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Yes? Good! Still, if you’re not getting the behavior changes you paid for, you’re wasting your money.Here’s why I say that. People act on their perception of thefacts, and those perceptions lead to certain behaviors. Butsomething can be done about those perceptions and behaviorsthat leads to achieving your organization’s objectives.Which means you really CAN establish the behavior changeyou want, up front, then insist on getting that result beforeyou pronounce the public relations effort a success.In other words, the way to increase your comfort level aboutyour public relations investment, is to make certain that investment produces the behavior modification you said you wanted at the beginning of the program.That way, you KNOW you’re getting your money’s worth.Just what, you may ask, does your public relations team have to do to achieve that result?Here’s one approach.Because public relations problems are usually defined by what people THINK about a set of facts, as opposed to the actual truth of the matter, it will be especially helpful ifthe public relations program is built upon the premise mentioned above and, for emphasis, again here:1. People act on their perception of the facts;2. Those perceptions lead to certain behaviors;3. Something can be done about those perceptions and behaviors that leads to achieving the organization’s objectives. Now, Rank Your External Audiences Identifying key audiences and prioritizing them – a crucial step in any public relations action plan -- starts with a priority-ranking of those audiences with a clear interest in your organization, often described as “stakeholders” or “publics.” Included would be customers, prospects, employees,media, the business community and local thought-leaders as well as any number of other interest groups.Stay AwareThose with the public relations assignment must stay aware of negative or counterproductive behaviors among the organization’s key stakeholders or “publics.”– customers, prospects, media, community activists, union leaders, competitors the business community and others.Interaction of one kind or another with key audiences will tell you how they feel – and how they perceive -- yourorganization, and in particular areas where problems may be brewing. This is informal polling, but essential to any public relations effort. If resources are available, a limited opinion poll of the priority audience would be helpful.There are many ways to gather such information. For example,regular monitoring of headquarters and field location media, staff activity reports, employee and community feedback, regulatory and other local, state and federal government activities involving your organization. High on any such intelligence list is the Internet with its emails, ezines, chatrooms andsearch engines.Identify the Behavior Modification Problem or ChallengeNow is the time to identify the behavior modification problem such as declining sales in a specific product line.Or, is it an allegation of wrongdoing? Or a quality or performance issue? Has an elected official spoken negativelyabout your industry? Have you learned that a national activistgroup may target a unit of your organization? Or, is there clear evidence of negative behavior among a key audience?Similarly, a behavior modification challenge might include creating positive, first time impressions of a new soft drinkduring a new market introduction. Or reinforcing the reputation of a category leader whose sales have begun to slip. Verify the Accuracy and Severity of the Problem Is it true and how bad is it? Determine through field staff, key customers, media monitoring and, if the budget is there, opinion sampling, just how serious the problem is. If an allegation, is it true or false? If a drop-off in sales, gather and carefully evaluate the likely reasons. If a quality issue, probe deeply for its real cause. After an exhaustive review of all evidence surrounding the behavioral problem, establish conclusively its size and shape.Does it threaten employee or public safety, financial stability, reputation, the organization’s mission, or sales?The answers to these questions help determine the resources to be assembled.The Public Relations GoalSimply stated: the goal is to begin the process of altering public perception and, thus, behaviors, to a view consistentwith that held by your organization. The Public Relations StrategyNow, you must select one of three choices available to you when you determine the public relations strategy. You can create opinion where none exists, change existing opinion orreinforce existing opinion.Let’s assume that we will strive to change existing opinionon the key issue. With your perception, behavior modificationgoals and now, the strategy, established, progress will be measured in terms of specific altered behaviors, i.e., floortraffic returns to the showroom; activist rhetoric declines;a low employee retention rate reverses. Such progress indicators can be set down, and agreed upon, once the negative perceptions are truly understood, thus establishingthe degree of behavioral change that realistically can be expected.A Persuasive messageWhat do we say? Well, we prepare persuasive messages designedto inform, clarify, and impact individual perception in sucha way that individual behaviors flowing from those perceptionsare consistent with that desired by our organization. Bringingimportant target audiences around to one’s way of thinking really does depend heavily on the quality of the message prepared. The messages must contain clear evidence supporting your organization’s views on the issue such as a credible third-party endorsement of your position. Regular assessmentsof how opinion is currently running among employees, suppliers and community leaders should be made. Finally, action-producing incentives leading individuals to change their perceptions of the issue, thus altering their behaviors,should be included in the message – incentives that testifyto the organization’s good intentions and veracity. It’s Tactics TimeNow, you select the most effective communications tactics available to you.The question is, how will you reach your target audiences – especially in various locations? You have many choices. Face-to-face meetings, email, hand-placed feature articles and broadcast appearances, special employee, supplier or community briefings, news releases, announcement luncheons, onsite media interviews, facility tours, promotional contests,brochures and a host of other carefully targeted communicationstactics. Reaching such audiences with the message through special events is particularly effective. They offer news value andinclude activities such as financial roadshows, awards ceremonies, celebrity appearances, open houses and trade conventions.Your public relations effort effort can be accelerated, even amplified by carefully selecting the very best tactics fromamong print or broadcast media, key podium presentations, special events or top-level personal contacts. When these tools communicate with each target audience, they mustscore direct bullseyes.And remember that vital to the success of any actionprogram is the selection and perceived credibility of the actual spokespeople who deliver the messages. They must speak with authority and conviction if they are to be believed,and if meaningful media coverage is to be achieved. ActionWhile it’s pull-the-trigger time, you should insure that you approach your target audiences with a tactical schedule calculated to reach them consistently as well as through varied media such as newspapers, radio and television appearances, high-profile speeches, facility tours and community briefings.How are we Doing?The key activity here is monitoring progress, seeking signs of improvement in target audience perceptions and behaviors.You and your colleagues should speak regularly with membersof each target audience, monitor print and broadcast media for clear evidence of the organization’s messages or viewpointsand regularly interact with key customers, prospects and influential citizens.Indicators that the messages are moving community opinion – read perceptions and behaviors -- in your organization’s direction will start appearing. For example, indicators likecomments in community meetings, local newspaper editorials,e-mails from suppliers as well as public references by political figures and local celebrities. The End GameYou’ll know when you arrive at the public relations end game because the changes in behaviors will become truly apparent -- among them, encouraging supplier and thought-leader comment, increasingly upbeat employee and community feedback and an increased pace of positive media reports.Bottom line? The public relations program can be deemed a success when you clearly meet the original behavior modification goal you set when it all began.end