We call it “clouding.” Right now, for example, we’ve sent out the following messages about iPhone 4 and the antenna issues:
1. All mobile phones have this problem.
2. Our mobile phone does not have this problem.
You see how this works? These two statements cannot both be true.
Yet we’ve said both of them. And now you don’t know what to believe.
Ask any psychologist what happens to people when they get confused. Their heart rate goes up. Their skin temperature rises. Adrenaline starts to flow.
They feel desperate, and scared, as if they’ve fallen out of a boat and now they’re getting tossed by waves and they’re maybe going to drown.
Now all you have to do is reach out with some kind of certainty, and no matter how obviously untrue it might be, people will latch onto it.
Every religion in the world knows this, from the Catholics to the Scientologists. It’s the oldest trick in the book. You create some uncertainty, you put people at risk — you tell them they’re going to hell, or whatever — and then you hold out the answer.
No matter how ridiculous your answer may be — like, the one about the galactic ruler Xenu, or the one where God turns into a bird and flies down to earth and impregnates a virgin — people will accept it.
Not only that, they’ll actually thank you for feeding them this horse****. Because any certainty, no matter how crazy, is better than uncertainty.