How to Reach A Larger Audience

[arcadian]

http://www.opednews.com/articles/How-to-Reach-A-Larger-Audi-by-George-Washington-100223-89.html

For OpEdNews: George Washington - Writer

Stop preaching to the choir!

Start reaching a larger audience!

The people you talk with and the websites which publish what you write might think you're great, but the vast majority of people out there aren't hearing it.

You're Reaching a Very Small Audience


Communications experts like George Lakoff (who I recently interviewed) and Frank Luntz say that most people don't make political decisions based on fact and logic. Instead, they make decisions based on their ideas of morality and pre-existing "frames" of reference.


So if you are just reciting facts, you are not going to persuade anyone except the minority of people who reason and make decisions based on logic. (You may say "but all of the websites I read and people I talk to make decisions based on logic". Okay, but that only means that you don't read the overwhelming majority of websites or talk to the overwhelming majority of people who make decisions based on other factors. See this and this).

Associating an issue or person with an emotion is called "anchoring".

Some words convey strong positive or negative emotions, and act as powerful anchor words. For example, in 1995, Newt Gingrich pushed the following positive words for use by politicians:


share... change... opportunity... legacy... challenge... control... truth... moral... courage... reform... prosperity... crusade... movement... children... family... debate... compete... active(ly)... we/us/our... candid(ly)... humane... pristine... provide...

liberty... commitment... principle(d)... unique... duty... precious... premise... care(ing)... tough... listen... learn... help... lead... vision... success... empower(ment)... citizen... activist... mobilize... conflict... light... dream... freedom...

peace... rights... pioneer... proud/pride... building... preserve... pro-(issue): flag, children, environment... reform... workfare... eliminate good-time in prison... strength... choice/choose... fair... protect... confident... incentive... hard work... initiative... common sense... passionate

"National security" is also, obviously, a very powerful anchor. Just using these some of these words to describe one's position helps to persuade people towards that position.

Gingrich urged the following negative words be describe one's opponent:

decay... failure (fail)... collapse(ing)... deeper... crisis... urgent(cy)... destructive... destroy... sick... pathetic... lie... liberal... they/them... unionized bureaucracy... "compassion" is not enough... betray... consequences... limit(s)... shallow... traitors... sensationalists...

endanger... coercion... hypocrisy... radical... threaten... devour... waste... corruption... incompetent... permissive attitudes... destructive... impose... self-serving... greed... ideological... insecure... anti-(issue): flag, family, child, jobs... pessimistic... excuses... intolerant...

stagnation... welfare... corrupt... selfish... insensitive... status quo... mandate(s)... taxes... spend(ing)... shame... disgrace... punish (poor...)... bizarre... cynicism... cheat... steal... abuse of power... machine... bosses... obsolete... criminal rights... red tape... patronage
(Gingrich's buzzwords came from Luntz)

Lakoff and Luntz periodically release updated lists of anchors and frames concerning specific issues. For example, Lakoff writes today that Democrats promoting health care reform should use the words "freedom" and "life". And Luntz recently wrote that those fighting financial reform should focus on phrases such as "lobbyist loopholes", "agent of change", "government accountability", "bloated government bureaucracy". (Lakoff is on the left, and Luntz on the right. But everyone should look beyond their partisan biases to their scientific communications insights. They are, after all, two of the leading experts in field of communication).


more@link