“I can do small things every day that will make an impact on water pollution.”
It’s such a simple statement, and it’s true. So why is it so hard to send a message — over the airwaves, online, or in print — that actually evokes that reaction? Unfortunately, many environmental messages accidentally evoke an entirely different reaction, instead:
“It is hard to believe that the actions of one person can really contribute to lessening water pollution.”
I pulled those quotes from test audiences that reviewed a pair of environmental public service announcements. It’s my job to help environmental organizations pre-test their commercials and other marketing materials before they are released to the public. The two spots had a lot in common. Both of them urged everyday citizens to do their part in their daily lives to stop water pollution before it starts. But here’s the key difference — the producers of more successful advertisement crafted their message to encouraging. The producers of the less successful advertisement crafted their message to be educational.
Tennessee Water Works produced the “Heroes” advertisement, which prompted that confident “I can do small things every day” response. Who are the “heroes” this ad is about? People like you and me, who plant trees, recycle their motor oil (instead of dumping it in the drain), and care for their lawns responsibly. This advertisement holds up the example of ordinary people doing ordinary things and tells the viewer how great it is. In just 30 seconds, the advertisements repeatedly send the message that these people are heroes and their small actions add up to something important. According to the test panel, this message eventually sinks in. Continue reading …

