Religion and politics.
They’re said to be the two topics to avoid when talking to others, especially people you don’t know very well.
Why?
Because those topics tend to evoke very strong, highly emotional responses.
Bad for parties and peace rallies, good for getting a conversation going.
Now, I’m not saying that you should include religion and politics on your web site, in your signature speech or throughout your marcom materials (unless that’s your business or life’s work).
No, the takeaway for communicators, writers, creative professionals and entrepreneurs like you is this:
Understand your audience’s emotional triggers so you can position yourself/your business to connect with them on an experiential level.
And that can make the difference in whether they choose you or your competitor.
So, how do you do it?
First, stop making assumptions about your audience. Get to know them on a real and personal level. Spend time with them. Ask open-ended questions and not only listen to what they say, but watch what they do.
Second, become real to them through storytelling. Some years ago I sat in on a United Way presentation at the company I worked for. It was a mandatory meeting and I had already made up my mind that I was not going to be coerced into donating any money. But during the presentation, the speaker invited a lovely young woman up to the podium. She shared a remarkable and heartfelt story of her traumatic brain injury and subsequent recovery thanks to the help of a United Way Agency.
It was impossible not to connect with her, feel her pain, understand her gratitude, and support her cause – all because she shared her story in a real and compelling way.
While your story may not be as dramatic, it can be every bit as personal. Stop limiting yourself to the all-business, all-facts copy that others default to.
Third, and finally, choose your words carefully. Pick words and create phrases that evoke feelings, while creating enthusiasm, energy, urgency or understanding. Use more descriptive, though not uncommon, words. For example, instead of saying “no maintenance,” try using the words “worry free” instead. See how the first choice is more factual while the second is more emotional?
By getting at — and responding to — your audience’s underlying values, needs, beliefs, feelings and experiences, you can help shape the way they feel about you/your business.
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