In the wake of the recent developments with the Ray Rice video-gone-viral situation, it’s become very clear that, as a nation of content consumers, seeing is way more potent and far more powerful than believing.
The politics and passion surrounding what happened in that elevator aside, (reprehensible behavior that should never be tolerated, even under intense provocation,) the basic truth of the matter is this: we all KNEW what Ray Rice did to his then-fiancee Janay Palmer in that elevator. We KNEW there was an assault that was egregious enough to knock her unconscious. But SEEING it cemented it in our minds, and suddenly made others take different and more severe action as a result.
The Baltimore Ravens Football Club KNEW what Ray Rice did as far back as February. The team even stepped up and defended Mr. Rice, including making statements about his character and willingness to rehabilitate himself.
But something about SEEING the incident on video has changed everything. It changed his punishment, it changed his employment status and it has impacted his future and his ability to earn a living as a professional athlete.
And there are many other cases, some very recent, that follow this same path: we KNOW what happens, either by reading about it, or hearing about it, but something about seeing it takes our understanding of the concept to a whole new level. In terms of online videos alone, think the gruesome ISIS beheading of James Foley, the chaos in the moments following the Boston Marathon bombing, and (pardon the sudden shift in gears,) even the Miley Cyrus twerking debacle at the 2013 MTV VMAs.
There seems to be something deeply embedded in our psychology when it comes to seeing moving pictures, (they’re even more potent than static images,) that takes our understanding – and our belief – to an entirely new level. A big reason is that what we consider perception is far more than a simple functional process. Indeed, perception is influenced and even altered by emotional factors, by our personal histories and by our psychological predispositions. You can go further into this topic, and look up subjects like unconscious interference and the Gestalt Laws of Organization to see how the human mind does a lot more than just process visual information.
There’s no wonder, then, that when television came along as a serious medium with enough reach (think early 1960’s,) that it decimated radio and print and quickly became the primary carrier of advertising. Same reasons apply: it was one thing to hear things, and read them, (and some practitioners wrote and read spectacular copy in that regard,) and an even better thing to see beautiful static images. But gazing at a shiny new Cadillac glide across the screen? Watching a puff of Lucky Strike smoke waft into the air? Seeing those four moptops bounce around on the Ed Sullivan show? That’s what pushed us over the edge. That’s what made us believe and then some.
Marketing is not about selling stuff. That may be an outcome, but marketing is really about managing perceptions. (Knowing that perception is more than just a simple function of understanding.) And if you want to do that? Show, don’t tell.
Sure, there will always be an arena for print and radio advertising, but there’s a reason TV and web advertising comprise over $100 billion in advertising spend. Seeing – and watching – are believing. If you don’t believe me, just ask Ray Rice.