3. Language shapes the way we
think, and determines what we can
think about.
Benjamin Lee Whorf
If we use words, there is a very grave
danger they will be misinterpreted.
H. R. Halderman
6. What is marketing?
The American Marketing Association Board
of Directors approved this definition in
2007:
“Marketing is the activity, set of institutions, and
processes for
creating, communicating, delivering, and
exchanging offerings that have value for
customers, clients, partners, and society at
large.”
○ www.MarketingPower.com
7. Why engage in marketing
strategies?
Effective “messaging” strategies are highly
researched and tested
Audiences are sophisticated and savvy
Legislative sessions are “noisy”
8.
9. Analyze the Audience
Who are the stakeholders?
Mental health care program administrators
Mental health care patients or clients, current
and future
Citizens of the state
Hospitals
State government
Justice system
Law enforcement
Families
10. Analyze the Audience
Who are the decision makers?
Legislators
○ Analyze the legislative audience:
Who are they?
What is their education level?
What is the political environment for this issue?
11. Analyze the Challenges
What are the challenges?
Lack of education on issues
Prejudices and misconceptions about people
with mental health disabilities
Current economic situation
Current attitudes about government in general
High turnover in the legislature because of term
limits
Competing issues
12. Determine the Purpose
Develop certainty and consensus within the
group about the final goal
Immediate goal
Long-term goal
If more than one outcome is desired, prioritize
the goals (so that you are prepared for a Plan
B)
State the immediate goal clearly and simply –
one sentence if possible
List the long-term outcomes if goal is achieved
13. Develop a Case – Hard Facts
Use numbers and statistics – no jargon!
Keep them simple and targeted
Make sure they are easily repeatable
Create a paragraph or two about the history
of the problem and previously tried
solutions
14. Develop a Case – Emotional Appeal
What kind of specific story can you tell, while
preserving confidentiality?
Do you have a trusted spokesperson who can tell
his or her own story?
Find these stories regionally
Prepare the spokespersons in advance
Storytelling is the most
powerful strategy.
15. Develop a Case – Practical Appeal
What is the economic impact?
What is the community impact?
How does it affect the average person?
What are the consequences for not acting?
What are the benefits of acting now?
16. Anticipate the Opposition
Outline the known or potential objections
Practice responding to the opposition
Incorporate responses to the opposition
into message
17. Creating “Talking Points”
30-second elevator speech
5-minute speech
Identified and clearly outlined key words
and phrases
Develop a one-page white paper
Unified message ALWAYS
18. The One-Page Case Statement
One or two sentences that state the immediate
goal
Short paragraph of history of the issue
Talking points (in bullet form) from the case
that’s been developed
Hard facts
Emotional appeal
Practical appeal
Response to opposition
Description of long-term outcomes of
proposed legislation
19. Call to Action
What do you want stakeholders to do?
What do you want legislators to do?
Be prepared to say it over and over and over
and over and over . . .
20. General Advice
Talk only about what you DO, not what you
don’t do - use affirmative language
Use plain language, not technical or medical
language
Be prepared to say the same thing over and
over 9,000 times and stick to the script
Know what your funding allows you to do
21.
22. Analyze the Opportunities
New health care legislation
Key committee members and committees
Identify advocates for the issue, the
stakeholders, and the legislation
24. Identifying the Market
Where do you find the legislators and the
key markets?
Which media channels work best for this
message?
Television
Newspaper
Social Media
Press conferences?
Professional publications, like an agency’s or
organization’s newsletter
25. Events
Create events or opportunities for news
coverage
Press releases for those events should
outline the key points
26. Some Legislative Realities
Hundreds of pieces of legislation flying by
Legislators with no staff to help them sift
through bills
Emails from constituents make a difference!
Lots of junk legislation
Notes de l'éditeur
Example of the mayor’s use of the boot on the tire picture.The alcohol tax that would give money to shelters, rehab programs, etc. when I called my state senator, she had no idea what I was talking about.