Nurturing Leads through Public Relations

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In modern business, effective lead nurturing has become an essential component of a successful marketing strategy. One powerful approach to nurturing leads is through public relations. By strategically leveraging PR tactics, companies can engage and cultivate potential customers, converting them into loyal clients. This process is often referred to as demand generation. It’s a multifaceted strategy that aims to create awareness, interest, and desire for a product or service.

What is demand generation?

Demand generation is a comprehensive marketing approach that focuses on creating a need for a product or service in the minds of potential customers. It encompasses various strategies and tactics aimed at generating interest and inquiries from prospects, ultimately driving them toward becoming paying customers. Demand generation activities occur throughout the buyer’s journey, from initial awareness to the final decision-making stage.

Building brand awareness

Effective PR campaigns enhance brand visibility and recognition. By securing media coverage, participating in industry events, and engaging with influencers, companies create a strong foundation of brand awareness that attracts potential customers.

Thought leadership

PR allows companies to position themselves as thought leaders in their industry. Sharing insights, expertise, and valuable content through press releases, articles, and interviews establishes credibility and trust with potential customers.

Content creation and distribution

Content is a cornerstone of lead nurturing. PR professionals create and distribute engaging content that resonates with the target audience. This content can include informative articles, blog posts, whitepapers, and videos that address the potential pain points and needs of the customers.

Engaging social media campaigns

PR-driven social media campaigns humanize the brand and foster engagement. These campaigns encourage two-way communication, allowing companies to build relationships with potential customers by responding to comments, addressing concerns, and sharing relevant content.

Influencer partnerships

Collaborating with industry influencers can significantly amplify the reach of PR efforts. Influencers can help introduce a brand to their followers, lending credibility and trust to the company’s offerings.


Storytelling is a powerful tool in PR that connects emotionally with potential customers. Sharing success stories, customer testimonials, and narratives about the company’s journey resonates with prospects, making them more likely to consider the brand.

Media relations

Securing media coverage in reputable outlets allows companies to reach a wider audience and position themselves as experts in their field. Positive media exposure can pique the interest of potential customers and lead them to explore the company’s offerings.


At this stage of a demand generation strategy, PR efforts focus on creating brand awareness and capturing the attention of potential customers. Engaging press releases, informative articles, and captivating social media content introduce the brand and its offerings.


PR professionals nurture the interest of the leads by providing valuable content that addresses their pain points and challenges. Engaging blog posts, videos, and webinars showcase the company’s expertise and position it as a valuable resource.


As leads move into the consideration phase of the demand generation strategy, PR efforts emphasize thought leadership and industry insights. By sharing in-depth analyses, expert opinions, and case studies, the company establishes its authority and influences the decision-making process.


During this stage of the demand generation strategy, PR campaigns aim to create a desire for the company’s products or services. Compelling stories, success stories, and testimonials demonstrate how the offerings can solve the problems of the customers and improve their lives.


The final stage of the demand generation strategy involves prompting leads to take action and become paying customers. PR professionals can create time-limited offers, exclusive promotions, or engaging call-to-action campaigns that encourage leads to make a purchase decision.

Ronn Torossian founded 5WPR, a leading PR agency.

Ronn Torossian

Ronn Torossian is the Founder and Chairman of 5WPR, one of the largest independently-owned PR firms in the United States. With over 25 years of experience crafting and executing powerful narratives, Torossian is one of America’s most prolific and well-respected Public Relations professionals. Since founding 5WPR in 2003, he has led the company’s growth, overseeing more than 275 professionals. With clients spanning corporate, technology, consumer and crisis, in addition to digital marketing and public affairs capabilities, 5WPR is regularly recognized as an industry leader and has been named “PR Agency of the Year” by the American Business Awards on multiple occasions. Throughout his career, Torossian has worked with some of the world’s most visible companies, brands and organizations. His strategic, resourceful approach has been recognized with numerous awards including being named the Stevie American Business Awards 2020 Entrepreneur of the Year, the American Business Awards PR Executive of the Year, twice over, an Ernst & Young Entrepreneur of the Year semi-finalist, Metropolitan Magazine’s Most Influential New Yorker, a 2020 Top Crisis Communications Professional by Business Insider, and a recipient of Crain’s New York 2021 Most Notable in Marketing & PR. Torossian is known as one of the country’s foremost experts on crisis communications, and is called on to counsel blue chip companies, top business executives and entrepreneurs both in the United States and worldwide. Torossian has lectured on crisis PR at Harvard Business School, appears regularly on CNN & CNBC, is a contributing columnist for Forbes and the New York Observer, and has authored two editions of his book, “For Immediate Release: Shape Minds, Build Brands, and Deliver Results With Game-Changing Public Relations,” which is an industry best-seller. A NYC native, Torossian is a member of Young Presidents Organization (YPO), and active in numerous charities.

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