When done well, PR pitching can be almost an art form.
If your pitch meets the criteria of the recipient of your outreach, its likely your message will be well received and may even produce the action you are aiming for.
The opposite is also true when a pitch is as thoughtless in its creation as it is mindless in its execution. You know the kind of thing I mean, email pitches in particular.
What if such pitching were to be automated, where the targets of your pitch weren’t individually assessed to see if each were the “right” target for your message (and for your client or employer)?
Instead, what if you created a hit list of thousands of email addresses and hit them up with automated email pitches on the basis that if you hit a large enough quantity, a small but sufficient enough number will respond to make your effort worthwhile.
That’s what PR Hacker is doing in the US, according to a report in The Holmes Report quoting PR Hacker founder Ben Kaplan describing the business approach from his previous experiences in book promotion that he’s bringing to his PR firm:
[...] His model relies on A/B testing and 1% conversions from massive media blasts to generate lots [of] media coverage quickly for clients – without the status reports, weekly update calls and other administrative overhead of traditional agencies.
Here’s how that works. The PR Hacker team blasts pitches to a database of 7,000 tech media and expects a 1% conversion to land its client, at least, 70 hits. Kaplan also keeps databases on money/business media and relationship/romance media that each have upwards of 5,000 contacts – so a multi-vertical pitch, by his estimates, should yield close to 200 hits assuming the minimum 1% conversion. To keep the pitches from seeming too much like spam, he personalizes various fields within each pitch.
“We A/B test our pitches on the lower tier guys first,” he explains. “Then we go to the top-tier with what’s been tested…And a great story will trump all. So rather than focusing too much on personalizing, we focus on getting the story right.”
Looks to me like an approach to spam on an industrial scale. At least, a “by the numbers” game.
Is this what this element of public relations practice will become? A percentage return on a massive database-blast investment? It doesn’t look like it will fit well with professional standards of behaviour defined by the PR establishment, not in the UK at least.
Yet Kaplan’s approach is clearly outside such standards – perhaps the clue is in the name of his firm – and goodness knows some poor PR behaviour may benefit from a shake-up that Kaplan could well be responsible for.
In any case, get your email spam filters up-to-date.
[Picture at top by Coast to Coast Tickets who have lots of tickets for Monty Python Spamalot performances across the US this year. I thought the Spamalot metaphor works well for this post.]