Page 94 - TX_Marketing 2_M1_v2
P. 94

What are some colorful synonyms for the word "appropriately" that you could use to

               induce certain emotions? Consider:
                       Reasonably

                       Affordably

                       Smartly
                       Tastefully



               So how do you pick from this list? The exact word you choose should depend on your
               audience and theme. For example, if you were trying to play-up the inexpensive cost,

               would "affordably" work? Would "smartly" work better? Clearly either term would

               work, and, in this case, the two terms are more or less synonyms, but it's probable
               that "smartly" is a better word choice because "affordably priced" might imply that

               the product is "inexpensive" or possibly just "cheap." "Smartly priced," on the other

               hand,  seems  more  likely  to  conjure  images  of  an  "informed  consumer"  or  "wise
               shopper."



               By carefully selecting language that will help you establish an appropriate tone, you
               can  generate  emotions  that  will  persuade  people.  Consider  our  last  example.  If

               people think of your product as "cheap" because you used the word "affordable,"

               then they might be less likely to buy. On the other hand, if they have an image of an
               "informed  consumer"  purchasing  your  product,  then  they  are  more  likely  to  buy

               because  they  probably  identify  themselves  with  the  thought  or  concept  of  an
               "informed consumer." Coloring your language by selecting it carefully is a great way

               to create manageable levels of emotion that you can use to persuade people.


               If you carefully select your diction, then you can say more with less. Funny jokes,

               persuasive  advertisements,  and  beautiful  poetry  all  illustrate  the  capabilities  of

               finally crafted diction: they deliver so much with so few words. Because of the scarcity
               of language, the words that are present in such pieces carry more weight.






                                                                 TX Marketing II: Negotiation Techniques         93
   89   90   91   92   93   94   95   96   97   98   99