Media Training 10: What Does That Mean?

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By Gerard Braud

www.braudcommunications.com 

The question I ask most often these days is, “What does that mean?”

I’m relatively well educated. I’m well read. I travel the world constantly teaching media
relations and crisis communications.

But what bugs the ever living daylights out of me is hearing people speak in mumble jumble that they think means something, but it means nothing at all.

The mumble jumble is corporate speak, buzzwords, jargon and government acronyms.

I’m fortunate enough that people pay me an honorarium to speak at numerous conferences, corporate meetings and association meetings every month. I always make a point of listening to what other speakers say so I can incorporate their lessons into my presentation.

But many of the speakers fill their presentations with so many buzz words, jargon and mumble jumble that I find myself sitting in the audience asking, “What does that mean?” The speaker thinks they have said something profound, but they’ve really said nothing at all.

I hear things such as, “If we work in a customer centric capacity to increase productivity and to create a win-win situation for our partners in a collaborative fashion, then we can achieve our goals for the betterment of our strategic partners in the hopes of benefiting those with whom we do business?

  • What does that mean?
  • Were you trying to say put customers first?
  • What is a win-win situation? (with all due respects to Steven Covey)
  • What are examples of collaboration?
  • What are the goals?
  • Who are the strategic partners?

Please, spell it out. Please give me meaningful examples. Please give me tangible examples. Please give me anecdotes. Please communicate with real words. Please put some emotion into your communications. Please make the communications more visual by describing who and what you are talking about.

Let’s go back to lesson one.  Would those words work at career day with a 6th grade class.  A friend of mine uses this test – if you said it to your grandparents at Thanksgiving dinner, would they know what you mean?

Let’s touch on one other important point that I find in the politically correct world, especially among non-profit organizations. There is a propensity to say things in a way that will not offend the people that you serve. However, in the process of crafting your statement with sensitivity, you become so ambiguous that no one really knows what you are talking about, including… and sometimes most importantly, even the people they are trying to help. That’s right, the people you are trying to help don’t know what you mean, because the organization is being so sensitive and so politically correct.

If you keep changing the labels and the terminology out of sensitivity, then the audience, the reporter and the people you serve will be left asking, “What does that mean?”  As we learned in lesson 4, that could lead to you accusing the reporter of taking you out of context. And as we learned in lesson 2, it affects your bottom line when you use terms that your audience cannot understand because of the politically correct ambiguity.

Consultants and trainers are also guilty of trying to coin clever phrases. A few years ago my wife, who works at a small private school, mailed out the class schedule for the fall semester. Her phone started ringing off the hook because after years of promoting the school’s top notch computer lab, computer classes were no longer listed on the class schedule. She told concerned parents she would check it out and get back to them. As it turns out, someone on the school staff had taken the term computer class off of the schedule and replaced it with the term “information literacy.” Yes, it seems someone had gone to a summer workshop in which the trainer/consultant preached that “it’s so much more than just knowing the mechanics of a computer, the internet and the programs – It’s really about ‘information literacy.’” What does that mean? It’s a dumb term. Call it what it is. It’s computer class.

If you’d like more examples from my “What Does that Mean?” file I have a great PDF that I’d be happy to share with you so you can share with the offenders. It is available as a download at www.braudcasting.com

In our next lesson, we’ll examine how people criticize the media for what is often referred to as interviewing people who have no teeth.

This is Gerard Braud

Media Training 9: The Myth about 3 Key Messages

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By Gerard Braud www.braudcommunications.com 

So in the last lesson, we talked about not letting facts get in the way of a good story. The secret is to keep it simple.

When you go through media training (which I enjoy teaching more than anything in the world and I would still do every day even if I won a $200 million dollar lottery)… when you go through media training you are always taught the concept of identifying your “3 Key Messages.”  In other words, what are the 3 most important things you need to communicate during your interview with the reporter?

But what is a key message?

  • Is it a bullet point?
  • Is it a talking point?
  • Is it a set of words that incorporate more spin than truth?
  • Is it a set of verbatim words that incorporate both truth and quotes?

In my world, it is a set of verbatim words that incorporate both truth and quotes. But many media trainers teach only bullet points and talking points.  I call this the myth about 3 key messages.

Let’s put this in the context of a U.S. political candidate in a debate with his or her opponent. The moderator of the debate might ask a question such as, “Please give me your thoughts on education.”

The candidate, whose strategist may have determined that the key messages should only be about energy, the economy and international relations, is left with nothing to say. Hence, the candidate will BS his or her way through 50 seconds of a 60 second answer, then conclude by saying, “education is important and you can get more details on my website.”

That is such bull.

When you give a spokesperson or executive only bullet points and talking points for an interview, you give them license to ad lib. Have you ever seen anyone who can truly ad lib well? They are few and far between. The person who ad libs is doing what? They are winging it. What did we learn in Lesson 2?  When you wing it you crash and burn.

In my world you should start an interview with 3 key areas that you want to talk about. For each of those areas, you should have learned and internalized several pre-written sentences that are also very quotable sentences. Then, each of those 3 areas should have 3 key messages of their own, that are well written, internalized and quotable. And conceivably, each of those 3 key messages will have 3 more messages to go with them.

Think of your conversation as a large live oak tree like you see in the south. Picture that tree with a huge, study trunk and 3 large branches. In my training programs, I teach the executives what I call my tree trunk message, which usually consists of 2 sentences that anchor the entire conversation. These are the first words out of your mouth when the reporter asks the first question. These first two sentences provide context for the conversation you are about to have. Both sentences must be quotable. The first sentence serves virtually as a headline that sums up your organization’s vision, value, mission and belief. The second sentence points to the 3 key areas that the spokesperson is prepared to talk about. The second sentence begins the foreshadowing process that we talked about in lesson 6. It is this type of foreshadowing that will help the reporter develop his next question for you.

Next, I write 2 more sentences for each of those 3 large branches that grow from the tree trunk. Can you visualize this large oak with 3 large branches? The sentences must again be highly quotable. These sentences add a few more overarching facts and point to other important areas that you may want to talk about. Again, you are foreshadowing other areas that you are prepared to talk about.

Again, this is a technique that I usually take half a day to teach in my “Kick-Butt Key Messages” workshop. But if you can visualize a tree with a large trunk and 3 large branches, you begin to understand how the conversation grows. Then add 3 limbs to each of the large branches. Then add 3 twigs to each of the limbs. Then add 3 leaves to each of the twigs. Draw it out if necessary to fully visualize the tree. Ultimately, just as a tree sprouts limbs, twigs and leaves, your conversation needs to sprout additional sentences with slightly more detail.

In our visualization, the leaves represent great detail while the tree trunk and 3 branches symbolize very basic facts.

If you invest time to populate your tree with verbatim, quotable sentences that you internalize, your next interview will be the easiest interview ever.

Basically, your populated tree has created a full conversation and an interview should be a conversation. It should tell a story.

Additionally, our tree analogy has prepared us to tell our story in the inverted pyramid style – the same style reporters use when they write.

Is this easy? No.

Does it take preparation? Absolutely.

How much preparation? An interview is as important as any business deal. If you could attach a dollar to every word that comes out of your mouth, would you make money or lose money?

Bottom line – know what you want to say, know it verbatim, and be prepared to tell a story.

In our next lesson I’ll ask you the question I ask often when I talk to people who use lots of jargon, corporate speak and acronyms. The question is, “What does that mean?”

Media Training 8: The Facts Don’t Matter

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By Gerard Braud www.braudcommunications.com

One day, as a joke in the newsroom, I uttered the phrase, “don’t let the facts get in the way of a good story.” We all laughed. A colleague was pushing for a story to make the evening news, but there were lots of holes in the story and I (who in lesson 3 emphasized that it’s all about me) wanted my story to be the lead story. I won and got the lead story. The colleague’s story was killed.

Over the years we used the joke several times daily just to raze each other. But then we began to realize that way too much of what made the news at our TV station and at those of our competitors, made the news regardless of the facts. Ultimately, it was one of the reasons I left the news business after a great 15-year ride.

But let’s be honest. How many news stories are filled with facts? The truth is, not a lot.  Newspaper stories will always have more details than TV and radio news reports. But TV stories, especially, are driven by visual images. The example that I always use is that if the story is about a brown cow, I need video of a brown cow. If I have no video of a brown cow, I can’t put the story on the evening news.

Another example I always use is the mixed metaphor that says, “If a tree falls in the woods and it is not on video, is it news?”

When I used to cover hurricanes in the ‘80s and ‘90s I was always upset when I didn’t have video of something blowing away. I needed the visual on video to tell the story.

I laughed a few years ago when there was a news report about a landslide in Japan. A highway traffic camera captured trees sliding down the side of a hill. It was only news because there was dramatic video. Trust me, as a guy who has worked around the world and extensively in the Pacific rim, there are landslides all over the world every day. This one happened to be captured on video and therefore became news.

As I mentioned in lesson 4, a print reporter will likely write only a 12-20 sentence synopsis, a radio reporter is only writing 6-8 sentences and a TV reporter is only writing 10-12 sentences.

The average person tries to give way, way, way too many facts in a news interview. Take this comment with a grain of salt, but the reporter doesn’t really care about you or the facts. Sure, they seem interested in you, but their report is more important to them personally than your facts.

A news report is a puzzle. Certain pieces must fit exactly together. In a TV report, quotes make up 1/3rd of the story. The lead and the conclusion together make up 1/3rd of the story. I don’t want to burst your bubble, but can you guess how much room we have in the story for your facts? In a TV news report, that equals 4 sentences. In a print report that equals 8-12 sentences.

If there is no room in the story for a bunch of facts, why would you spend so much time giving lots of facts to the reporter?

So, in conclusion for this lesson… don’t let the facts get in the way of a good story.

In our next lesson we’ll explore the media training myth about 3 key messages

Media Training 7: Never get in a fight with someone who buys ink by the barrel

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By Gerard Braud www.braudcommunications.com 

I find it unbelievable that in the 21st century we still find executives who don’t want to take on a reporter or news outlet that has wrongly damaged their reputation. 

The traditional way of responding to a media outlet that makes a factual error is to ask the management for a retraction. But sometimes the issue is not always factual but a difference in your point of view. If a newspaper does a hatchet job on you, the correct way to respond is to always write a letter to the editor. The letter should be short and to the point, with about 200-400 words. In some cases, you may want to ask 3rd party supporters to also write short letters on your behalf.

Yet I still find executives who say, “We’re not going to respond. Just let it die. You can’t get in a fight with someone who buys ink by the barrel.” That statement was wrong 50 years ago and it is even more wrong today.

In the past, a negative story may have run on TV or radio once or twice for 60-90 seconds, then it was gone. In the past, a negative story appeared in the newspaper for just one day, then the paper was thrown out, never to be seen again.

But the internet has changed all of that. Today, those negative stories live on in archives on the internet forever. Additionally, media websites are among the highest ranked websites on the internet because their information is deep, the site is constantly updated, and it is perceived by search engines as highly credible. The media sites are so highly ranked that if your organization or name is mentioned in a news report, the media website could come up as a higher ranked site on the internet than your own site.

What this means is that if I do an internet search for your name, or that of your organization, I may see and read the negative things written about you on a media website before I read the positive stuff about you on your own web site.

So what do you do?

Well, just as always, if it is a newspaper that has damaged your reputation, you should write a letter to the editor as I’ve outlined above. That letter to the editor now becauses part of the online archive linked to the story. That way, in the future, when people stumble across the story they will immediately find your point of view as well.

In the case of radio and TV, you should place your comments on the media outlet’s blog on their website. Please be aware that other web users and opponents may verbally attack you and your comments once they are on the media outlet’s blog. You need to be ready to clearly state your case.

Additionally, you may wish to place a response on your own website and blog. Blogs are highly valued by search engines and will help counter the negative comments from the original story.

Finally, don’t take it personally. Your response is as important as a business decision, as we outlined in lesson 2. Hire professional PR writers to help if necessary. They will take the issue less personally and likely choose better words that may temper any anger you are feeling.

In our next lesson we’ll explore why the facts don’t matter.

Media Training 6: I Wonder What the Next Question Will Be?

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By Gerard Braud

www.braudcommunications.com 

I want you to think for a moment about the last interview you did with a reporter. The reporter asks you a question then you start talking. Think very carefully now – what were you wondering the entire time you were answering the question?

In most cases, my media training students will confess that the entire time they were talking, they were thinking, “I wonder what the reporter is going to ask me next.”

Well here’s a little confession – Most of the time while I was a reporter, the entire time people were answering my question I was wondering what I was going to ask them next.

This means that in most interviews, both people are distracted, wondering what the next question will be and therefore neither is really concentrating on what the current answer is.

Therein lies the biggest problem in most interviews and therefore the greatest opportunity.

Here is what you need to know about reporters to fully understand how the interview will go down. In most cases, the reporter has no written, prepared questions before the interview. And chances are, the reporter has not done an extensive amount of advanced research.

If you are dealing with an investigative reporter or a television network news magazine, you can expect the reporter has done more research and has some specific questions to ask. But in your average interview for your average story I would estimate that 80-90% of the time, the reporter is going to make up the questions on the spot when the interview begins.

The interview will start with “soft” questions, designed to help you relax and get into your comfort zone. As the interview progresses, the questions will become more direct and possibly more negative.

But here is the big secret – How you answer the current question will dictate what the next question is. Even more specifically, the words you use at the end of your answer will often be used by the reporter to craft the next question.

In other words, the reporter will mirror your language right back to you in a form of a question. For example, if my final words are, “…the challenges we’ll face next year will eclipse the challenges we face this year…” what do you think the next question will be?  The reporter will ask, “What are the challenges you expect to face next year?”

To test this theory, watch a TV news anchor talking to the reporter who is live on the scene of an event. The anchor will ask a question and the reporter will repeat part of the question back to the anchor as part of their answer.

Mary the Anchor: “Bob, it sure looks like a disaster zone out there…”

Bob the Reporter: “It sure is a disaster zone out here Mary…”

I’ve developed a system for crafting answers that foreshadows the things that I want to talk about in an interview, followed by a “cliff hanger” or a sentence that creates some suspense. The trick is to always stop short of giving all of the details about something and to make the reporter want to know more. You want to make the reporter ask you a logical follow up question.

This technique makes life easy for the reporter because they never have to think very hard about their next question. You, therefore, are controlling the interview and the questions. The reporter is just following along.

I teach an entire workshop on crafting these “Kick-butt Key Messages.” Unfortunately, time here doesn’t permit me to teach the entire program. You would need a half day to truly learn the technique and system I use. But in the meantime, observe news anchors tossing questions to reporters on live locations and in your next interview try to create a few “cliff hangers” that will make the reporter ask you the logical follow up question that you want.

And finally, in lesson 3 we talked about creating quotes. In every interview you need to talk in sound bites and quotes. Often reporters keep asking questions because while they may already have enough facts to write the story, they don’t have a good enough quote to put into the story. And here is a big secret – the faster you give the reporter a good quote, the sooner the interview will end.

In our next lesson we’ll explore the old myth that you should never get in a fight with someone who buys ink by the barrel.

 

Media Training 5: The Media are Biased

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By Gerard Braud

www.braudcommunications.com

There is much debate about whether the media are biased; especially whether there is a liberal bias. If you truly want to explore that subject, I suggest you read the book Bias by Bernard Goldberg.

It has been my experience over the years that much of what is perceived as bias is really the result of the following:

• Editors send reporters out of the door armed with only partial facts or rumors

• The reporters and editors have misconceptions or misperceptions about you or your issues

• A competitor or opponent of yours has approached the media and only told them half of the story

• Ignorance by the reporter

All four of the above result in the reporter calling you, asking for an interview, and asking you negative questions, putting you in a defensive posture.

Let’s break it down.

Partial facts are usually the result of rumors and innuendos. We all share rumors every day. “Hey, you know what I heard today…?”  In the newsroom, a reporter or editor turns that rumor into a research project and must confirm or refute it. “Hey Gerard, I heard a rumor today that… Why don’t you go check it out?”

That rumor would become my assignment for the day. If there is a rumor that the mayor is on cocaine, then I try to prove that the mayor is using cocaine. If he is, it is a story. If he isn’t, then there is no story.  If the rumor is that the married congressman has a girlfriend, then I try to prove the congressman has a girlfriend. If it is true, I have a story. If I can’t prove it, then there is no story.

You may not like it, but it is the nature of the business.

The next issue is very similar; it’s the impact of a misconception or misperceptions. Often this is purely subjective. Perhaps you are proposing a new development, but something just seems shady. Then the news report may likely reflect a tone of skepticism. The reporter may even seek out a 3rd party who is willing to cast further doubt on your project or credibility.

On the issue of opponents — I’ve watched many opponents make compelling cases and provide an enormous amount of supporting material and a hefty helping of innuendo. In the U.S. they’re often called “opposition groups” while around the world they are called “NGOs,” which stands for non-government organizations.

Usually the members of these groups are very passionate about a specific issue and those issues may be considered liberal issues. If a member of one of these groups makes a compelling case to a reporter, they could trigger a news report about you or your company. The reporter may come armed with reams of documentation supplied by the opponent, placing you in a defensive position. The resulting story could portray you in a very negative light.

And the final issue is ignorance by the reporter. Sometimes reporters just get the wrong idea about something and pursue it as a negative story. For example, most reporters look at steam belching from an industrial facility and think they are seeing pollution. Hence, they may do a story about industry polluting and fill the report with images of the stack belching what looks like smoke.

When you are faced with a situation like this, you need to apply all the tricks from lesson one, which includes explaining everything to them in simple terms the way you would explain it to a 6th grade class at career day.

Chances are the media are not “out to get you.” But somebody else may be out to get you and they are letting the media do their dirty work.

In our next lesson we’ll talk about how you can predict what questions are reporter will ask you in an interview.

 

 

Media Training 4: They Took Me Out of Context and They Left My Best Stuff on the Cutting Room Floor

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By Gerard Braud

www.braudcommunications.com

The 2 single biggest complaints I have heard from executives over the years, after they have done an interview, is that “the reporter took me out of context” or that “the reporter left my best stuff on the cutting room floor.” (If you are young, the cutting room is where
film was edited for TV news prior to the mid 1970’s. Film that was not used in the story was thrown to the floor during editing.)

Here is the God’s Honest Truth – First, if it was your best stuff it would be in the story. What you think is your best stuff and what the reporter thinks is your best stuff may be very different. But no reporter leaves your best stuff on the cutting room floor.  Secondly, reporters never intentionally take anyone out of context. If you are taken out of context there must be a reason for it and I think I know why. Let’s break it down –

In lesson 3 I emphasized the importance of talking in well worded, professionally written quotes. Why do we all know Neil Armstrong’s quote, “That’s one small step for man; one giant leap for mankind?” The reason we know it is because it is a well written quote from a professional writer and Armstrong practiced as part of his pre-flight training. It was not a spontaneous thought or ad lib by Neil Armstrong as he became the first man to set foot on the moon.

Your best stuff should be a well written practiced quote. Hey, if it is good enough for Neil Armstrong, it should be good enough for you.

Unfortunately, spokespeople who refuse to go through media training are usually guilty of making some spontaneous, inflammatory statement that becomes the quote. Generally they say something really dumb that they regret later. The problem is once it is said, it’s said. There is no taking it back. There is no do-over.

So my big rule for you in this category is that someone is going to edit what you say; it should be and must be you. Editing starts when the quote is written.

And remember this — reporters all recognize a good quote. If you want proof, attend a news conference and watch the reporters as they take notes. It is like watching a ballet as all of the reporters raise their notebooks at the same time to write a quote or fact as the spokesperson says something important. Then all of them put their notebooks down together, then raise them all together again as they hear the next important quote or fact.

Let’s now look at the issue of, “they took me out of context.”

Being taken out of context is usually the fault of the spokesperson. It is generally caused by the spokesperson being unclear, transposing important words, speaking in jargon or trying to give too many facts. That results in the reporter misunderstanding what the spokesperson meant. In short, something gets lost in translation.

How can you keep from being taken out of context?

Don’t try to overload the reporter with facts. Reporters write in an inverted pyramid style. That means they start with a headline that is the synopsis of the story. Then they add the next broad general fact and so on. Seldom does the reporter get into great detail and an abundance of facts. So, don’t get caught in the trap of trying to give too many facts.

Also, realize that the flaw of giving lots of facts and details is often a personality trait. Accountants, engineers, doctors and lawyers live in a world of details where numbers and facts must be precise. Hence, they want to be exact in what they say and they say too much; they give details beyond the reporter’s comprehension. A print reporter is likely only writing a 12-20 sentence synopsis, a radio reporter is only writing 6-8 sentences and a TV reporter is only writing 10-12 sentences. Usually the miscommunication begins when the spokesperson may want to tell the details of “War and Peace” but the reporter is only looking for the CliffsNotes.

If you keep it simple you help the reporter write their story without miscommunications or misinterpretation and you won’t be taken out of context. That’s why in so many media training programs the trainer will ask the spokesperson to focus on just their 3 most important messages.

Next, forget the corporate and non-profit jargon, buzzwords and the government acronyms. Jargon, buzzwords and acronyms are speed bumps to comprehension. They are easily misunderstood by the reporter. The reporter then writes what they think they heard you say. However, if you were not clear, then the story will be wrong. It is your fault and not their fault.

Finally, before the interview is over, ask the reporter if they clearly understand all of the words you used. An embarrassed reporter may nod their head in agreement, yet be too embarrassed to ask you to define certain terms that you used.

In summary… Keep it simple.

In our next lesson we’ll address bias in the media.

 

Media Training 3: It’s About Me

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By Gerard Braud

www.braudcommunications.com

My wife often reminds me that it’s “not about me.” But she forgets that I come from a 15 year career as a journalist, where everything was about me.

Everyday it was my story; my interviews; my scoop.

Reporters have big egos. Accept it. You can’t change it so don’t even waste your time and energy.

To be successful in an interview, you have to know and understand the wants, needs and desires of a reporter. They include:

• I want a hot story.
• I want to be the lead story, which is the first story in the newscast or the first story on the front page.
• I want to build a positive reputation.
• I want to advance my career.
• I want to impress my boss.
• I want a raise.
• I want my TV station to have the best ratings.
• I want my newspaper to have a high readership.
• I want to be recognized as a good reporter by my peers.
• I want to win awards.

Do you see a trend here? I want, I want, I want…

Give reporters what they want, but give it to them on your terms. Take care of them and they’ll take care of you.

Help them tell a great story and they will treat you right.

The best single tip I have for you in this category is to talk in great quotes. A quote is one of the single most important things a reporter needs for a story. Sure, facts are important. But when it comes time for the reporter to write the story, your quote makes or breaks the story. 

Most spokespeople concentrate too much on trying to convey facts.

The anatomy of a TV news story is this: the reporter writes 1 or 2 sentences to set up the premise or “lead” for the story. The next 2 sentences are a quote, followed by a 2 sentence transition that sets up a second quote. Then the reporter wraps up the story with a summary. A newspaper story is similar, but 3 to 4 times longer.

When you speak in quotes you are actually writing part of the reporter’s story. I’ll bet you didn’t realize that.

Here is one other weird thing that reporters do that no other professionional does. A reporter gives away a portion of their job each day to a complete amateur. Yep – A lawyer doesn’t let an amateur try their case or write a contract; an accountant doesn’t let an amateur do the math or balance the books; an engineer doesn’t let an amateur run the chemical plant; a doctor doesn’t let an amateur do surgery. But a reporter turns over a portion of their script – the quote – to you – an amateur. Doctors, lawyers, engineers, accountants, etc. are not professionally trained writers. Yet they are writing a portion of the reporter’s story when they start talking in an interview. Some part of that interview will be quoted and that means you are writing a portion of the final script.

Great quotes are seldom spontaneous for the spokesperson. That is why they are best written by a professional writer and public relations expert. It is the spokesperson’s responsibility to ask for help crafting quotes and then also their responsibility to go through media training and practice so the quotes are internalized, honest and sound unrehearsed.

In our next lesson we’ll examine those age old responses from spokespeople who say, “the media took me out of context and they left my best stuff on the cutting room floor.”

Media Training Breakthrough 2: Ask Yourself the Big IF Question

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By Gerard Braud

www.braudcommunications.com

The Big IF is what I call my philosophy of media training.

I ask every executive that I media train this all important question: If you could attach a dollar to every word that comes out of your mouth, would you make money or lose money?

This is true for corporations that depend upon customers.

This is true for non-profits that depend upon donations.

This is true for government agencies that depend upon taxpayer and legislative approval for funding.

  • Say the wrong thing and your customers will buy elsewhere.
  • Say the wrong thing and your donations will dry up.
  • Say the wrong thing and funding to your government agency gets cut.
  • Say the wrong thing and lose your job. It is that serious.

Many executives are hesitant to carve out time in their schedule for media training. Why? Primarily because they think they are too busy. That translates into they are too busy doing things that help them or the organization make money (although, send them an invitation to a charity golf tournament and most will fit it into their schedule.).

Many people who do media interviews also let their egos get in the way. They are afraid to go through media training because they are afraid someone will see them mess up. It is for that very reason that I tell all of my media training students that at the end of class I insist they destroy the video tape used in our role playing interviews so that all of their mistakes stay in the training room.

The things I hear most often from executives who will not train are:

• I’ll just wing it.

• I’ll just be honest, shoot straight and tell them what I think.

• I don’t want to sound rehearsed. I like to be spontaneous.

My answer to that is that if you wing it, you’ll crash and burn.

As for honesty, I believe you should always be honest. The key to honesty is to choose every word carefully. For example, if we gathered a group of your biggest competitors in a room and asked you to unveil all the secrets to your business model and success, would you really tell them everything you know? Would you give them your playbook? It is a question of honesty after all. So if a reporter asks you the same question, will you tell them everything? They are going to print it and give it to your competitors.

As for being spontaneous, I spent 15 years in the media listening to people be spontaneous with me everyday. As they spoke, most days my general thought was, “I can’t believe this idiot just said that to me on camera.” By the time those comments were edited into my report and put on the evening news, most of those spontaneous, poorly worded comments were damaging to the spokesperson’s reputation, which also has a negative impact upon the organization’s revenue.

Was it fair for me to use the dumb, incriminating, negative things people said to me? Absolutely. After all, those people must have thought it was important because they said it to me. I’m just sharing their honesty with the public.

Let me also emphasize this. It’s one thing to look stupid in the news report. But the damage does not stop with the damage you do to your personal or organizational reputation. Every time you damage your reputation you lose money. How much you lose depends upon how big of a gaff you make and the specific topic.

When you say something stupid that gets in print, on the radio or on TV, you also destroy your credibility with your employees. You also cause embarrassment to your employees and you potentially have a negative effect on their productivity; that will cost you money also.

So I ask the question again: If you could attach a dollar to every word you say, would you make money or lose money?

A well prepared, well rehearsed, well internalized message makes people want to do business with you, buy your products or support your cause.

As for not wanting to sound rehearsed, it is important to realize that the old adage about practice makes perfect, is true.

Many people make the mistake of trying to memorize what they want to say. Memorizing means you only know the words in your head. The secret is to internalize what you want to say. Internalizing means you know it in your heart and you know it in your heart to be true.

In order to internalize your message, you first have to go through the process of learning it in your head before transferring it to your heart, then sending it from your heart to mouth.

If it is a lie, you cannot store the message in your heart and you will not be able to effectively verbalize it.  So internalizing your message means that it is a well worded honest message.

My final tip on this topic is to treat every interview with the same importance that you treat every business deal. Before entering into a contract, countless hours are spent in preparation and negotiations. Why? Because it affects the bottom line. Well, the same due diligence and time needs to be put into preparing for a media interview. That means you need to schedule time to anticipate questions, prepare well worded answers, and to train and practice until you get every answer perfect every time. Then and only then should you do an interview with the media.

Every interview is as important as every business deal.

In our next lesson, we’ll take a look at the wants, needs and desires of the media.

Media Training 1: Don’t Talk to the Media

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Editor’s Note: To all of you that I have met at the conferences where I’ve been a speaker, through the webinars you’ve attended, or to the clients I’ve worked with directly, I’d like to say thank you and extend my gratitude as we approach Thanksgiving here in the U.S.  

As a way to show my appreciation to each of you I’d like to offer you free access to my 29 day online media training class. Each day for 29 days you’ll receive a short audio lesson designed to make you a better spokesperson.

To, sign up for Free.

  • Follow this link
  • Enter coupon code BRAUD
  • Click APPLY
  • When you see this $199 program ring up as $00.00, enter your e-mail address
  • Hit submit order.

by Gerard Braud

www.braudcommunications.com

This first lesson may seem counter intuitive, so let me explain what I mean. You don’t want to talk to the media, but to the media’s audience.

Ask yourself, who is that audience and how smart are they? The general rule is that the average person who watches TV news has a 6th grade education. And, the average person who reads a newspaper reads at an 8th grade reading level. Those listening to radio news fall into those same ranges.

So when you do a media interview, you need to be talking to those people and using words and language that those people understand.

Drop all the big words. You don’t win any prizes for being multi-syllabic.

Can the corporate jargon. Synergistic win-win collaboration means nothing to anyone but you.

And get rid of the government speak and axe the acronyms. Neither your audience nor the media should need to be a code talker to decipher what you are saying.

Think of it like this… If you were asked to speak at career day to a 6th grade class at your local school, what would you say?  In fact, my assignment for you is to call a local school and ask to speak at the next career day. It’s a great exercise.

OK, so the skeptics out there may disagree. Here are the things I hear from the skeptics:

• Well I’ll just tell the media what I know. It’s their job to simplify it.

• I don’t want to dumb it down.

• What will my peers think?

• My audience is different.

My answer is bull, more bull, definitely bull and absolutely bull.

If you want the media to get it right then simplify the information for them. Do their job for them. Do the translation for your audience.

No one wants you to dumb it down and I’m not asking you to dumb it down. I want you to simplify it. There is a difference. I want you to be inclusive. I want you to respect what the audience may or may not already know. Be kind. Help them out.

As for what will your peers think, seldom will your peers be your audience when you do a media interview. Chances are your potential customers are your audience. Doctors should not use technical medical information but should use bedside patient language. Corporate people should not use corporate speak but customer speak.

 

New research also indicates that even people with college degrees and advanced degrees prefer to read at an 8th grade level. Information overload means they really want to be able to skim and quickly digest everything they have to read, whether it is a newspaper, e-mail, web site or memo.

You have a responsibility to communicate in a way that the media’s audience will understand. You have a responsibility to communicate in a way that is easy for the media to understand, digest and repeat.

So our first rule is “don’t talk to the media.”  If you’d like a reminder, send an e-mail to me asking that I send you one of my “Don’t Talk to the Media” post cards. You can put it on your desk where you’ll see it every day. (my address is gerard@braudcommunications.com )

In our next lesson, we’ll talk about the connection between profit and a media interview.