Have you noticed how often the sky is falling – based on many of the most highly read articles or new stories have fearful headlines? How about all the fear mongering when it comes to selling everything from new drugs to cars to clothing? And then there’s the media and its insatiable need for horror. Don’t get me started….
Unfortunately – negative sells. Which is why we see so many media and thought leaders posting headlines and notes that scream,” The sky is falling.” Even when it’s not.
We are surrounded by negative hype. It’s working when it comes to getting our attention. Write a great article on a positive subject? Chances are you won’t get the same readership as the person who writes a similar article with a very negative slant.
We seem to be drawn to the just downright nasty and ugly in our modern world. The days of Mayberry RFD have given way to days filled with violence, blood, guts and just plain ugly stuff.
So why are we so drawn to the dark side of life and the world? Why does the media suck us in with that negative story? Why do we flock to see the horrors around us, yet virtually ignore the positive and upbeat?
We’re Being Programmed into Fear
Yep, we all are. Our minds are being programmed to live in fear. More specifically, we’re being programmed to numb our reactions to fear, to accept it and even crave it as part of a new status quo.
Here’s the key. When we sit in front of a modern screen, we’re in a hypnotic state within 4 seconds. What does that mean? In a nutshell, our left brain (that controls critical analysis) is numbed and our right brain (which has no critical capacity) is in control. The result? We go on “auto-pilot” and accept the information presented to our mind as a critically analyzed truth. Translation? Whatever we see or hear from that screen, we believe.
This hypnotic state occurs from television, games, tablets, phones. Heck, even that laundry appliance screen has a hypnotic effect. “Do the laundry faster. Do the laundry faster.” OK. Not really. Yet.
So what are the “truths” we accept on auto-pilot? Think about the main subjects of games, news and entertainment.
- The world is filled with tragedy. After all, when was the last time you watched a happy news story on the boob tube?
- Violence is acceptable. Whether it’s the news or a movie, television show or game, go find a best seller that isn’t violent. Seriously.
- The end of the world is just around the corner. Have you noticed how many movies and games are focused on the end of planet earth? And the struggle of those few who survive to live the horrors of life after? And most importantly, our powerlessness to do anything about it?
I could keep going but you get the idea.
Once we’re in a hypnotic state, we are open to suggestions. Passive suggestions. Sit in front of that screen and our unconscious minds are being programmed with every game, story, movie and newsreel. Programmed to be in fear, to expect fear, to seek out more of what we expect. Based on what it has experienced in the recent past. Fear. Fear. Fear.
Fear Breeds Fear
What’s more concerning is the result of that negativity and fear. You see, humans in fear are more easily programmed to:
- Believe that we are powerless do anything about the negative around us. We give up, slowly.
- Seek out more negative, to be constantly prepared for the horror that is coming. We expect it so our unconscious constantly seeks it in the information that is all around us.
- Stay in a constant state of preparation to fight, flee or freeze. Which by the way drives us to focus even more on the negative that’s coming, instead of the breakout innovation that’s now a low priority.
What does all that have to do with negative sales and marketing, negative headlines and negative promotions?
Is Fear the Sizzle We Seek?
I can’t help but wonder. If we’re so programmed to expect fear at every turn, does that make fear sizzle?
It explains why those negatives work. They trigger our fear-seeking programs that drive us to seek out the negative in life and business that we expect to happen. We expect the worse, we accept the horror of our nightmares, we prepare for the next disaster that we just know is right around the corner.
So we are attracted to that negative, the sky is falling headline or news story or movie – like moths to a flame. The cycle continues and the programming gets stronger.
The Sky is Falling Won’t Make that Sale
But here’s the fly in the ointment. Just because fear gets attention, it doesn’t mean that fear sells.
In fact, a prospect in fear is less likely to buy a new product or service, or switch to a new vendor. So we may just be shooting ourselves in the foot with all the fear-based approaches.
But that’s another post. If you want to know why fear doesn’t sell – read Why Fear Won’t Make that Sale.
