
Mention ‘PR’ and ‘increase sales’ together in ear shot of PR practitioners and you’re sure to receive a mix of responses. For years, debate over the role that PR plays when it comes to sales generation has led to a lengthy justification of the discipline and its role in brand building. Certainly PR can help to generate leads and sales, but sales cannot live by PR alone.
Move on to a new era of social media and digital marketing and the same discussion reigns. Whilst social media can offer direct links to e-commerce, and therefore offers a closer link between PR and sales than ever before, the same trusty elements of brand building and online presence need to be appreciated and considered.
But how do you monitor the success of online PR and social media? How do you move away from the easier to understand ‘number culture’ where numbers of followers and fans are increasingly considered more important than quality of the campaign?
Social media is all about engagement of the right audience online not the largest. A niche subject will attract a niche following and it’s more important to consider the influence of your brand and how you are sharing with individuals (stakeholders) who can become positive ambassadors for your brand.
As with any campaign, measuring and evaluating success starts with the creation of key messages or KPIs. Understanding from the start what your online messages are and who you’re talking to can keep a campaign focused on the straight and narrow. You can then track activation and repetition of these messages and demonstrate how they travel. Word of mouth has always been a valuable PR tool and this is the golden ticket that all social media is based on.
There are many tools for tonal and message evaluation on the market from free tools such as google insight to paid for applications which give you a more in depth service such as Radion 6. By looking at these qualitative measures you can take a more sophisticated approach to social media and include more sentiment in your reviews. Snapshots quotes of what people are saying about your brand online or messages you’ve received from target consumers should all form part of evaluation.
PR and social media will always be at the centre of a debate on how tangible it can be compared to other forms of marketing, but the brands that take a holistic approach to brand awareness and understand the benefits of an ongoing strategic campaign that covers the important bases of listening, measuring and engagement will be the brand that reaps the social media rewards.




