Why Press Releases are Important in Industrial Marketing

Writing and distributing press releases should be part of every industrial company’s marketing and communications strategy. Many industrial companies are in the habit of issuing a press release when they launch a new product or have other company news. But sometimes the press release becomes nothing more than a checkbox on a communications to-do list. That’s not enough. Press releases can be powerful tools and deliver significant payback in terms of getting your company name in front of your target audience and raising the profile of your brand in the markets you serve.

Seize press release opportunities
Product launches and other company news are obvious reasons to write press releases. But relying only on “news” could result in long periods of time in which your company is silent, which lessens your visibility. Fortunately there are many other opportunities for issuing press releases:

  • Promoting a special event your company is hosting or a speaking engagement for one of your executives. The press release should tell why the event is important to your audience and relevant at this time.
     
  • Piggybacking on issues and trends in your industry. There’s often news in your industry that may not directly involve your company, such as technological advances, regulatory changes, mergers and acquisitions, a new report from industry analysts, etc. You can leverage these situations by issuing a press release that states your company’s position on what’s happening in your industry. Why the technological advance is beneficial—or why the industry should proceed with caution. What new regulations mean to customers. How a merger between two competitors will affect the industry and customers. Why a popular held belief is about a technology or trend is authentic—or misguided. The key is that your company has a unique and relevant point of view that distinguishes it from other voices in the industry.
     
  • Building thought leadership. When your company produces a new white paper, publishes the results of a survey, or is quoted in an article, you can issue a press release to promote the content and build your reputation as a thought leader in your industry. Again, explain the relevance of the content to your audience and make it newsworthy and timely.

Have a distribution strategy
You should post your press release on your website and link to it from email newsletters, social media and other digital platforms like your GlobalSpec.com supplier profile, but you should also consider a broader distribution strategy to better reach your target audience.

  • Use a press release distribution service such as PRWeb, EmailWire, eReleases, BusinessWire, Gorkana, Meltwater or others. Most services can help you distribute your press releases broadly as well as target specific niches. They will also offer reporting in terms of which publications picked up your release.
     
  • Communicate with individual editors of specific industry websites. This involves researching a publication and editor’s specific area of interest, and targeting those editors who will be most interested in your news. You might want to reach out to editors and introduce yourself personally rather than simply flooding them with press releases. In addition, if you establish a relationship with editors in your industry, they will be more likely to contact you for an interview and quotes when working on a story that’s in your area of expertise. Translated that equals free, third-party exposure.

Set goals and measure
Press releases can help generate inquiries and engagement opportunities for your sales team, although they work best when integrated into your overall marketing program. To track the effectiveness of your press releases, be sure to ask the distribution service you use or the specific publication what type of metrics they provide.

Key metrics include:

  • Number of pick-ups (where your press release appeared)
  • Number of views (how many people saw your press release)
  • Number of clickthroughs (how many people clicked on a link in your press release)
  • Comparison reports (how your press release performed on these metrics compared your industry’s benchmarks)

Include these four items in all press releases

  • A striking headline: grab the reader’s attention with a headline that conveys the subject matter and why it’s important to your audience. Try writing a number of candidates, then choose the strongest one.
     
  • Keywords: sprinkle relevant keywords (sprinkle, not pour; a few mentions should do) in the press release to help with search engine optimization.
     
  • Links: Always include links to landing pages, downloads or other web pages so the reader can get more information (and you can track performance).
     
  • Contact info: Don’t forget to include email address and phone number for your media contact person.

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How do you use press releases as part of your marketing mix? What tips or strategies would you pass along to your peers in industrial marketing? Share your thoughts in the comments section below.

2 Comments

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  1. Chuck Robbins
    19. Aug, 2014 at 6:41 pm #

    This may be the most misunderstood and underused marketing tool when it comes to B2B and Industrial companies. Product announcements, new customers, trade shows, significant market changes and thought leadership are all potential for press releases. If you can get the engineers to manage some “people speak”, the technical issues are not a problem. Sometimes you can just have some fun with your customers: http://www.prweb.com/releases/2012/7/prweb9691713.htm

  2. Alicia Frick Laguarda
    10. Oct, 2014 at 4:02 pm #

    Thank you. Thank you. Thank you. I am embarrassed to admit that I have been getting lazy about releases, only doing them when big stuff happens such as new product announcements, you have reminded me of the power of this often overlooked tool.

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