If we are to win the right for ourselves and for freedom to exist on earth,

every man must offer himself for that service and that sacrifice.

 

From these examples it will be seen that the particular way in which the

speakers appealed to their hearers was _by coming close home to their interests,

and by themselves showing emotion_--two very important principles which you must

keep constantly in mind.

 

To accomplish the former requires a deep knowledge of human motive in general

and an understanding of the particular audience addressed. What are the motives

that arouse men to action? Think of them earnestly, set them down on the tablets

of your mind, study how to appeal to them worthily. Then, what motives would be

likely to appeal to _your_ hearers? What are their ideals and interests in life?

A mistake in your estimate may cost you your case. To appeal to pride in

appearance would make one set of men merely laugh--to try to arouse sympathy for

the Jews in Palestine would be wasted effort among others. Study your audience,

feel your way, and when you have once raised a spark, fan it into a flame by

every honest resource you possess.

 

The larger your audience the more sure you are to find a universal basis of

appeal. A small audience of bachelors will not grow excited over the importance

of furniture insurance; most men can be roused to the defense of the freedom of

the press.

 

Patent medicine advertisement usually begins by talking about your pains--they