Hypnosis rule #1 is that you leave out the details and allow people to fill in the blanks with their own imagination. That’s why, for example, my comic characters have no last names while working in a nameless company for a nameless boss in a nameless location. I don’t want a reader in France to think Dilbert is an American and therefore of little interest. I want the French reader, the Elbonian, and the American to look at the Dilbert characters and say some version of “That character is me!” In order to achieve that effect, I intentionally omit details that would knock you off the track. For example, the minute I give Dilbert a last name it would over-specify his ethnic origins and give folks a reason to feel less connected.
A golden rule in sales is “Don’t sell past the close.” That means that once your customer says yes, you stop talking about the product because you might accidentally say something that stops the sale. You never add detail when the customer is already sold. The less you say, the more likely the customer (who is already sold) will continue talking himself into loving the decision because people like to think they are smart.
Now review Trump’s empty sentence: We need to take America back. From whom? Notice the intentional lack of detail? In this case, the lack of detail is the powerful part of the sentence. See how the open-ended suggestion works? Every voter is free to fill in the topic of their own greatest fear. Trump invites you to hypnotize yourself to finish the thought. And you do.
(1) Thank you Zach Abramowitz, founder and CEO of ReplyAll, for the article recommendation.
(2) The biggest mistake you can make in marketing is to add details which clash with your potential customer’s sense of who they are. See If you want to persuade someone with facts, steer clear of identity and ideology.
(3) I’ve expanded this category from Marketing and PR to Marketing, PR and Persuasion. The full list of posts is in Best practices for startups — a list by topic.