Hints for persuading on the phone.

[Pragmatic Pilgrim]

At this stage, many of us are calling lists of Undecided or Infrequent voters. With those voters, we can't afford to to just make calls--we gotta PERSUADE.

Like you, I've given up eating & sleeping for the duration. And like you, I'm now hunkered down all day at the phones, coaxing and wheedling Undecideds with all the charm and tenacity I can muster.

Since I earned my living as a persuader (Sales Mgr., now retired), maybe a few of my techniques will be helpful in raising your own phone-persuasion scores. Take any of this stuff you like, and leave the rest:

#If the mud-slinging ads are discouraging someone from voting, I tell them, "I know how you feel. But y'know, not voting IS a vote. It's a vote for things the way they've been. Are you really happy with the way things have been?"

#I won't accept "I'm still thinking about it" without responding with, "What issues are you thinking about? Maybe I can answer some questions that are bothering you."

#Since my candidate is the challenger, I'll tell an Undecided, "Look, if you can think of two things this Congress has done that made life better for you--even a LITTLE better--then go ahead and vote for the incumbent." They never can. That's when I say, "Nobody can. That's why this is being called 'The worst Do-Nothing Congress since 1948.' As a businessman, if someone isn't doing his job, I fire him. And if his replacement doesn't do the job for me, I fire him too. Don't you think it's time to fire __________?"

#When I hear the Nancy Pelosi boogeyman, I point out that many of the new Democratic Congresspeople will be coming from Red states. They're Moderates, even Conservatives, and they know they have to remain that way if they're to hold their seats. So (I tell them with a chuckle) we could put Joseph Stalin in the speaker's job and he still couldn't turn those Congresspeople radical! Instead (I say), the Dems will bend over backwards to do the stuff we want done and to undo the stuff we don't like, in order to show us how good they are. And as for raising taxes, that's baloney--only a suicidal party would do that!

#I'm always ready to bring out the real scary stuff, like the observation that, now that Bush has exhausted all his volunteer troop-reserves and his generals are still screaming for more "boots on the ground," it would seem his only option is to reinstate the draft. (Will it happen? Who knows, but as I explained in a thread I started the other day, the facts are true and the extrapolation is certainly logical.) The draft is an extremely powerful concept, especially for families with teenagers. The vision of their kid being in Iraq tends to shove aside all other thoughts--in fact, it suddenly makes "cut & run" look like a VERY reasonable idea!

#I remind folks that we could have some decent health care (or education, or small-biz support, or environmental programs, etc.) if we just brought back the $2 trillion we've spent in Iraq.

#If I've managed to bond with the voter, I may try to disarm him/her with humor, like "Well, I'm not saying the Democrats are perfect...but at least when a Democrat gets into trouble it's with someone from the OPPOSITE sex!" That ALWAYS draws a laugh! And it's a gentle but memorable way to underscore the Republican record of hypocrisy.

#I make every Dem voter swear--more than once, if possible--that he/she WILL vote on Tuesday.


Yeah, this interaction takes more time than a hit-&-run call, and maybe it's better to hit a lot of people with a canned pitch--I dunno. But I know the Undecideds WILL decide by the time they get into the voting-booth, and I'd rather get them to decide on the basis of what I tell them than what somebody else tells them. Believe me, I've heard many minds change as we talked!

Do you have specific questions about how to handle certain issues? Post 'em, and maybe people who are smarter than me can suggest a good response for these final hours.

The Repulsives have built some pretty high levees against a Democratic tidal wave: Gerrymandered districts, incumbency, more money, nastier ads. But I'm convinced that passionate persuasion can turn a Democratic storm into their Katrina.

Onward & upward!

[babylonsister]

1. Great points! My 78-yr old dad asked me, what happened to men

salivating over women? He's really stumped and disillusioned, but he's also a Dem. The hypocrisy is what gets him, not the sex, although that threw him for a loop.

#If I've managed to bond with the voter, I may try to disarm him/her with humor, like "Well, I'm not saying the Democrats are perfect...but at least when a Democrat gets into trouble it's with someone from the OPPOSITE sex!" That ALWAYS draws a laugh! And it's a gentle but memorable way to underscore the Republican record of hypocrisy.

[Greybnk48]

2. Thanks for the tips

I'm calling tomorrow with my husband. My sister worked today. She only had one "bad" experience out of many, many calls. Some guy answered the phone and she introduced herself and said why she was calling. He screamed into the phone "I hope you lose!" and hung up. We both had a good laugh over that one. But of the many calls she made, almost every response was positive (and she is in a very red area--we refer to it as The Belly of the Beast).

[countmyvote4real]

3. I think the bit about Dems "not" raising taxes is dishonest.

The GOP and * have put us so far in debt that we have no choice but to "raise" taxes and still provide good government. It is likely that Dems will overturn the tax cuts for the wealthiest and not raise them overall at the same rate (if at all) for most people. If we don't start to pay down this irresponsible debt now, it will be left to our children and grandchildren.

[Pragmatic Pilgrim]

4. Only if (as you say) we're talking to multimillionaires, and

I don't think our phone-lists contain many of them, do you? Plus, we're obviously talking about the near-term, not forever. Bush would drool at the chance to veto a Democratic tax increase. That's another reason it WOULD be suicidal for us to raise taxes if we want a shot at the Presidency in '08. Besides, all those Red State Dems will keep the brakes on any tax-increases that might hit the average voter.

Remember that Clinton built up the biggest budget-surplus in American history by raising taxes slightly on just the wealthy. (Then Bush turned it into the worst budget-deficit in world history by shoveling it back to the rich!) Yeah, it'll be hard to undo Bush's damage--the interest alone is now our third-largest expense--but if we create good-paying jobs instead of creating billionaires, I think we can do it.

Heck, if we could reclaim the gazillions going down the Iraq hole, we could do lots of good things with it! And I'm guessing the Baker Commission's recommendations will give us ALL (Bush and us) an honorable way to ratchet-down the war. It was designed by Bush Senior as a way to rescue Georgie-boy from yet another mess, but if the recommendations are reasonable, it offers us a chance to show our good bipartisan sense while avoiding accusations of "cut-&-run."

At least that's my take on it.

[1932]

9. It's all about reallocation. Some people will have to pay more (the richest/corps)

so that middle class and upper middle class Americans can have their ridiculously disproportionate (thanks to Alt. Min. Inc. Tax, and taxing dividends at 15%) burdens reduced or even balanced.

[Pragmatic Pilgrim]

14. Yeah! "Reallocation" could be a successful concept.

Of course, you'll try not to get into "tax increases" by any name at all, if you can avoid it. I like to say that there's little chance of any tax-increases being inflicted on working stiffs under FDR's party... but I'm dating myself!

And your idea of reminding them of the unfair tax-burden is always a strong pitch with people who indicate that taxes are a big issue with them!

[countmyvote4real]

39. Thanks for your strategic incites.

I'm glad that I pressed a point that was disconcerting to me and equally glad that you responded as you did. Much appreciated.

[sandnsea]

10. Not in the next two years

Dems won't raise taxes. They might do something with corporations, or end some subsidies or something, but they won't raise taxes on working people. They're promising to cut interest on student loans and I think put back one of the college tax credits. I think you can easily say taxes won't be raised because Dems never had a plan to raise them on anybody but the top 2% anyway.

[Infinite Hope]

5. Issue Tip:

Talk about property taxes. More than likely, your local area has had significant property tax increases due to 1)Federal GOP cutting taxes for rich 2)State GOP cutting taxes for rich 3)Both.

Once I point that out while also point out that their services have been cut at the same time (lost services, yet they're paying more), voters on the fence come to our side 98% of the time.

Please kick and recommend this repeatedly through the coming days so it's virtually pinned to the top. Maybe someone wants to contact the administrator to get them to actually pin it to the top through election day.

[Pragmatic Pilgrim]

8. Thanks, IH! Another state tax issue is unfunded mandates,

since they force the state to do expensive things but don't provide funding. The money has to come from somewhere, so taxes go up in the state.

[1932]

6. People should print this up and pass it arround at their MoveOn parties

and campaign headquarters tomorrow.

[sandnsea]

7. I had close-mouthed voters

You know, the kind who tell you they don't share their politics with people. Do you have an idea of how to open so the conversation goes in a different direction? Once I get people talking, I usually have to figure out how to get off the phone.

[1932]

11. I tell people that it would be great if we could talk about politics the way

we talk about sports. We don't all root for the same sports team, but you can learn something and enjoy sports even more if you talk about the game with someone else who is as interested as you are in it.

Politics is much more important to all of us than the outcome of sporting event, so it would be great if you wanted to talk about it. But I don't want to make you talk about it if you're uncomfortable.

[Pragmatic Pilgrim]

13. Neat bridge-builder, 1932!

Especially when you're talking to guys. And with guys, you always have to be careful not to make them feel dumb or wrong. The first reaction to any objection--or to any stupid statement--should be agreement ("Yeah, I know what you mean!" or "I know how you feel about that!"). Then try real hard NOT to use "but" as your next word. "But" erases everything that went before it in the sentence ("I love you, honey, but....")! Try getting used to substituting "and," or making a more nuanced transition, like "Well, y'know, how I look at it is...."

Old salesman's tricks!

P.S. - Note how I started my second sentence above with "And." Then try reading it with "But." See how the one goes smoothly, while the other raises at least a tiny bit of negative emotion. It's a speed-bump, and you don't want speed-bumps when you're persuading!

[1932]

19. Your ideas are fantastic. If people read one thread from now till Tuesday

it should be this one.

You should give seminars.

[Pragmatic Pilgrim]

20. Thanks, 1932. Actually, I DO give seminars...

...except they're about how to start a small business. However, the Sales/Marketing stuff is a vital component of both business and politics. It happens I've worked with upwards of 2,000 small businesses and startups, as well as a few political campaigns. (There's a lot more bio to me than I've said. Remember, I'm nearly 70...and I get bored easily, so I've done lots of things!)

[1932]

24. Wow.

Thanks for giving us a free seminar here.

[Pragmatic Pilgrim]

33. Hee hee, "From each according to his abilities,

and to each according to his needs." Among the members of a social or political movement, that Marxist principle can increase everyone's effectiveness!

[sandnsea]

21. Wow - Very slick!!

It really does change the tone of the post. Incredible. I'll have to pay all kinds of attention to that!

[sandnsea]

16. Well okay

But what if they start talking about sports!!! hehe. I'd be sunk. I'll mull that around and see if I can't personalize it, I can't think of what women talk about in the same manner as rooting for sports teams.

[1932]

18. Sports is a cultural obsession which has built-in conflict.

And that conflict in almost every case, resolves itself in amusing and non-threatening ways. I think a lot of people relate even if they aren't fans. But, families and friends are also engaged in dicussions where people take different sides and talk out their differences. And anyone who went to college should know intuitively that, what they did for four years, was make an argument, support it with facts, and engage in a dialogue with others in which you test your argument -- and, usually, that process produces something more useful than what you had when you started.

[Pragmatic Pilgrim]

12. Here's how I open my calls, Sandnsea.

It won't work for everyone, and it shouldn't--each of us should simply think about what might disarm us personally if we got another damn political phone call, and then give that a try. If it isn't working, try something else. Don't be shy--these people can't kill you, they can just hang up on you...and that's not a criticism of you, it's often because they feel powerless, so they take it out on someone they can beat up! Feel compassion for them and forgive them, then smile-&-dial again!

Anyhow, I'm pushing 70, so I open with, "Hi, my name is _____________________. You don't know me from Adam (this is designed to prevent them from wracking their brains to figure out if they should know me). I'm an old guy who works with (Candidate's Full Name). He's the Democratic Congressional candidate from our area (I try to make it seem I'm a neighbor, even if I'm 100 miles away). Well, (Candidate's First Name) asked me to call you to remind you that Tuesday is Election Day, and to ask for your help in making some changes in Congress. Have you been thinking some changes might be a good idea?"

That seems to work fairly well to get them focusing on their opinions about Congress instead of on the fact that a rather pleasant old guy has just interrupted their day. And if they turn out to favor my candidate, I end with, "Thanks, I'll tell (Candidate's First Name) that he can count on your vote on Tuesday! He'll be glad to hear it!" That drives home the obligation to vote, and keeps it personal.

As for your other question, Sandnsea--about people who won't talk--this is just a guess, but it's possible you may be sounding impersonal, like a survey-taker. That's okay when you're just trying to ID voters, but if you're trying to persuade Undecideds and Infrequents, you need to slide into it a bit more affably. You'll always get a few of the "Won't talk" folks, and there's nothing you can do with them. It's probably safe to assume they're against your candidate, so just apologize genially, thank them, and move on.

Hope that helps.

[sandnsea]

15. You gave me the line

Nope, I don't do the survey taker thing. I do it just like you, except I didn't have "Have you been thinking some changes might be a good idea?" That's the line. I'd been saying everything you said, remind people to vote on Tuesday etc, then asking if they had any last minute questions. Nope, they were fine. Then I said can xxx count on your support, and they said they don't tell people who they're voting for. I knew there had to be a line to get them to just start talking, and you just gave it to me. It's perfect. I don't have a problem with people hanging up or even being rude. It's just I knew I was missing something. I ran into a long block today of closed mouthed voters and it was a little frustrating.

I do usually take the local approach because I've got family all over and have lived a lot of places too. But I've also had people very impressed when I admitted I was calling all the way from right on the Pacific Ocean because this means so much to me. Just depends. I telemarketed graves for chrissake!! lol.

Thanks, you helped A LOT!!

[Pragmatic Pilgrim]

17. Questions & gravesites.

Thanks, Sandnsea! I figured you were too seasoned to need all that advice I laid out, but as a persuader I'm always thinking of my ENTIRE audience...which includes all the lurkers and post-readers who may be hoping for a few extra hints.

As a pro yourself, you know that the person asking the questions is in command of the conversation. It's like serving in tennis--you get to put the ball where you want it, and the other person has to move around to return it. So it's no surprise that the most useful part of my reply for you was that transitional question. Up to then, the game hadn't started--but with that question, you make your first serve. How they return it will determine your next move.

And hey, if you run into a RW jerk while you're phoning, just segue into offering him a gravesite!

[sandnsea]

22. bwahahaha

Oooh, my mind runs wild with the possibilities! Too funny.

I'm not all that much of a pro, I mostly just know what makes me talk when strangers call me on the phone. Not a script!

[Pacifist Patriot]

23. The only thing in your post that makes me uncomfortable is...

the joke about sex scandals with Democrats always involving the opposite sex. It's not true and it seems designed to appeal to the homophobia rampant in our country. Personally, I think I'd avoid mentioning such scandals.

[Pragmatic Pilgrim]

28. It's not very P.C., but I don;t mind kicking 'em when they're down.

Still, that's why I said "Take what you like, and leave the rest."

Personally, I don't see how that cute little joke is any different from what we're all doing, which is reminding voters of the hypocrisies of the "Family Values" party. Remember, it was a gay prostitute--not a homophobe--who had the integrity to out the Good Reverend. And I can attest the joke is pretty funny, cuz even little old Christian ladies in rural towns chortle like crazy at it.

It brings the listener to my side by humanizing both me and our party, which IMHO is a priceless quality we're in danger of losing when we're too stiffly doctrinaire. It even makes Bill Clinton's escapades--which doubtless leap to the listener's mind--seem like petty, easily forgivable pecadillos. And laughter opens the mind (I'll bet everyone who hears it will tell it to other people...which continues the cycle of ridiculing the holier-than-thou Repulsives while humanizing the Dems).

All in all, that's not a bad return on investment, if you ask me!

But it does occur to me, for some reason, that it might work best if it's told by a man. Maybe it's not so culturally becoming for a woman...unless she prefaces it by saying she's quoting a man, like her hubby etc. (Did I just fail another P.C. test? My only defense is that I just study people so I can win them over, I didn't invent them.)

[spooky3]

25. Great tips, but I have one concern, with the tax comment.

quite a few Dems DO believe that some taxes should be raised (or tax cuts rescinded). Although these same Dems would never have put us in the position that * did to create the untenable budget deficits, they are honest enough to face the consequences. But these Dems almost invariable support ONLY:

1) restoring and maintaining estate taxation for very large estates (e.g., $5 million or more)
2) rescinding some of Bush's tax cut for the wealthiest 1% of the population
3) eliminating tax incentives to off-shore jobs

and rectifying similar injustices. They do NOT support middle and lower class tax increases.

[Pragmatic Pilgrim]

29. Right on, Spooky. Read the post-&-reply exchange above,

with Countmyvote4real and 1932, where we get into that in more detail. Summary: We're not talking to multimillionaires when we're phoning our Undecided and Infrequent voters, so there's no Credibility Gap. (Not to mention the obvious fact that we'd be nuts to propose blue-collar tax increases unless we wanted to return to Political Hell for another couple decades.)

[The Count]

26. K&R

Must read

[Pragmatic Pilgrim]

30. Thanks, Count. But...um...what's this "K&R" mean?

I've been an Asst. Mgr. of a couple other sites--one for booklovers and one where we answer small-biz questions--so I'm no stranger to the common on-line abbreviations. But I'm new to this milieu and its lingo. Plus, I'm an old guy who doesn't learn fast! Please fill me in.

[annabanana]

36. Welcome to DU, Pragmatic Pilgrim!

About "k&r":
the "k" is a "kick".. when you respond to a post, it jumps back up to the top of the page.
the "r" is a "recommend".. members can recommend threads and with enough "recomends" the thread will show up on the "greatest" page, where more people might see it!

[Pragmatic Pilgrim]

38. Wow, so "K&R "is a compliment! Nice!

On my other sites, Annabanana, we'd call it a "bump." (Cripes, whoever said America is "the largest nation that speaks a mutually intelligible dialect" must've said it before the Internet!)

Got back a little while ago from another day of practicing what I've been preaching. My cell-phone is in meltdown, I'm exhausted from sounding chipper all day, but I'm sure I swung another little gaggle of converts for my guy, Joe Donnelly (IN 2nd CD). Or at least I swung 'em in favor of change, which is sometimes all you can get. Luckily, it's all you need when your guy is the challenger!

I'll be working the phones again tomorrow and Tuesday. I really hate to lose! But if I do, the sting is dulled if I know I did everything I could!

Thanks for the answer, Annabanana, and thanks for the welcome.

[annabanana]

41. and another...

[The Count]

45. Sorry for getting back late to you. I sent this thread to friends making calls

and they were very grateful for your advice - it worked very well in the field! So, another compliment - excellent stuff - tried and true!

[blm]

27. GREAT post, Prag.... I've been calling from home in NC, and my guy has been

bombarded with very heavy negative ads that have the facts twisted so bad, bit mainly targets seniors afraid of losing health benefits.

They seem to get with no problem that the prescription drug bill helped DRUG COMPANIES more than it did seniors.

GREAT idea for a thread.

Anyone else do calling from home? Our HQ has been pretty well filled up all week, so some of us call from home, and that way it saves money for local party, too.

[Pragmatic Pilgrim]

31. I'd say it's time for some righteous indignation.

Be human on the phone--or rather, ACT human (I say that because while an emotion comes easily the first time, it requires the skill of an actor to dig down inside him/herself and find it again and again for stuff like phone-banking). Seems to me that when your guy has been lambasted with outrageous lies, you're most persuasive when you let that righteous indignation show, at least a little.

Maybe, "Isn't that ridiculous? That makes me mad, and I hope it makes you mad too! We all know it was Mr. Bush who prohibited Medicare--which is the world's biggest buyer of prescription drugs--from NEGOTIATING QUANTITY PRICING for those drugs! Cripes, there's not a business on earth that doesn't demand a discount if it buys THREE of something, and the sellers are delighted to give those discounts! EVERYBODY know that! Yet the Republicans won't let Medicare demand a discount from the drug companies, even though Medicare buys MILLIONS of those drugs! That's because Mr. Bush hates the whole Social Security program and wants to turn it over to his rich pals on Wall Street where it would become a gamble instead of a guarantee! Look, Mrs. Smith, the Democrats are the people who INVENTED Social Security--we're mad as hell at the way he's trying to make it look like it's in trouble so he can destroy it before a Democratic Congress can stop him. You probably remember FDR, right? So I'd suggest you vote your heart. You know the Democrats are the party that wants to make sure people like us are taken care of, instead of always taking care of the giant corporations!"

There's not even anything wrong with losing control of your feelings for a moment, and then begging an apology when you do. Passion is persuasive, and we Liberals have plenty of passion!

[blm]

32. Again, thanks for a great thread. KandR

.

[Pragmatic Pilgrim]

34. The Power of "I'm pretty conservative, but..."

In persuasion, our #1 job is to build bridges with the other person, not to go into hand-to-hand combat with them. If you can put yourself by their side, so that the two of you are looking at the problem that's Over There, you're on your way to gaining their agreement.

One way I do that (hold your breath here) is by telling Undecideds, "I'm pretty conservative, but..." and then hit my point.

The truth is, I AM pretty conservative. Not just because I was a Goldwater Republican back when I was a kid, nor because of my business background, but because we're ALL pretty conservative...with a small "c." Being conservative simply means we like to conserve the good things in the world. Anyone can be both liberal AND conservative at the same time, and most of us are. So it's not a lie.

But it persuades the other person to listen to what you're saying a bit closer. After all, they'd EXPECT to hear a Democratic pitch from a Liberal, but they pay attention when it comes from a conservative...and they can't hear the small "c"!

During the '04 campaign, I canvassed wearing a "Republicans for Kerry" button. It was magical! No matter WHO opened the door, we instantly had something in common! Dems would congratulate me on having seen the light, and Repubs would ask, "How come?" Which, of course, was exactly the question I WANTED them to ask, so I could explain!

Now when I talk to Undecideds on the phone, I preface my most confrontational arguments with, "Well, I'm pretty conservative myself. But it seems to me that....."

It builds bridges, and it opens ears. That's how we create agreement.

[Qutzupalotl]

35. Kick

Good stuff here.

[bleedinglib]

37. Friendly persuasion !

Some great Ideas you got there. I'v made alot of calls in the last few weeks and one suggestion is to start off with , hello, my name is_______
and I'm a "volunteer" for the _______ party or what ever. Immediatly they know that your not a paid political hack and they are much more receptive to you and less likely to hang up? Try it and you will be greeted as liberators. Keep up the good fight!
BILB:kick:

[Senator]

40. How to Stun Them On Abortion

You'll hear it. "Sorry, I'm pro-life."

Answer: "We're all pro-life. It's just that Dems don't want to put frightened women and their doctors in jail. You do."

Don't say anthing more. Don't try to "teach" or "inform" them.

You've set up the "black and white" that they need to decide. And you've made them the bad guy.

Leave it at that. They're not worth any more precious time.

--

[CBHagman]

42. The health care issue also matters.

For example, with Catholics (and mind you, I'm not proposing you start screening people by faith), you can say that the church's social teaching is that health care is a human right for all people. That's the true way to be pro-life.

Meanwhile, millions (not thousands, millions) are losing health care coverage in this country, and the administration's response has been to emphasize medical liability suits and health savings accounts, which doesn't address the issues of affordability.

[Pragmatic Pilgrim]

44. Yup, the top issue with a near-majority of voters.

We should bang the hell out of it! Those are good points.

Another eye-opening argument: Remind them that Bush prohibited the government from negotiating lower prices on the countless tons of prescription drugs it buys. I tell voters that, as a businessman, I demand a quantity discount if I buy THREE of anything, yet the federal government buys millions and millions of prescription drugs without a quantity discount! Bush protects his rich pals in the drug industry by forcing us to pay billions more of our tax dollars to them than we ever should--or than they'd ever expect any other buyer to pay! Undoing this single order of his could reduce drug-costs dramatically.

[Pragmatic Pilgrim]

43. Hee hee. A gentler response might be to say

"That's great! You're facing a pretty tough choice, aren't you? You're eager to protect kids BEFORE they're born, while we're trying to make sure those same kids have health care, good jobs, a guaranteed retirement, and a peaceful world for the REST of their lives. I don't envy your decision, but thanks so much for taking the time to think about it today."

But of course the only people you'd have a chance to say this to are the ones who are polite enough not to hang up as soon as they blurt their angry answer in the first place!