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- [00:00]
Testimonial Speaker
I was like this. I found it. I found it. This is what I've been looking for, I can honestly say has genuinely changed the way I run my business. It's changed the results that I'm seeing. It's changed my engagement with clients. It's changed my engagement with the team. I couldn't be happier. Honestly. It's the best investment I ever made.
- [00:16]
Marketing Narrator
What you just heard was a testimonial from a recent graduate of the Duct Tape Marketing certification intensive program for fractional CMOs, marketing agencies and consultants just like them. You could use our system to move from vendor to trusted advisor, attract only ideal clients, and confidently present your strategies to build monthly recurring revenue. Visit DTM World Scale to book your free advisory call and learn more. It's time to transform your approach. Book your call today. DTM World slash scale.
- [01:03]
Jon Janssen
Hello and welcome to another episode of the Duct Tape Marketing podcast. This is Jon Janssen. My guest today is Christine Perkette. She's a seasoned entrepreneur and marketing communications expert with nearly. Can I say 30 years? Is that okay saying 30 years? I know sometimes, I mean, I start saying that about myself. Anyway. She's a CEO and co founder of the Nova Method, a marketing communications and PR firm that emphasizes audience first strategy. She's founded multiple companies, including maybe your first one, Perette pr. So, Christine, welcome to the show.
- [01:37]
Christine Perkette
Thank you. Thanks for having me. It's good to see you. I last.
- [01:40]
Jon Janssen
You bet.
- [01:41]
Christine Perkette
Over. So.
- [01:43]
Jon Janssen
So I mentioned the Nova Method. Let's just start there. Does the world need a merged company? I know you merged with a friend, your two PR firms to create this. No Nova Method. How does that, what does that look like? How does that differ for one from what you've always done?
- [01:58]
Christine Perkette
Well, it's very different in that I, as you mentioned, almost 30 years of doing this on my own and leading an agency on my own with really wonderful people, one of whom was Michelle in the very beginning. She was my managing director for some time. But what the reason that we merged is we see power in the pair and more brains the better. And we are wonderfully very similar and at the same time bring very different strengths. So my agency started out as strictly pr, as you know, because I think we, we talked a lot back then as well. And then in the early 2000s, we sort of merged into more marketing, NPR, we did a lot of social media. We led the way in content on Twitter and those sorts of things, video content. And so we started dabbling in more of that. And that's kind of where I've Been focused the last 10 to 12, 15 years. And she stayed on the PR side. So we had complimentary skill sets and teams to bring together.
- [03:00]
Jon Janssen
And you're in the Boston area and she's in Denver. Right. Just up the road, then in the mountains in Denver as well. So how. So you mentioned. Already started to mention, you know, the digital. When digital came along, that really dramatically changed the traditional PR landscape. AI is probably changing it in a whole new set of ways. You want to talk a little bit about kind of what's been the transformation of what we've called PR over the years?
- [03:27]
Christine Perkette
Sure. I mean, I think it's merging and melding with so many other parts of marketing now ever since, you know, social media came on to the scene and we started turning into content creators as well as communicators. So our focus is on marketing, communications and pr. And that continues to be a lot of media relations. But even with the PR side, anyway, even with media relations, there's a lot of AI written journalism. There are a lot of journalists who are saying, I'm going to send you an interview to do video writing. Don't use AI, don't do that. So, you know, there's a lot of pressure, I think, on the PR world to pivot and stay abreast of these new technologies, but also be leading them to help clients understand how to navigate the new world of communications with AI integrated into that.
- [04:18]
Jon Janssen
I've always thought brand is one of the most important elements of a marketing strategy. And I think that a lot of companies, we used to just go to Twitter and say, click on my link and we'd send people back to our website. Right. All the social platforms are, you know, they, they penalize you for sending people away. By the same token, a lot of people are getting their information exclusively from AIO reviews or maybe from watching TikTok videos. Right. So I, I feel like we're entering this era where people are re doubling down on what it means to be a trusted brand. And I think PR's probably always been one of the best tools for that.
- [04:56]
Christine Perkette
Yes, I would agree and I think you're right. I don't know. Last week or the week before, I had a bit of a back and forth with some folks on LinkedIn about this, that the trust is more important than ever now and building it is more difficult than ever because there's deep fakes, there are, you know, automated content that isn't very thoughtful. If folks are not training their staff, that if leaders are not training their staff and their teams to be thoughtful about their use of AI or even how to integrate into their daily work. Everyone's work ends up looking the same. Right. Can't just start something in the chat GPT and then send it to your client. It would be very vanilla. It could be wrong. So I think that there are some steps that some brands have skipped when it comes to AI in terms of making sure or even acknowledging that their staff will be using it, especially communications and marketing staff for writing and content and ideation. Acknowledging that is happening whether they blessed it or not, and then giving guidelines and processes on how to integrate it. That's a big part of what we're seeing from the communication side. On the internal piece, internal communications is how do we. How do we navigate this? How do we create a process around it? How do we keep our employees communicating in an honest and authentic way while still taking advantage of all the benefits that AI does deliver? Right. In terms of. Of speed and ideation and those sorts of things.
- [06:24]
Jon Janssen
Well, and I, you know, we. I just did an interview with Jeff woods, who's written a book called the AI Driven Leader, and, you know, he often refers to it as a thought partner. I think that's really where a lot of people miss the boat, is it can actually help you think more strategically, not just do tasks.
- [06:41]
Christine Perkette
Yes. And I love that. I also think it's a great editor. So it's really leveling the playing field with communication specifically, since that's my area of expertise is, you know, everyone can spell now and everyone can turn out thoughtful content, but you still need to build the trust by having it be authentic to you, authentic to your brand, authentic to the brand's voice. So it still takes that human touch. We like to say at the Nova Method that we are at the intersection of humanity and technology. And I don't think that's so different than what I've always done, since we're in tech, PR and marketing, you know, but it is a stronger, faster moving technology than the past tools that come along.
- [07:22]
Jon Janssen
Well, I always think it's funny because, you know, a lot of times people are like, oh, you don't want to just give this and cut and paste. Well, like, you know, what we used to do is hire interns to do that first draft, right. And we never would just say, yeah, send it to the client. You know, I don't need to see it. Right. I mean, it's kind of the same thing. You wouldn't just do that, would you? You know, why would you do that with this automated tool I really like that.
- [07:43]
Christine Perkette
That's a good analogy. Yes.
- [07:46]
Jon Janssen
So tell me a little bit about. I know that you are developing a framework or have developed a framework that you are putting out there as somewhat unique. I think I read three A's. Assimilate, align, activate as part of the, what you're calling the Nova method. Do you want to kind of go through a little bit of a dive into that?
- [08:04]
Christine Perkette
Sure. Thank you for the opportunity. So there are a lot of the competitive landscape is large from PR marketing and you know, we really took a year to build this brand, our own brand, and say, what can we do that's different? What do we really need to be doing in the landscape of AI and fast moving technology and security and cookies changing and all of those things. So as we both actually Michelle, my partner and I both have taught at the college level as well. So I teach a graduate social media branding program at Northeastern. She teaches PR or taught PR rather. And so we both have the advantage of understanding and staying abreast of what's happening. And that involves a lot of case studies. And we were taking a look at those as we were forming our brand. What keep, what's, what's missing, what happens when there's a crisis, what caused it? And just one example is it seems that every marketer tactically knows you should be coming at your marketing communications from an audience first mentality. What does the audience need? How do they think? What are their aspirations and motivations? Yes, intellectually, everyone knows that from a tactical execution standpoint, even the best and biggest brands have faltered recently with that. And one of the most popular case studies that I like to go through with my students and what helped us build this brand in terms of step one, which is assimilate, really dig in. Not just demographics, but getting to the psyche of your audience, whether it's internal, whether it's external, being media, VCs, partners, what are their motivations? What do they really want to hear from you? What are their pain points? And I think that one of the biggest brands that faced some pain around that in the last few years is Bud Light. When they tried to connect with the LGBTQ community without a very audience centric campaign plan, they sent a transgender spokesperson a can with their face on it and they went on to TikTok and did a recording. Thank you, Bud Light. This is great. I love it. But it wasn't well planned and there wasn't a deep audience immersion before they made that decision, which ended up alienating both their existing customers. I think it was Kid Rock took Bud Light out and shot them the cans up and said he would never drink it again. And the community they were trying to connect with for the first, well one of the first times and they really had an opportunity to connect with that audience. But I don't think they understood the audience well enough before they did this. It wasn't even a full campaign before they did this event or how, whatever you want to call it. So if even a storied, well known, well resourced brand like Bud Light can get it wrong, we thought, well, there's probably a lot of other brands that could use help really digging in and connecting with their audience. So that's a long winded way to say that. Step one so assimilating with whatever audience it is that this particular campaign is going to focus on and then, so it's assimilate, align, then align that information with what the brand wants to say. What does the brand want to accomplish? What are the goals? How do we align that with what the customer or prospect wants and needs and then activate is pretty self explanatory. Activating it in an ongoing campaign or process or whatever it may be. So whether it's internal communications, external communications, etc.
- [11:33]
Jon Janssen
Let me ask you a few things.
- [11:34]
Marketing Narrator
You feel like you know, what differentiates your business from every other business out there? Can you confidently charge a premium for what you offer? Are you working from a plan, a marketing roadmap that allows you to know precisely what to do next? Look, don't worry if you can't answer yes to any or all of these questions. You're not alone. See, marketers today get so focused on the tactic of the week staring them right in the face that they forget to look at the big picture. The overarching strategy needed to consistently grow their business. Over the years, I've worked with thousands of businesses helping them do just that. Create the perfect marketing strategy and plan that gives total clarity about what to do next, confidence to charge ahead and charge more, and complete control of the marketing tactics they choose. I would love to help you and your team do the same. Look to find out if our Strategy first program is right for you, visit DTM World Slash Grow and request a free consultation. That's DTM World Slash Grow.
- [12:43]
Jon Janssen
One of the biggest challenges that certainly social media brought. AI is probably accelerating this a little bit. But you know, brands have a lot of exposure now because that they didn't have, you know, 20 years ago because as long as you didn't show up on page one or two of you Know, the business section, it didn't really matter what you did. It seemed like page six in the page six, right. It almost didn't matter, you know, too much. I mean, you could always spin it and control it, but now you can have hundreds of people making videos about how awful your brand is. And so, so what kind of challenges does that really present? And some, I mean, some of them are completely legit. Some of them are, you know, taken out of context, are faked or, you know, done as, I mean, can be done for it by somebody just trying to hurt the brand, not necessarily, you know, a true act. So, you know, how do you, you know, how do you protect brands from really stepping into, you know, situations? Because it's so darn easy to do now. I mean, even, you know, every employee's got a TikTok, you know, account and, you know, can really be doing something to damage the brand, you know, intentionally or unintentionally.
- [13:53]
Christine Perkette
So that's a really good point. I do think brands are more exposed than ever, which goes back to our previous point that they need to work harder than ever to build authentic trust. And so brands have a communicators, marketers have a big challenge between using something like AI, which can be very fast and efficient, but can turn out false information if you're not checking it. So we still need that human touch and that human qualification, if you will, to make sure that anything you're putting out there as a brand is authentic. And if you remain true to that over time and consistently in all of your campaigns, even if there's a crisis, you will be able to recover because you built up that credibility and that reputation. But it has to connect. It has to connect over time and it has to connect over campaigns. So brands need to think about it holistically. Even if they're doing all of these individual campaigns, what is the brand promise ultimately to audiences? And it almost goes back to fundamentals of communication, which is to be straightforward, consistent, aware and accountable. A brand's going to get nowhere if they don't take accountability, if they make a mistake or if they communicate something incorrectly or they offended someone because, you know, they use the hashtag, well, hashtags are kind of dying. But if they use the hashtag that was related to something that they didn't double check before they used it and it was a negative situation for a sale. So they, you know, brands have to fall on their sword always and forever. And sometimes you do have to deal with Internet trolls. And that's the challenge in and of itself, which should have a crisis communications around it that you have built and have practiced internally, regardless of whether or not you've ever needed it. But other things come up with AI, say again, you have an employee maybe puts information out there because they use chat GPT and they didn't have a supervisor check it, or they didn't have a teammate check it out, or they didn't even check it themselves. They just trusted the AI and it was false information. So again, that's. That goes back to one of my points in the beginning, which is have a policy. You need to have an AI policy and make sure that you're training people on how to use it and how to use it specifically to your brand and what you, your brand promises. So I think it's simple in its finest point, which is going back to being authentic. But it has to go across everything that you do, including the use of AI. And that means admitting your brand probably uses AI. Right. I think saying that don't use it probably gets more of a side eye these days than if you say, yeah, use AI.
- [16:43]
Jon Janssen
Yeah. I'm actually starting to see, you know, like we have privacy and disclaimer policies on our websites. I'm starting to see our use of AI a statement showing up as pages just so people are very clear about how they're using it, how they're not using it.
- [16:56]
Christine Perkette
Right.
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Jon Janssen
I think transparency has obviously always been a big part of pr. So one, one of the reasons I always loved PR early on in the digital age is because it was always really a great SEO play. I mean, getting a backlink from newyorktimes.com, businessweek.com you know, would really helped your online presence. I think that's becoming even more so because a lot of it appears that the, you know, the AI tools are actually putting a lot of emphasis on authority and on brand mentions, as you know, because when they're turning up results now when somebody goes searching and they're sourcing results, I'm seeing a lot of emphasis on brand mentions and authority. So do you. And maybe you don't play in that, you know, that sandbox, you know, as part of what you're doing. But do you see priority? How do you see PR kind of intersecting with the evolving world of search these days?
- [17:51]
Christine Perkette
I think it goes back to that, you know, our step one of assimilate and really understanding what sort of communications your audience is searching for and how they're searching for it and where they're searching for it. Are they using the SEO terms that you think, have you double doubled down on digging into the terms that you're looking at, whether you get it from a piece of software or tool or your amazing intern or whatever it is, are you testing, embedding those, you know, with the audience to make sure that they're resonating? And I think resin. A lot of focus in the past was on engagement. I think we need to take that a step further to resonance. Is it resonating with the right audience? They might engage with it, but it could have been a negative comment or it could have been a negative share. That's an engagement, right? But is it resonating? So I think really understanding SEO terms that are working, how they fulfill and align with your brand, promise, authenticity and resonance.
- [18:56]
Jon Janssen
When you start engaging a client or a client engages you, do you have a process that you go through to try to understand their brand, to try to understand the stories that exist there, to try to understand what they've been doing? That works. It doesn't work. Do you have, have you developed a bit of a, an assessment, I guess, before you ever get started?
- [19:16]
Christine Perkette
Yes, we deliver. We do an a full analysis and assessment and then we give them basically what's a digital booklet that breaks it all down from everything from internal stakeholders and how they communicate the brand to what their external authority looks like, how it aligns with the brand promises they're putting out there, as well as the engagement and resonance from the audience. So it's that three step framework, the assimilate, align, activate. But the assimilate is where we really do that analysis and then give them the assessment. And then we say, now that you understand the bigger picture and the deeper ways that your campaigns or marketing or PR have been working, let's align it with what your goals are. Because a lot of times, you know, oh, we have all the right keywords, but you still don't have any credibility or authority. And I think a lot Too now even LinkedIn, they issued a report earlier this year that talks about the algorithm favoring individual contributors on LinkedIn versus brand content. So we're working a lot with executive who are kind of hemming and ha, sometimes like I don't want to do all that stuff on LinkedIn or this channel or that channel. And we're talking about how again, it comes back to in the world of AI, which is amazing and great and wonderful, but just as important and at the same time rising is that trust. And trust comes from the top. Who's running the company, what is their ethos? What did they say? What kind of brand promises are they talking about? So really trying to align all of those things and help them to understand that each, how each piece works into what they want in set two and step three, which is lying in that.
- [21:01]
Jon Janssen
To be, you know, what I always tell people is go. We work with a lot of smaller organizations and, you know, we studied their reviews all the time. And to your point, I challenge you to do this. If you go read 10 reviews on service companies, like home service businesses or something, seven of the reviews that are positive will mention the person that did the work. You know, Rusty fixed our boiler. He was amazing. Nothing about the company, I mean, because Rusty is the company, you know, to that individual. And I think if you, I think you can help make that point when, you know, people start realizing that's, you know, that's the brand.
- [21:39]
Christine Perkette
You know, at the end of the day, people buy from people. Right. I mean, that is.
- [21:42]
Jon Janssen
Right.
- [21:43]
Christine Perkette
And that social media has been, has played such a big role in that because at least from a consumer side, if you're doing B2B, it might be a little bit different. If you're doing B2C, the consumers, they want to know that you care about them, or at least they want to feel that even if they don't really know it, but it matters to them. Now, it matters that if they leave a comment on your brand's campaign or whatever, that some someone's going to respond to them, that their engagement matters. And I still see that more and more. And I think again, with AI, it's more important than ever that the brands messaging and interactions are again, authentic and consistent. Even though we use a lot of automation. Right. There is a lot of automation. It makes business more, you know, more successful and moves things along faster. But at the same time, you know, we have to connect with those audience members in an authentic way and human in a humane way.
- [22:41]
Jon Janssen
Yeah. One of the things I think it, you know, a lot of people are like, oh, this can allow us to do things faster, maybe even cut headcount. I mean, you see a lot of that kind of talk, and I actually think about a healthier way to look at it is this will actually allow us to do more with the same people, but actually give them the ability to be more human, to interact with customers more, you know, because we've taken a little, we've taken a lot of the, so to speak, grunt work off of a lot of people's plates.
- [23:07]
Christine Perkette
Right, I agree. And it'll allow us to. Yeah, it will allow Us to do more and to do things better, which is not a bad thing. Right. And I think you want to audit the journey of your audience and really understand, you know, at which touch points does AI work and at which touch points does. Do they want to hear from a human or feel like they're connected with someone? I mean, I just tried to call a business the other day and I couldn't get a human to save my life. And I had a very specific question that the bots were not able to answer. They just kept it, gave me automated responses, and it was maddening. And I think, you know, we see the industry go up and down through this in terms of how much automation is great, how much automation is too much. Yeah, it's no different with AI, but we just have to make sure that we're understanding when, again, when AI is good or when automation is good. And when a person needs to step in to save that brand relationship and really build that resonance with a.
- [24:04]
Jon Janssen
Well, you know, what's hard is because everybody has their own idea of how they want to interact. And so I think the real challenge for businesses is we just have to give people choices. I was on a website the other day, and, you know, I got kind of through the process of finding out more information, and they were like, would you like a video? Would you like somebody to call you? Would you like to send an email? And it was. And I think that's kind of where we are, is people. We need to let people make a decision. They want. They want what they want immediately, and we need to give them the choice of how they get that, which I think is sometimes challenging. But that's why those chat bots work great for some people. Some people just think they're the worst thing ever created. So I think we have to give people choices.
- [24:43]
Christine Perkette
I agree. And that goes back to understanding what they want. Right. And taking the time to work that into your marketing communications campaigns, you know, and not doing it, set it and forget it. It needs to be an ongoing communication that's checked in on, you know, every few months. How are you feeling about this? How are you feeling about that? Do you appreciate this? Do you appreciate that? What would you like to see? What are we not doing? You know, and again, that makes your brand human, that you are reaching out to them and that they get to chime in. People love that. That makes them feel important to your company and your brand.
- [25:15]
Jon Janssen
Yeah, 100%. Well, Christine, I appreciate you taking a moment to come by and tell us about your new ventures or someplace you'd invite people to connect with you and find out more about your work.
- [25:24]
Christine Perkette
They can find everything@thenovamethod.com including a link to my LinkedIn, which is where I'm most active these days.
- [25:31]
Jon Janssen
Awesome. Well, again, appreciate you stopping by. It's good to see you and hopefully we'll rent it to you one of these days out there on the road.
- [25:37]
Christine Perkette
Yes, thank you so much. I appreciate it. Nice to be back.
- [25:44]
Jon Janssen
Let me ask you a few things.
- [25:46]
Marketing Narrator
You feel like you know what differentiates your business from every other business out there? Can you confidently charge a premium for what you offer? Are you working from a plan, a marketing roadmap that allows you to know precisely what to do next? Look, don't worry if you can't answer yes to any or all of these questions. You're not alone. See, marketers today get so focused on the tactic of the week staring them right in the face that they forget to look at the big picture. The overarching strategy needed to consistently grow their business. Over the years, I've worked with thousands of businesses helping them do just that. Create the perfect marketing strategy and plan that gives total clarity about what to do next, confidence to charge ahead and charge more, and complete control of the marketing tactics they choose. I would love to help you and your team do the same. Look to find out if our Strategy first program is right for you. Visit DTM World Grow and request a free consultation. That's DTM World Growing.