It’s always important to know who you’re talking to when it comes to the media. One outlet’s audience will be different from others, they’ll respond differently to the same stories or will need a different angle and they’ll take different actions afterwards. Appear in a consumer publication talking about a money-saving gadget and you’ll hopefully appeal to those consumers; appear in a trade publication about the same thing and you might appeal to dealers, who will want to know more about the numbers.

That’s what this latest video tip is about – doing the basic research and not going in unarmed!

Sometimes a media training session will leave you uncomfortable. As trainers we might have to tell you that you’re talking nonsense. On one occasion lead trainer Guy was called in precisely because the PR company involved thought their client needed to hear it.

Client confidentiality still applies so there will be no names here. The company offered a variety of legal forms online.

During the first dummy interview Guy asked who the service was aimed at.

The directors explained it was aimed at everybody. Everybody would need a form at some point.

OK, said Guy. But nothing is aimed at everybody.

“You just don’t get it,” came the reply. “We can aim this at everybody because everyone needs a legal form at some point.”

Media training and reality

He didn’t resolve that issue to his satisfaction and the client didn’t listen which was a shame, because the concept itself was good. Sadly the client wouldn’t listen to the question so they missed out.

Here’s the thing. The fact that a product or service could in theory apply universally doesn’t mean that’s going to happen in reality.

Let’s take food as an obvious example. If we don’t eat, we die. This is why companies like Tesco employ well over 300,000 people according to Statista (the actual number may fluctuate but we can agree “loads”). A quick Google suggests around 100,000 people fewer work for Sainsbury’s but it’s still a vast number.

Even with that many people and providing something as essential as food, however, neither company believes it sells to literally everybody. Of course those numbers don’t reflect the people in marketing but those numbers will be significant too.

So we get back to Guy’s client with the 30-odd staff in total, believing the team could and would sell to literally everybody. No journalist or other media professional would take that seriously. The marketing wouldn’t stack up, the website would almost certainly crash because of the sheer numbers and for all sorts of other reasons “everybody” can’t be a client unless you’re in central government. The PR company that commissioned Guy actually asked him to make this point because they’d tried and the client didn’t listen to them either. The underlying problem was that the client wanted the PR function and media to amplify the message unchallenged.

This isn’t how it works at best. If you get a media trainer in, it’s really worth listening. A good one won’t help you formulate and articulate just any old thing. They’ll test your message, prod it and find holes. It’s a friendly face doing it rather than a hostile journalist who’s going to go away and write.

It’s a very valuable exercise but only if you’re going to listen. We’re here to help – if you’re in PR and your client needs putting through their media paces, we’d love to hear from you – click here for our contact page.

You know when they told you at school that in an exam you should include the question within the body of your answer? Here’s why it works in media interviews too.

Guy Writes: I’ve been editing the next edition of my podcast, the Near Futurist, and if I say so myself it’s a good one. I take little credit, the interviewee was engaging and really knew his stuff – but I have had to eliminate fillers to make him sound better.

Let’s put it another way: he was one of those people, who, typically of speakers for the last ten years or so, started almost every response with “so”. It’s a good filler to eliminate and it’s worth explaining why.

Eliminate some fillers

First I should make my view clear. “Eliminate fillers” isn’t an absolute command. You can’t take out every “umm” and “aah” and nor should you; if you answered a journalist or podcaster in an interview and got rid of all of them you’d sound unnatural. Most listeners would assume you were reading from a script and that’s never good.

Unless they’re excessive, then. most fillers can stay. There’s an exception though, and that’s “so”. The reason is straightforward: it can actually end up damaging your answer.

I should explain.

Picture of a microphone

Eliminate fillers at the beginning of an answer

Most people who use “so” other than as a conjunction to link two clauses (“I did a big workout so I am tired” is fine) will use it to start an answer to a question. As a journalist I might ask how a company takes its products to the market and the answer might be “So we find the indirect channel works best for us”.

Now ask yourself: would that be stronger or weaker without “So”, as a standalone answer? To me the answer is simple – “so” takes the edge off. In my podcast I’ll try to get rid of it as often as possible and we’ll come to the practicalities in a second. First it’s worth looking at why people use it.

It’s better than “Umm…”

The subhead gives you my best answer. People start with “so” because they feel they have to start speaking immediately and they don’t want to begin “umm…”. In either case it wouldn’t be a comment on their subject knowledge. They just want a second to think and are terrified of silence.

Here’s the big secret: I can cut silence whilst editing my podcast. Radio and TV interviewers can do the same and there’s never any need to worry in a written interview.

But if I’m going to cut it out anyway, where’s the harm? Here’s when it becomes difficult.

An inconvenient stop

“So” tends to flow into the next word. If you start your interview “So I did such and such” and I try to cut “So” out, it can end up sounding like “why did such and such”.

It makes no sense and the listener will soon sort it out in their head but consciously or otherwise they will be distracted. This is why you don’t want “so” at the beginning of an answer – it can make the next word, once “so” is cut off, sound as if it’s starting abruptly. This is why starting with “so” can actually damage your quote; it will sound less natural when it’s removed.

The alternative is better.

I don’t mind listening to you thinking

Your instinct is to start speaking immediately so nobody ends up with silence on their broadcast or podcast. That’s considerate but as we’ve established, we can deal with that. Anyway you don’t work for us, you want to ensure your point is clear and well-made. So here’s what you do.

You take a second. You gather yourself and you think “I’m going to start here and finish there” and then you answer. The result will be the same answer you were going to give – media training is not about lying or removing an honest view from a quote – but better. You’ll have a strong start and a strong finish because you’ve taken a second to plan it.

It’s not a natural technique. We tend to launch into answers immediately, talk over each other a little, stop and start again. It takes getting used to.

It’s more useful to you, though, than starting everything with “so”. If you can get rid of that habit it will pay you handsomely.

Need a hand with your presentation or media interview skills? We can help – email Lindsay and she’ll set us a time for an initial chat.