team, but there was little we could do from a distance since the CEO declined to have a representative at the shoot.

When the publication came out, the cover disappointed the CEO. And I had to agree with him. It wasn’t the most flattering photo I’d ever seen. I’m sure there were better photos, but in a situation like this, the editor has full editorial control and I’m also sure the photojournalist had had enough with the prima donna he was throughout the entire process. So while the photojournalist was incredibly professional to our team and on-site, she felt completely disrespected and her work reflected her feelings.

When you’re working with photojournalists and journalists, be gracious. Take your cues from them. Make their jobs easier, not harder.

4. Be Unprepared

Remember the recommendation to treat your interview like you would a meeting with an investor? Would you go to an investor meeting unprepared? Of course not, so don’t screw up a media interview because you didn’t prepare.

Do your homework, because the journalist has. According to MuckRack’s State of Journalism, 77% of journalists say Twitter is their most valuable social platform, and LinkedIn is a distant second. Jump on Twitter and see what they’re talking about, and while you’re at it, take a sharp eye to your own Twitter and LinkedIn to make sure it’s your best self.

Read a few recent articles by the journalist and get a sense of their style and beats. As a bonus, you’ll also get a look at some of the other publications they write for and you may create interest in another angle for another publication.

What are your must airs? Decide ahead of time how you will answer the likely questions, and what’s most important for you to say what are your “must airs”? Also, decide in advance how you will handle the tough questions. Be purposeful, strategic, and planned.

Know your facts. You need to be able to cite the facts and the source, and you need to be confident when you do it. If you don’t have your facts straight, you will lose the confidence of the interviewer, or worse, the audience.

If your meeting is on Zoom, dress for the moment and make sure your lighting is on point. If you’ll be on TV, brush up on what does and doesn’t look good on TV.

A really great media interview is a skill. It takes practice. But you CAN have a successful interview if you simply give yourself the best chance by being empathetic to the journalist, respecting their job and being prepared.

 

If you’re looking to brush up your media skills or develop a strategic thought leadership program, take a look at our stand-alone thought leadership offering.

The cannabis industry is growing rapidly, and with that growth comes an increasing demand for cannabis conferences and events, like the granddaddy, MJ Biz in Las Vegas. Obtaining media coverage at a crowded conference is almost never an accident. Maximize your event budget with these 3 strategies that will get you PR at MJ Biz.

Think Like a Journalist and Plan Ahead

When you think about your cannabis marketing budget and calendar, you probably think about your needs or your customer’s needs, but for effective press coverage, add journalists and their needs. We’ve helped our clients stand out from the competitive cannabis show floors like MJ Biz with ideas that make the lives of journalists easier. When you think about what the day is like for a journalist who visits the trade show floor, you’ll get some empathy for their jobs. They’re looking for trends readers will click through to read while also looking for a distinctive point of view that will be different from every other journalist’s article. Ultimately, the journalist has the same challenge as you: standing out from the very crowded field.

Look at the trends impacting the cannabis industry and ancillary topics for ideas that will get you ahead of the competition on the expo floor. Think about how these trends are impacting the larger economy or general public and think about how you can talk about that trend in the months, weeks, and days leading up to the conference. A well-oiled cannabis industry expo PR campaign will include social media, direct media outreach, and perhaps even a press release.

Double Down on Expo Activations

From sponsorships to events, to stunts and ambassadors, the reason everyone loves a cannabis conference is there are so many ways to elevate your presence and raise awareness when there’s a captive audience.

While cannabis samples aren’t allowed on trade show floors, many cannabis companies get around this by hosting private events – at MJ Biz in Las Vegas, there are literally 10-30 private cannabis events every night. Given the saturation of these events, many companies look to stand out in other ways.

Think about guerilla marketing campaigns that leave an impression by following the event attendees around the city. This could include everything from subtle cues to flash mobs. A treasure hunt that rewards attendees and drives them to your booth is a good idea. This kind of word of mouth can intrigue cannabis journalists and give them an incentive to learn more.

Invite Cannabis Journalists

Before the MJ Biz Conference in Las Vegas, think about what scheduled activities will happen in your booth. Having a schedule of appearances, activities, or activations at your booth gives everyone an incentive to be there at a certain time, and who doesn’t love a crowd?

Then, give journalists a sneak peek. Reach out to journalists who will be covering MJ Biz and give them the schedule of events, activations, and on-trend topics your company is talking about at MJ Biz so the media knows where to find you and what’s interesting. Consider providing assets like quotes, images, and/or b-roll videos to journalists in advance. Being a resource to journalists is always a great way to make in-roads with media.

MJ Biz is one of the biggest and best-attended cannabis conferences in the U.S., but it certainly isn’t the only one. We keep an updated list of cannabis conferences available for download.

If you’d like more on-brand and tailored ideas that will maximize your cannabis expo investment, contact us directly. But don’t wait – the best campaigns come from thoughtful planning.

Over the years, I’ve learned there are over 500 ways to screw up PR. I’m going to be honest with you – I have a lot of conversations with people who say they hired an agency and got nothing, or not what they were promised. The consistent takeaway for these folks is often “PR doesn’t work.” You can imagine my skepticism when people say that because, without exception, we know it does. We have launched brands, driven record sales for brands, and sent them through IPO. But it’s totally worth diving into a few of the reasons PR doesn’t work, with one caveat, it’s RARELY just one of these things.

 

PR Agency Mismatch

Perhaps one of the most important keys to success is agency fit. The most successful relationships align on experience level, ambitions, and cost. Let’s dive into that a little more.
Experience level. Some stories, some products, and some movements are just harder to pitch. If you’re one of those companies, you probably know it deep in your heart. Does that mean you won’t get any PR? No, it means you need to find agencies who either have direct experience telling stories like yours, OR you need to have an agency whose storytellers are seasoned enough to know what lessons they’ve learned and how to apply them now.

Ambitions. If your ambition is to double your sales, then the brand commitment needs to match that, and no single one lever can change sales overnight. It’s also important that you weigh the time-money continuum here. The faster something gets done, the more upfront work it takes.

Yet, if you say “we want to double our sales in 3 years,” it could cost you more than 3X, even if it feels cheaper on a monthly basis. So be clear on what it will take to meet your objective and be sure you’re attacking that aim from all fronts which you control.

If you’re a DTC brand, make sure your SEO and PR teams are operating together. If you’re a consumer tech brand, make sure you’re tapping into trends with your social media. If you’re a CPG brand, make sure the rest of your branding (internal and external) matches the values your product projects.

Cost. PR cost and ambitions are closely tied, because time and cost are deeply connected. There are PR agencies that are cheap, and you will find that some PR agencies are extraordinarily expensive. I would say if saving money is your biggest ambition, then maybe PR isn’t right for you. PR is a lot like building a house and no one ever advises you to pick the cheapest contractor.

If your budget for PR is less than you would pay an executive assistant, then you’re probably undershooting your goals. Whenever someone tells me they hired a firm and got nothing, I usually find that they hired a firm and were the cheapest client that the firm had, OR they hired a scary cheap firm. There’s value-driven pricing and then there’s scary cheap. Learn the difference.

There are only two ways to get scary cheap: hire inexperienced people, or spend no time on the account. That’s it. That’s the only way scary cheap PR agencies work. You’ll get a sense of which one you’ll experience when you meet the team. A seasoned team won’t be spending a lot of time on the account. If the team is inexperienced, then they’ll spend a lot of time learning on your dime. That’s a signal you should watch for.

Your Agency isn’t REALLY a PR Agency

Sometimes agencies try to be all things to everyone and offer every marketing, branding, advertising, and PR service under the moon. That’s a REALLY difficult thing to do.

PR agencies absolutely overlap with other agencies regularly.

There are parts of what we do that a branding agency will also do – like planning word-of-mouth opportunities or creating publicity stunts. Sometimes a branding agency will also create content for their clients, or surveys. That’s also something that PR agencies do-both can usually do them equally well depending on the purpose of the content. But where branding agencies and PR agencies are separate is media outreach, journalist relations, and understanding of the media. And candidly, very few PR agencies have the talent to develop a well-rounded brand from a visual standpoint.

Unbelievably, I’ve seen “entrepreneurial coaches” pitch themselves as PR experts. I think these people understand a lot about self-promotion, and believe me, that’s a true skill, but they rarely really understand media relations outside of sending a press release. Which isn’t the reason you send a press release.

Ad agencies and PR agencies have very little in common. If your ad agency says they can also handle your PR (or vice-versa), that’s typically a red flag.

SEO agencies aren’t PR agencies either. Now, as a digitally savvy PR agency, for our bespoke clients, we absolutely dive into the SEO of our clients so we can incorporate keywords and important links. But let me assure you, we are NOT an SEO agency. Nor is your SEO agency a PR firm. Don’t confuse the two. Unless you’re working for one of the world’s largest agencies, there are very few exceptions to the fact that the two rarely go together.

 

Collaboration or Miscommunication

The root of this is usually either the personalities just didn’t fit, or there wasn’t bandwidth for consistent communication on either side. A truly bespoke PR program is highly intimate and collaborative. If that isn’t happening, you will find results suffer. Another aspect of this is executive or spokesperson availability – when the executives aren’t making time for journalists on deadline, then the success rate falls dramatically, AND your PR team is reluctant to pitch him/her to their best contacts because relationships matter and no one client is worth burning a long time media partner over. Sorry, but that’s the truth.

The media, and especially journalists, are under extreme stress these days. When clients don’t get back to us immediately about opportunities, that makes it really difficult for us to take advantage of the most interesting and timely media opportunities. PR agencies often receive inquiries from the media, but those inquiries have tight deadlines, sometimes even less than a day. So if your PR team is promoting you 2-3 times to get back to them for a query, that’s a red flag.

 

Since there are over 500 ways to screw up PR, that’s the reason we structure our programs the way we do. If you’ve ever talked to us, you know, we take our partnerships exceptionally seriously – our bespoke PR results and client reviews prove it. If you’re in the middle of hiring a firm, and you’re having a hard time differentiating, call us. We’ll give you our unbiased opinion of the top PR agencies you’ve identified.