“Just the facts, ma’am.”
As a boomer, I immediately recognize that as a signature line of no-nonsense Sgt. Joe Friday (played by Jack Webb) on the popular TV show Dragnet.
(Of course it turns out Joe Friday never actually said the phrase he made famous. But he came close. What he did say was “All we need are the facts.” The “remembered” version is a more interesting sound bite.)
But whereas “just the facts” may be a great technique for a police detective, it is terrible advice for anyone involved with public relations, marketing, or politics trying to change people’s opinions.
Indeed it’s a frightening – but common – thing to hear.
I recently attended a convention of political activists and bloggers.Â
Toward the end of a Q&A session a woman stood up, thanked the presenters and said, “The facts are on our side. I realize now if we just get the facts out there, we will win.” A lot of heads nodded in agreement.
Enthusiastic, confident…and horribly misguided! And for public relations professionals, often a mindset of our clients we need to change.
Facts do not produce converts. Â
Facts are too susceptible to fabrication, half-truths, intentional and accidental misrepresentation, misinterpretation, skepticism, disinterest, rationalization, and denial. Â
Facts can be useful in conversion, but only when used as part of a persuasive process, never as a stand alone. Â
If we want people to to join our cause, buy our products or services, vote for our candidate or initiative, we need to meet them where they are. We need to deal with their concerns, their perceptions, their assumptions, and their experiences. We need to build a relationship of genuine concern and trust. Â
And we need to offer, in the words of former president George Hebert Walker Bush, “that vision thing” so people feel they are choosing a better way.Â
In  dealing with people who still stick to the “just the facts” mindset, this advice may help. It’s from Clarence Darrow, one of the most prominent American defense attorneys in the late 18- and early 1900s. Darrow advised: “Don’t give the jury reasons to acquit your client. Make them want to acquit him, and they will provide the reasons.” Â
And to keep up to date with tools and strategies to craft persuasive messages and succeed in high-stake communication situations, I invite you to visit http://www.speaktolead.com
From – Lou Hampton, The QuoteAbility Coach and Reputation Protection Expert
Article Source: http://EzineArticles.com/?expert=Lou_Hampton
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COACH NEW Hampton Slim Sig Envelope Wallet Khaki 44990 SKHMA $139.00 STYLE: # 44990 skhma MAIN COLOR: Khaki/ Mahogany DIMENSIONS: 7.5″(w) x 4″(H) X 1″(D) MSRP $ 218 + tax Descriptions: Water & stain resistant Coach signature khaki jacquard fabric and brown leather trim |
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COACH NEW Hampton Sig Slim Envelope Wallet Black 44990 SBKBK $139.00 Water & stain resistant Coach signature jacquard fabric and black leather trim Flap snap closure with Coach nickel embossed button on front Full size zip pocket on the backside with leather pull Silver tone hardware Coach soft leather interior Engraved logo on bottom right 3 full-length interior bill compartments 12 credit card slots pockets(6 on each side)… |
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Coach Hamptons Signature Carryall Bag Purse Tote 14878 Black White $248.00 Lightweight signature carryall, a bag with gorgeous details, carry it on your arm or shoulder…. |
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COACH F14878 Daisy Signature Large Tote Womens Purse Handbag $248.00 This Coach signature tote features classic khaki jacquard signature water and stain resistant fabric and white leather trim. The front features a snap closure pocket with zipper pocket on the outside, as well as round coach logo at top. Sides feature snap detail to give the bag added space while zip top opens to a lilac lining with a zip pocket, a cell phone pocket, a large open pocket to help k… |
January 15, 2003
Coach