Public Relations in Marketing

After sending over a billion emails for 600+ brands… here are my 7 top tips for selecting the right audience. You can have the best email creative in the world — but if it lands in the wrong inbox, it won’t convert. Audience is everything. Here’s what we’ve learned at esbconnect after years of powering customer acquisition for brands like Tails.com | B Corp , AA Insurance and ASOS.com : 1. Target by behaviour, not just demographics Look for people who open, click, and act. Intent beats age and gender every time. 2. But… don’t always go for the obvious behaviour When Tails.com wanted to reach new pet owners, you'd assume targeting people engaging with pet brands would outperform, right? Wrong. They were being over-targeted. Instead, we found higher conversion by targeting segments engaging with health, home and subscription offers — less crowded and more curious. 3. Test broad, then narrow Start wide to understand what actually performs — then double down. Too niche too soon and you lose scale and surprise wins. 4. Layer in recency Someone who interacted with an email yesterday is more likely to convert than someone who did 3 weeks ago. Recency = relevance. 5. Don’t ignore ‘non-buyers’ Sometimes your best audience is one that’s never bought from the category — yet. Think curious, not converted. 6. Think beyond income — target by contextual wealth We’ve seen clients waste budget by targeting £100k+ earners assuming they’re affluent. But some of the wealthiest people are those on modest incomes with low outgoings — think high equity, long-term property owners with few financial ties. 7. Make it locally relevant A £1m house in London doesn’t signal the same wealth as it does in Scotland or Wales. Tailor your audience selection to geography and cost of living — precision wins. Audience strategy isn’t guesswork. It’s data, nuance, and constant testing. Want help finding your best segments? We’ve got 17 million opted-in UK profiles and years of experience to test with.

You saw the ad. You ignored it. You saw it again. Still ignored. Now you see it 6 more times. Welcome to modern D2C retargeting. Most D2C brands retarget like everyone’s always interested. Spoiler: they’re not. We audited 14 Indian D2C brands in April. Different categories. Different spend levels. ↳ But one common problem across the board: → Retargeting was quietly eating up 25–30% of ad budgets… and delivering almost no real lift in conversions. ↳ Here’s what we saw again and again: → Brands targeting the same audience across multiple campaigns. → 30-day visitors are still being hammered with BOFU ads on day 27. → High-frequency users keep seeing offers they’ve already ignored. → Everyone gets the same retargeting creative, no matter their intent level. And the worst part? Meta charges a premium to show ads to warm audiences or even if they’re cold in behavior. ↳ Why this hits harder in India: → COD mindset means More hesitation, slower decision → Lower trust in new D2C brands → Most retargeting is not segmented by behavior or timing You're not nurturing. You’re nagging. ↳ What I suggest brands to do instead: → Cap frequency and refresh retargeting ads weekly. → Use behavioral segments, not just "all visitors". → Retarget with timing logic, not desperation. ↳ My Fix for Smarter Retargeting Strategy 1. Segment your retargeting audiences → 1–3 days: Hot. Hit with offer. → 4–7 days: Educational reminder → 8–14 days: Testimonials, COD trust → 15–30 days: Low-cost nudges, not hard sells 2. Set frequency caps for warm pools → Don’t let the same person see your ad 6–10 times. → It hurts trust and inflates CPC. 3. Use intent-based retargeting triggers → Add to cart ≠ View content ≠ 10 sec video view → Each needs a different message and urgency 4. Rotate your creatives weekly → Fresh visuals and new hooks equals higher re-engagement without annoying the user 5. Track spend split between cold vs warm → If warm is eating 40%+ of budget with low conversions then pull back and fix segmentation. → Swap "Buy Now" with reminder, education, or social proof style creatives. Recap: ✅ Over-retargeting is a silent budget leak in Indian D2C ✅ Meta doesn’t care how relevant your retargeting is, you need to fix it ✅ Smart segmentation and message match means better ROI and trust ✅ Most CAC spikes come from lazy retargeting, not bad ads ✅ Treat retargeting like a nurture funnel, not a sales wall It’s not that your retargeting isn’t working rather it’s working too hard on the wrong people. Sometimes scaling starts by cutting what’s quietly bleeding your best budget. Spending ₹10L–₹50L/month and not sure if your retargeting is actually working? Let’s chat. A 30-min chat could save you lakhs in silent leaks.

If I worked in PR or content, I would be bear-hugging the LLM marketing (GEO?) opportunity right now. Everything is pointing towards content being the key to showing up in AI search, so I wanted to round up what I'm seeing: 1) Offsite > Onsite LLM appearances aren't about how fast your site is, or internal linking practices. It's about how you're talked about on other sites. Yes this is earned media, but I'm even seeing how press releases are being used to feed/train the models. Will press releases get cool again? 2) Brand mentions are the new backlinks Consensus is hard to find in online marketing, and it feels like the one thing everyone agrees on is that brand mentions - with or without an actual link - in highly relevant content, are going to be just as important as links were the past 20 years. We're seeing this pop up as "relevance engineering," and it feels like a massive opportunity for great content/PR pros. 3) Human friendly content = AI friendly content Gone are the days of keyword stuffing and making sure a page has a certain word count. It turns out that AI-friendly content is also human-friendly content, which means thinking about the reader, not the crawler, will be rewarded again. The most practical example of this I have seen so far is bringing overviews of content to the top, in bullets. Make it EASY to get the info fast. Good for the reader, and good for feeding LLMs the gist. 4) Incorporate thought leaders and your own data into the story. Heard this from Scott Gardner at the Knotch event last week. The concept of "information gain," and adding authority, and uniqueness to what your brand can offer in a given space, will be huge. At the end of the day, the immediate opportunity is likely 80% in tweaking the messaging of what you're already doing, and 20% in actually tweaking what you're doing. I am sure this will change over time, but the fact of the matter is, many traditional PR tactics seem to be hugely helpful for winning out in LLMs- and the people who can frame things the right way will be incredibly successful the next few years.

Building loyalty through generosity NOT discounts. Claire Waring recently shared MECCA Brands's guiding principle with me, and I believe it’s something every brand should take to heart. We are now modelling the lifetime value of our customers based on discount codes. However, we have observed that the majority of customers who shop using discounts tend to continue doing so, creating a cycle that is difficult to break. It’s essential to recognise that loyalty should not—and cannot—be built solely on discounts. While discounts may drive short-term revenue, they do not cultivate genuine loyalty. Instead, loyalty stems from forging an emotional connection with your community. To drive this emotional connection, consider the following strategies: Authentic storytelling: share your brand's story, values, and mission. Sandradee Makejev from St Frock is a great example of this. Engage with your community: foster open communication with your customers through social media and other channels. No one does this better than Julie Mathers from Snuggle Hunny in Australia. Create memorable experiences: host events, both online and offline, that allow customers to engage with your brand in meaningful way. Henne's Sydney launch party was the place to be and months later you have to queue to get in. Personalisation: tailor your communications and offerings to meet the individual needs and preferences of your customers. There is a real gap in the market when it comes to this and we have seen Pace Athletic make real strides here. Show appreciation: recognise and celebrate your loyal customers through gestures of appreciation that don’t involve discounts. It's hard to beat Mecca when it comes to this! Which brand offers your favourite loyalty program?

If you want to leverage community power for your business, take a page from IKEA’s playbook. For the brand’s latest campaign, IKEA managed to attract community members from around the world to help them sell, of all things, mattresses. Actually their entire sleep collection. IKEA sent out free blackout roller blinds to a short list of brand advocates for use in their windows. One one side was a shade, on the other, an advertisement for IKEA’s bedroom spread. Everytime the blind was shut, the window served as ad space. From there, users sent in photos which IKEA shared online and turned into video content. This campaign brilliantly combines influencer marketing with user-generated content and experiential advertising, and it does so across multiple platforms, creating a cohesive experience. It taps into the brand’s community, fostering a sense of camaraderie among customers. And btw, this couldn’t have cost that much compared to other marketing efforts…which also fits within a key tenet of IKEA’s brand: good on a budget The campaign is just another testament to the power of community. It shows how to creatively activate fans and ambassadors who believe in your mission, and utilize them to drive engagement. IKEA may be the master of this… The brand’s Ambassador Club, which launched over four years ago, has developed over 9,000 pieces of content, generating 63 million impressions and leading to 5% increase in sales. When people feel genuinely connected to a brand, they’re not just customers; they’re collaborators.

I've tested over 50+ different link building methods since 2009. Most are a waste of time in 2025, yet some SEOs are still using them. These 5 methods are the ones consistently delivering ROI right now: 1. Digital PR campaigns The holy grail of link building in 2025: • Create newsworthy content based on original research or data. • Target journalists that are already covering your topic. • Use tools like Muck Rack or Prowly to pitch them. • One campaign can generate 40+ high-authority links in a single month. 2. Strategic guest posting Not the spray-and-pray approach most use: • Reverse engineer your competitors in Ahrefs. • Pitch sites that already accept guest posts and rank for your keywords. • Offer value in the pitch: optimize a post for a keyword they’re missing. • Focus on quality over quantity - one DR70+ link beats twenty DR30 links. 3. Link insertions in existing content A quick way to get high-quality links: • Reach out to site owners and offer to update an old article for free. • Google: site:example. com intitle:2024 to find outdated pages. • Rewrite the piece to bring it up to date, with your link naturally added. • Link insertions alone can look unnatural. Mix in other types of links in your profile. 4. Reactive PR opportunities The HARO(RIP) replacement strategy: • Monitor journalist requests on Twitter, Linkedin, Qwoted, and Featured. • Set up alerts for topics in your expertise. • Respond quickly with concise, quotable insights. • Include relevant credentials that make you citation-worthy. 5. PBNs (grey hat, not for newbies) Still one of the best ways to get quick rankings if done right: • Build or buy clean expired domains with relevant backlinks. • Avoid spammy link farms. Look for sites with real history and traffic. • Or join a reputable PBN network. (like RankClub. io)

Consistency in community-led Go-to-Market (GTM) doesn't mean bombarding. After observing countless product communities, here's a revelation: To 10x your community-led GTM efforts, it's sometimes more effective to... focus less on frequency and more on quality. 1. Pre-launch co-creation ↳ Involve your potential community early. Co-create the product, from features to marketing. This builds ownership and excitement. ↳ Example: Figma engaged designers early through access programs, allowing feedback that shaped development, ensuring it met user needs. 2. Gamified onboarding ↳ Replace boring tutorials with engaging, game-like experiences. Points, badges, and rewards make learning about your product fun and rewarding. ↳ Example: Grammarly boosts engagement with "daily goals" and streaks, fostering a habit of good writing practices through a fun, rewarding system. 3. Micro-influencer partnerships ↳ Leverage micro-influencers within your community. Their genuine connection with followers can authentically showcase your product's value. ↳ Example: Ahrefs partners with industry bloggers and micro-influencers for tutorials and reviews, effectively expanding brand awareness and trust within the SEO community. 4. Community-driven knowledge base ↳ Encourage users to build the knowledge base. User-generated content and peer-to-peer support enhance engagement and collective wisdom. ↳ Example: Zapier leverages its community forum for users to exchange automation workflows and solutions, enhancing the platform's value through collective wisdom. This approach doesn't require daily actions but involves strategic, meaningful engagement that fosters a strong, vibrant community around your product. Remember, quality over quantity always wins. ❤️♻️ P.S. How often do you engage with your community? I think we should aim for meaningful interactions 4-5 times a week. __ 📌 If you found this helpful, reshare this to your network and follow me Joseph Abraham for daily Go-to-market insights, frameworks, tools, and tips

There’s a big difference between 𝘤𝘰𝘯𝘵𝘦𝘯𝘵 and 𝘴𝘵𝘰𝘳𝘺𝘵𝘦𝘭𝘭𝘪𝘯𝘨. A 10-second social reel might get a few easy likes (vanity metrics, mostly). But a well-produced, story-driven video has the power to 𝘴𝘵𝘪𝘤𝘬… To shape how people see your business, your culture, and your impact. Take Bronte Webb from Martinus Rail. Her journey as an apprentice isn’t just another corporate highlight reel, it’s a story that puts a face to opportunity, growth, and the future of the industry. A quick social reel wouldn’t do it justice. A longer-form piece allows the story to breathe, giving the audience time to connect, engage, and truly feel something. A well-crafted video can: - Build credibility and trust in your business - Strengthen brand perception (quality content = a quality company) - Showcase real people and real impact - not just quick sugar hits - Shift how your audience feels about your company, not just what they know Marketing and b2b content creation isn’t just about pushing content out there, it’s about taking the time to tell the business stories that matter most to your audience. That’s what makes a B2b brand more memorable, and leads to better business outcomes. Social reels certainly have their place. But the best content isn’t the quickest to produce. It’s the content that leaves a lasting impression. More companies in the industry need to get this balance right. And the marketing and comms managers that understand this will generate better business outcomes longterm from the marketing content they create. If your company had the chance to tell a truly powerful story, what would it be?

"What’s the ideal audience size for LinkedIn ads?"   ↑ An important question I get every few weeks, and it recently surfaced in the Fibbler community. Without the right audience, advertising is pointless. So what is the answer? For years, I defaulted to the classic rule of thumb: ~50,000 per audience segment, but 3 years ago, I stopped as it's misleading. I've been in and around over 1,000+ accounts now and have seen audiences from 1,000 people to 12m (y𝘦𝘴, 12 𝘮𝘪𝘭𝘭𝘪𝘰𝘯) achieve top 1% results. 𝐓𝐡𝐞 𝐨𝐧𝐥𝐲 𝐫𝐢𝐠𝐡𝐭 𝐚𝐧𝐬𝐰𝐞𝐫 - your audience size is your audience size, it's just tactic dependent. The question people 𝘴𝘩𝘰𝘶𝘭𝘥 be asking is "how do I know I've targeted the right audience?" The variables in targeting the right audience are: → Strategy (why this audience) → Segmentation (can you split it up) → Penetration (do you want new reach or to be frequent) → Tactics (brand tactics require looser audiences than activation) When thinking about 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐲, the questions you need to ask are: → Who is this offer for? → Who is actually going to care? As LinkedIn is mainly B2B, I match the answer to these questions to targeting and I ALWAYS first start with the company. The 3 options: ↳ Company list (most accurate) ↳ Company size + industry (next best) ↳ Company size (for those with industry-agnostic solutions) Then I work on defining who the people we need to target are. Some variations we often use (there is no right answer here): Functions + Seniority + Skills + JT Exclusions Supertitles + JT Exclusions Functions + JT Exclusions Supertitles + Skills + Excl Function + Groups + Excl 𝐒𝐞𝐠𝐦𝐞𝐧𝐭𝐚𝐭𝐢𝐨𝐧 is the next thing to consider. The reasons you should segment: → Geography i.e. do you advertise to different time zones? → Internal structure i.e. having priority companies based on size? → Buying committee i.e. is MQL:SQL rate higher for certain functions? If the answer to any of these is yes, you should consider segmenting your audience pool by that variable. If you have a mass market product, then I'd suggest staying with as large an audience as possible. 𝐏𝐞𝐧𝐞𝐭𝐫𝐚𝐭𝐢𝐨𝐧 is achieved only by a very simple ratio Budget:Audience The higher the budget and narrower the audience, the higher the frequency. The lower the budget and wider the audience, the lower the frequency. You can control this by ↳ How many targeting variables you add ↳ How many AND layers you apply ↳ How many exclusions you appy ↳ How much budget you spend Finally, you need to consider 𝐭𝐡𝐞 𝐭𝐚𝐜𝐭𝐢𝐜 - in short, the most important point is how tight or loose you WANT to be with this targeting. Be looser with roles for brand awareness and tighter if you have say an incentivised offer. — Bottom line: Only segment for logic and understanding, not to satisfy a rule-of-thumb number. Your audience should be exactly as big (or small) for your company/goal - nothing more, nothing less.

Most people think brand = big, expensive campaigns. But a brand lift study we ran at Typeform proved you can keep awareness high with a much simpler (and cheaper) approach. Here’s how 👇 Step 1: Repurpose your best content > Take your top-performing blogs, charts, insights > Turn them into native, zero-click social posts (carousels, single images, thought leadership, even memes) Step 2: Run them as always-on awareness ads > Don’t optimize for clicks or leads > Just consistently show up with valuable content in-feed Step 3: Test the impact > We doubled spend for 30 days > Compared a holdout group vs. exposed group (LinkedIn + Meta brand lift) The result? > 7 months after our big brand campaign, our awareness baseline was still nearly as high, even though we were spending half as much per month and running simple, content-focused awareness ads instead. > Incremental lift even among people who’d already seen our ads (just continuing to show up mattered) > People remembered Typeform more, even though our ads didn’t look like ads My takeaway: You don’t need millions to build awareness. You need consistency, good content, and ads that are actually worth consuming. And now that I’m at Elly (where we definitely don’t have Typeform-sized budgets) that’s the exact approach I plan to take: building brand the scrappy way.