Identify Needs
"The real persuaders are our appetites, our fears and above all our vanity. The skillful propagandist stirs and coaches these internal persuaders."
- Eric Hoffer

Persuasive messages often appeal to an audience's self-interest or deep-seated needs and desires. Listed to the right are themes that commonly move people. Use one or more of them as the basis for "selling" your library program, service, or materials.

Ask yourself, which need or desire will most likely interest my target audience and how will my library meet it? Then come up with an interesting way to say this. Be convincing!

Check it Out!
See how others
are doing this..

Source: Marsh, Charles, "Fly Too Close to the Sun." Communication World, September 1992, p. 24.

This toolkit was created on behalf of the 2007-2008 Building Your Base (BYB) project. BYB is funded by Federal Library Services and Technology Act funds,
awarded to the New York State Library by the Federal Institute of Museum and Library Services.


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