How PR pros close the sale

After mastering the ins and outs of media relations, writing and crisis communications, communicators must finally be able to sell their services to clients. Here’s how.

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This article originally appeared on PR Daily in November of 2017.

Public relations professionals know their craft.

They excel at writing brilliant press releases and op-eds. They deliver to radio and television producers the perfect guest at the proper time—every time. They succeed at managing their organization’s personnel, time and resources.

None of it matters, though, if nobody buys their products and services.

How does one go about selling them? Here are some PR pros in different specializations willing to weigh in on their preferred methods for making the sale.

Identify what a client wants.

Rather than selling a product, identify an unfulfilled desire. Potential clients need to know whether a PR professional can draw more business to their brand.

Dunn Pellier Media, Inc., which specializes in the health industry, invites customers to respond to a questionnaire on the agency’s website.

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