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News editor tells how a Texas community newspaper’s coverage was picked up worldwide

Sometimes we go find the news.

Other times, it finds us.

Last week Evan Ebel sped into Wise County, guns blazing, and brought a tragic story to our front door.

Although covering tragedy is nothing new at the Wise County Messenger, this time we did it with the national media looking over our shoulder.

The morning of March 21 started quietly, but by noon, we had covered a frenzied chase, a police shootout with a seemingly crazed gunman, and were exploring connections to murders in Colorado. By the next morning our work, primarily the photos by Joe Duty and Jimmy Alford, had appeared in publications, on websites and television broadcasts of at least 27 media outlets around the world.  

It was not a typical news day in Wise County. 

Seven of us huddled in the newsroom when we heard the word “gunshots” on the police scanner about 11 a.m. Prior to this, I spent most of the morning answering emails and doing phone interviews. I had chatted with an assistant DA  and the First Baptist preacher and had plans to write all afternoon. But my plans changed quickly.

All we knew at that point was that local law enforcement was chasing a suspect who had “assaulted” a deputy in Montague County, and this guy was shooting at officers along U.S. 287. 

We shifted into “breaking news mode,” which for us means a reporter and photographer head to the scene while someone at the office posts to our website and monitors Facebook comments until the dust settles.

On this day, two photographers headed to the scene, along with a reporter. After they left, we continued listening to the scanner, and I made several frantic calls to Joe and reporter Brandon Evans to give them some idea of where this guy was headed. 

The gravity of the situation was brought to light when the dispatcher said, “He’s stopped … and he’s reloading.” 

Those words hung heavy in the newsroom. 

That’s when I knew he wasn’t trying to slow down officers, or just cause a distraction. He was shooting to kill.

The chase seemed to last forever, but in reality it was just 24 minutes. We heard the dispatcher say there was a wreck, and the suspect was still shooting. 

The next words: “Suspect down.” 

Was he dead? Were any officers hurt? What about the accident? Were other drivers injured? 

All we could do was wait. 

[Our photographers] returned quickly to post photos and share what they witnessed, while Brandon stayed at the site to gather as much information as possible. 

Joe Duty sent one photo from the scene that we had already posted, and we began combing through others while waiting for Brandon to return. I knew it was a matter of time before the Dallas/Fort Worth TV stations started calling. They monitor our breaking news and will often call asking for permission to run Joe’s photos, hoping we’ll feed them other key details.

The funny thing is, our staff initally agreed: No TV. We weren’t sharing with anyone. 

“They can come get their own story.” That was the prevailing sentiment. You see, when the DFW TV crews call, they’re often demanding and want us to just give away everything we’ve worked hard to gather. They regularly insinuate their newscast should be our top priority, even though we’re in the midst of covering it for our readers and have no obligation to their viewers.

Plus, we’ve been burned a few times. Photos have been run on TV without our permission or what’s worse, without giving Duty or the Wise County Messenger credit.

Fellow newspapers, we decided, would be handled differently. Obviously, we’d share as much as we could with them.

The first to call was the Times Record-News in Wichita Falls, who wanted to post one of our photos to their website. In the meantime, we heard the Montague County deputy had been shot, but we didn’t have that verified. We contacted the Bowie News trying to get those details and began a little sleuth work of our own on the Colorado connection. 

Coincidentally, a Messenger staff member has family who live just a few streets away from Tom Clements, the head of the Colorado prison system who was murdered earlier in the week. They immediately recognized that the black, boxy car with Colorado plates matched the description from the vehicle in that incident. Brandon began calling authorities in Colorado trying to substantiate that, but it was all speculation at this point. 

By mid-afternoon, it seemed inevitable there was a Colorado connection, and this story was now national news. Brandon spoke with a Denver TV station, and The Denver Post came calling.  

“Oh, my gosh! Those photos are epic! Did this happen like right next to your office?” asked Dana Coffield, the Post’s city editor. 

I was caught off-guard. This is just what we do. 

But I enjoyed hashing it out with her. We listen to the police scanner 24/7, so as soon as we heard there was a chase, we headed that way. We also had a photographer shooting on both sides of the scene, which provided extensive coverage. 

And I gently reminded her that it’s a small town. It doesn’t take long to get anywhere. 

The Fort Worth Star-Telegram called shortly thereafter requesting photos, and as a bonus, they offered to post them on the AP wire for us. At that point, the photos were availabe to any paper that’s a member of the Associated Press, which enabled us to spend more time on coverage and less time emailing photos. 

The afternoon was a haze of press conferences, phone calls and re-telling the story time and again. As the magnitude of the story became more clear, we backed off our stand against TV news and were happy to share with ABC World News Tonight, CNN and the CBS Evening News, just to name a few. The Dallas/Fort Worth media outlets were in Decatur conducting interviews and shooting their own footage.

The next morning, one of Joe Duty’s photos was plastered across the Star-Telegram front page, and Jimmy Alford had one on the front of the Denver Post. 

Videos and photos also appeared in the Washington Post, New York Times, Daily Mail (UK), Kansas City Star, KnoxNews (Knoxville, Tenn.), Yahoo!News, New York Daily News, Boston Globe, The Inquirer (Philadelphia), Dallas Morning News and The Pueblo Chieftain (Colorado).

Readers also saw the Messenger’s work in USA Today, Associated Press (The Big Story Section), Fresno Bee, Los Angeles Times, Salt Lake Tribune, San Francisco Chronicle, Seattle PI, Tri City Herald (Washington), Boston Herald and the World Journal. 

I’ll admit; we were all a bit starstruck, but we had also all worked hard to report the story quickly and accurately while being sensitive to the families, officers and emergency responders involved. 

We take pride in local news and making sure that’s the focus of our coverage. We only cover “national news” if we can find a local angle. 

On this day, the line between local and national disappeared, and we were all just reporters.

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Too much Charmin, not enough sandpaper: Bad news has a place in community journalism

Reposted with permission of the author.

It's the most common reader complaint, heard throughout the history of hometown newspapers. Benjamin Franklin got an earful as publisher of the Pennsylvania Gazette. You probably heard it yesterday.
   
"There's nothing but bad news in the paper. Why don't you write about some of the good things happening in this town?"

Of course, you scratch your noggin' when you take another look at the latest edition stuffed full of positive news — weddings, engagements, sports coverage, people features, club meeting reports, church news, etc., seemingly none of it noticed by the complainer. 
_____

But I'm here to share a revelation. Here's the fact of the matter. When readers say they don't want to read "bad news,” they aren't telling the truth.

I won't use the term "lie" because Mr. Iwannamoregoodnews isn't being intentionally deceptive. He just blocks out the fact he devours "bad news" much like a lion feasts on antelope. The good news he sips as a proper Englishman consumes a cup of tea.

A building burns to the ground vs. the high school band's trip to New York City? Believe me, the fire story will win the readership contest, 10-1. 

City council ponders a stiff increase in the city income tax vs. city council accepts a $300,000 Federal grant for street improvements? The potential tax increase wins, 10-1.

Murder on Elm Street vs. United Way campaign reaches goal? Murder wins like Secretariat blazing down the home stretch at the Belmont.
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This is why, given my experience going over hundreds of circulation reports,  it's no surprise that newspapers with a heavier emphasis on hard/straight – often "bad" — news invariably enjoy far better circulation penetration of their community than papers that load up (especially on their front pages) with soft fluffy — "good"  — news.

It's not that I'm recommending you yank the peewee league results or class reunion pictures. It is that I think too many community newspapers run too much Charmin, not enough sandpaper.

Somehow, the powers that be at many papers feel the mission is to be the positive paper – unlike the nearby metro daily that runs the bad stuff. Be positive/be loved, so the theory goes.

Unfortunately, the theory is like sugar in a cup of coffee. A couple teaspoons may be just right. Ten teaspoons are enough to make you gag.
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So I'm here to defend bad news. Bad news gets a bad rap. There isn't enough bad news in perhaps 50 percent of the community papers I read.

Bad news is good news for newspapers for a number of reasons:

  • Like it or not, we humans are programmed to pay more attention to an emergency (a snowstorm), or a major problem brewing (the city is broke and needs more tax revenue) than stories about two straight weeks of 75 degrees and sunshine, or the mayor gloating over a balanced budget. There's good reason we're programmed this way. The bad news must be dealt with, and our instincts and emotions correctly tell us so. We may not always like it, but bad news harpoons our interest, demands action.
  • Bad news is important news and a newspaper that fails to report it is akin to a bad parent ignoring a teen's drug abuse. If confronted, the kid won't like it just as many readers won't like a story about teen drug abuse in your paper. But it needs to be exposed, dealt with.
  • Bad news builds readership because it attracts attention and deep down readers want it, although they may not like it. Again, I've perused the circulation trends at hundreds of hometown newspapers. The papers that do the best job covering hard news and that dig deep into important issues and comment on those issues are papers that sell. Yes, they're also the papers that catch the most flak in their role as the messenger some in the community would love to kill. But invariably they're the best-read, most relevant newspapers, and deservedly so.

_____

So back again to the gist of my argument.

Certainly, I’m not suggesting any newspaper cut good news, or the personal news that’s a tradition in hometown journalism. However, I do run into too many community papers that allow themselves to enter a zone of almost complete ethereal comfy content that only serves to diminish readership and credibility.

So take a good look at your latest edition.

Here's hoping there's a healthy dose of bad news in its pages.

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I’m moving from my sales job to a management job. What do I need to know?

Question: I am leaving my current sales position to move across the state and join a larger weekly newspaper in a sales management position. This is my first management job. I was very successful selling, but have always wanted to move into management. My staff will consist of four salespeople with limited experience. What things should I consider as a new manager, any tips to help me get started?

Answer: First of all, congratulations on your new adventure!

It sounds like you enjoyed selling and, in all likelihood, your publisher and others at your current paper have told you that you are good at what you do.

Now, as many new managers do, you are beginning to wonder if you will be as good and as successful in managing as you were in sales. When you were selling, you felt very competent and confident, even when business was tough to get. But now you are moving on to a new challenge and you’re somewhat unsure about just what it is that management entails.

In the past, your independence, attention to detail, strong organizational skills,a perfectionist streak, and the ability to get it done (in most cases by yourself!) have served you well.

However, your movement from one who does to one who manages is going to require a willingness to change, a focus on energy, and a steady and dependable perseverance.

Regardless of the size of your new paper, the management team, or your newly assigned staff, the following recommendations will serve you well in your personal and professional growth in becoming an effective and respected manager and leader.

Move off the field, into the dugout. You’re no longer a player or a doer; you are now the coach. Let go and coach your new staff. Develop a strong ability to communicate ideas and views so others will understand and accept them. Encourage initiative, while minimizing staff frustration.

Listen. Of all the sources of information to help you know, understand, and evaluate the abilities and personalities of each of your staff, listening to individuals is the most important. Much like when you were selling, there were times to sell and times to ask questions and listen. Remember, too, that to be a good listener you should always strive to be objective. Good listening skills are paramount to looking for ways to improve productivity, identify and solve problems, plus develop your people. “Nothing I say today will teach me anything; if I am going to learn something today, I need to LISTEN!”

Embrace conflict. Conflict or complaints from your staff members and others about fellow employees or systems or procedural requirements are going to happen. Be prepared to handle the conflict fairly, positively,and in a timely fashion. Work to have all parties involved focus on the issues at hand rather than the personalities in the disagreement. Listen, and listen again!

Start strong. Don’t be easy, unsure, or misdirected. Communicate your expectations, particularly in this challenging economic environment. When an employee or group of employees does not meet them, a casual reminder (…our workday is 8 to 5) rather than discipline may be all that it takes. However, when discipline is warranted, don’t hesitate to step up. As a collegiate soccer referee, I learned long ago that if a referee does not enforce the laws of the game, those players who were wronged would begin defending themselves. Discipline sets the parameters and it confirms who is in charge and keeps everyone on track.

The more you are successful, the louder your critics will be. Expect people to disagree with you. Be willing to defend what you believe is right and be flexible enough to know when to compromise.

Goals, expectations, dreams. Begin developing, outlining, and communicating your goals and expectations (and those of the paper, too) to your staff and others. Double check that they are S.M.A.R.T. Specific, measurable, agreed upon (in the company, or among the staff), realistic, and time-sensitive.

Assess and enhance your resources. Both your people and your physical resources. Observe, understand, and decide when it is best to utilize your staff’s strengths, as individuals or as a group. Be sure you have thought through both individual and group reaction to your ideas or goals, or any changes in policies.

Plan, plan, plan. Plan your work and work your plan. Assign activities and assign responsibilities and continually seek feedback. Many staffer members, when asked, will say that they want their new manager to succeed as their leader. Usually they will also say that they are going to be sure she earns it! Management is a challenge. It is also hard work. Though the rewards are usually hard-earned, they are well-deserved.

Have fun … and good luck!

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Newswriting

A visit with your writing coach: Avoiding mangled metaphors

Mixed, mangled, or overdone metaphor is a leading contender for the Silly Little Mistake That Stops Readers Dead in Their Tracks.  Consider this from a newspaper story:  “She realized she had been walking blindly through life, mired in a void.” 

It’s “mired in a void” that stops you.  You can be mired in, well, a mire.  But a void is an empty space.  Can you be mired in an empty space?  And if so, what is it that’s miring you, exactly?  Not much, in this case.  Listen to the sentence again:  “She realized she had been walking blindly through life, mired in a void.”  The passage says she was walking—not mired, but walking.  You can’t be both mobile and immobile, even in a metaphor.

News writing is littered with such failed attempts at colorful expression—expression that makes readers marvel or, worse, laugh.  On the one hand, you want to say at least they’re trying.  And on the other, you want to say oh dear!

Take this metaphor (please!):  “Pus still oozed from the unhealed wounds of the Black Hawk Indian War as young James entered boyhood.”  Why not stop with the image of unhealed wounds?  Do we need pus, too?

Here are more manglephors from newspapers:

  • “Perhaps because of labor’s weakened condition, managements with iron fists are lifting the sword for the final kill.”  This sentence shows why successful metaphor sticks with a single governing image.  First, iron fists might make it hard to lift that sword.  Second, why do you need iron fists if you have a sword? 
  • “The conductor navigated Verdi’s Requiem with the touch of a surgeon.”  Navigate is a seafaring term, so related expression must likewise be seafaring—for example: navigated the shoals of Verdi’s Requiem with the skill of a sea captain.  Surgeon, however, is a medical term, so it mixes the metaphor.  Are we at sea or in the operating room?  Again, coherent metaphor sticks with a single governing image.
  • “The dirty trick is a scenario that some Republicans hope they can pull out of the mothballs yet again.”  This metaphor goes a couple steps too far by mixing a figurative scenario with figurative mothballs.  First, a dirty trick is not a “scenario,” even figuratively speaking.  A scenario is a synopsis of a play, a libretto of an opera, or a shooting script of a screenplay, etcetera.  So it’s not a successful metaphor for a dirty trick.  And it’s probably too much of a stretch to pull a dirty trick from the mothballs, let alone a scenario.
  • “Mazursky could have woven an enchanting fable from the fabric of Shakespeare’s Tempest.”  This sentence lacks metaphorical logic.  You don’t weave something from a fabric, you weave something into a fabric.  More logical:  “Mazursky could have woven an enchanting fable from the threads of Shakespeare’s Tempest.”
  • “All these factors have combined to transform the company, a high-flying success story just a few months ago, into a large question mark whose future is cloudy.”  A success story is a question mark with a cloudy future.  Imagine that.
  • “We hump snail-like to our end, leaving in our wake no trace of having been here.”  Another problem in logic.  The difficulty is twofold:  We’re not snail-like if we leave “no trace”—snails leave a trail of slime.  Further, a wake (which is a track left in water by a vessel or other body) also is a “trace,” so this incomprehensible metaphor says we’ve left no trace in our trace.
  • “His writing slides into your head like a fine oyster.”  Well, gag us with a simile.  To work, this metaphor must at least be complete:  His writing slides into your head like an oyster slides down your gullet.  Uncompleted, it’s understood to mean: His writing slides into your head like a fine oyster slides into your head.  But, completed, it’s all too much, isn’t it, this talk of oysters in your head, fine or otherwise.
  • “There are plenty of close-ups of the slimy lizard . . . a sinister little armored tank of a reptile.”  The tank metaphor is great, but lizards are scaly, not slimy.  (Snails and oysters are slimy.)

Mixed and overheated metaphors in the media are so common that The New Yorker often features them in an item called “Block That Metaphor!”  Here’s one such from the Chicago Tribune:  “So now what we are dealing with is the rubber meeting the road, and instead of biting the bullet on these issues, we just want to punt.”

That sentence makes us laugh because of its plethora of imagery.  We have the rubber-meeting-the-road image from drag racing, plus the image of resisting pain by biting the bullet, plus the football image of the punt.  Good metaphor helps speed the message along—it deepens and intensifies content.  But bad metaphor keeps us so busy with its mechanics that we lose sight of its meaning. 

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Newswriting

A visit with your writing coach: Writing with clarity and simplicity

Transcript:

Recently, I spoke to a group of professional communicators about the hazards of pretentious mumbo jumbo in workplace writing. We talked about what happens when we use fuzzy but important-sounding language, or seek to impress rather than to communicate clearly and simply.

Afterwards, a troubled professional who writes corporate publications — annual reports and the like — asked what she could do to “keep a foot in both camps.” She meant one foot in clarity and simplicity and the other in bafflegab.

“Why would you want to?” I asked.

“Well, to keep our credibility with our more intelligent readers. We have to write for ma and pa on the farm, and we also have to please a highly educated audience.”

What could I say? She misunderstands the nature of simplicity. But so do a lot of people. When I was teaching university writing, one of my students declared another professor to be “brilliant” because that professor so seldom said anything the student understood.

Let’s put aside the notion that ma and pa won’t understand anything very “intelligent”—the fact is there isn’t anything very intelligent about pretentious writing. To the contrary, one characteristic of intelligence is the ability to simplify, to make the complex easy to understand. Anyone can be unclear.

The way to credibility is to speak and write plainly without language that bewilders or misleads. And the way to lose credibility is to veil the message in showy blather. Did Lincoln’s audience at Gettysburg complain about the simplicity of his two-minute speech — a speech that still stands as a model of clarity and elegance?

Was Winston Churchill too clear when he said: “We shall fight on the beaches, we shall fight on the landing grounds, we shall fight in the fields and in the streets, we shall fight in the hills”? That’s ma-and-pa writing, to be sure. But would Churchill’s more intelligent listeners have preferred “We shall engage in hostilities with incursive combatants in multiple locations”?

Or does it turn out that what pleases ma and pa pleases us all?

Despite the beauty and superiority of simplicity, dense and opaque phrasing flourishes everywhere. It’s a particular problem in specialized fields—business, science, medicine, education, government, and so forth. Paradoxically, the more challenging the subject, the weaker the writing usually is. But that’s the very time we must be at greater pains to simplify and clarify.

Listen to this CEO: “Financial exigencies made it necessary for the company to implement budgetary measures to minimize expenditures.” What would that CEO say if he were trying to communicate instead of impress?

The company had to cut costs.

Pretentious writing causes misunderstanding. When the message is obscured by verbal smog, the readers don’t, in fact, get the message. They misread and they misunderstand. The wasted time and effort as well as the cost of correcting mistakes make fuzzy writing an expensive habit.

Given its liabilities, what explains the appeal of bloated, pretentious language? (Or should I ask: “What elucidates the proliferation of indecipherable terminology and superfluous syllables”?) How does “he left his car and ran” become “the perpetrator exited his vehicle and fled on foot”? How does a banana become an “elongated yellow fruit”?

We could doubtless do a dissertation on the answers. But it’s enough to say that in trying to sound learned, to elevate our diction, we instead merely inflate it. Maybe we confuse simplicity with the over-simple. Maybe we think simplicity means “Run Dick Run.” But simplicity is neither barren nor elementary; it is just immediately, attractively, interestingly clear.

Should we avoid all long words and abstractions? No. It wouldn’t be desirable even if it were possible. A long word is the right word if it’s the best word. What damages clarity is piling up long and abstract words when short and concrete words are available. It’s writing “utilization” instead of use. Or “pursuant to” instead of concerning or regarding. Or “indicate” instead of say, show, or suggest. It’s “initiate” and “terminate” instead of begin and end, or “contingent upon” instead of depends on, “personal visitation” instead of visit, “telephonic communication” instead of phone call. It’s “financial wherewithal” for money, “funding” instead of funds, “programming” instead of programs.

How can we sidestep the snare of the pretension? As writers, we must stop mimicking meaningless language and buzz phrases. We must stop trying to impress and try instead to communicate—heaven knows that’s hard enough. In part, that means disabusing ourselves of the notion that big words “sound” better—more intelligent, more professional, more serious. In fact, short, familiar words promote communication, whether written or oral. Short words are small, strong, and suited to concrete story telling, while long words are bulky, weak, and suited to abstract report writing.

Would a good storyteller say: “He manifested displeasure as he gained access to his domicile”? No, the storyteller would say: “He scowled as he opened his door.” And, as we’ve seen, small words are not just for storytellers. They also benefit the complex and specialized worlds of informational writing. We should trust them more.

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Newswriting

A visit with your writing coach: The perils of the anecdotal lead

Transcript:

When I discuss news writing on talk shows, listeners usually call in to complain about the anecdotal lead. Not that they know what to call it, but they do know how to describe it. Their complaints go something like this:

“I hate beginnings that don’t have any news in them. I hate beginnings that bore me with someone I don’t know who is doing something I’m not interested in. I hate to plow through all that stuff before I get to the news.”

If I ask for an example, they say: “All you have to do is look in today’s paper.” So I look in today’s paper, and this is the first lead I read:

“Dee Drake put down the rag she had been using to wipe the counter, put her hands on her hips and exhaled a small, exasperated sigh. It was another day of government gridlock, and the news out of Washington, playing on the television set above the bar, called for more of the same . . . . “My husband’s on Social Security and Medicare,” said Ms. Drake, the bartender at Alonzo’s Station Tavern, and resumed her wiping.”

Who would guess that this story is a report on the economy?

It’s hard to understand the media’s attachment to anecdotal leads. Most such leads are attempts to humanize stories. We begin with one person—a microcosm intended to represent macrocosm. When it works, fine. But it usually doesn’t work because most anecdotes are less interesting than the article itself and are therefore merely tedious impediments that delay the story. Check out the following anecdotal leads:

  • “It wasn’t gossip but good news that sent Georgine Farrill scrambling Saturday afternoon to call neighbor Charlotte Smith.”
  • “Aimee and Mark SooSoo owed so much money on their credit cards that the minimum payments alone added up to $2,000 a month.”
  • “It’s a sign of our changing times that LaRue Templeton showed up for the interview wearing a jump suit.”

The first thing we ask when reading such leads is “WHO?” Then our minds wander to other imponderables: So gossip sends Georgine Farrill scrambling? Is the SooSoo surname spelled correctly on their credit cards? How does LaRue’s jumpsuit signal “our changing times”?

To see how wrong-headed this approach is, consider that you and I meet not on the printed page or computer screen, but face to face. Would I begin our conversation by telling you that Georgine Farrill, whom you don’t know, phoned Charlotte Smith, whom you also don’t know? Or that the SooSoos, who live near Detroit and whom you’ve never met, are in debt? Or that LaRue Templeton, whoever he is, wears a jump suit that proves times are a-changin’?

Of course not. Such face-to-face approaches would be as bewildering and annoying as they are boring. So why the media’s blithe assumption that they would work in writing?

Such leads proliferate in part because some editors insist that writers get a human being in the lead—as if that were some journalistic Holy Grail. But just being human isn’t intriguing, and where did we get the idea it was? If the people in the lead are both unknown and dull, how could that capture our interest?

Consider an inherently interesting story—the closing of a hospital. In this case, Capitol Hill Hospital in Washington, D.C. Now, how do you close a hospital? What happens to all that equipment? You can’t just unplug it. What happens to the staff? What happens to the patients? Are they and their tubes wheeled to the exit on gurneys and stuffed into a U-Haul? See how fascinating this is?

Yet here’s the actual lead on the closing of Capitol Hill Hospital: “Rosalie Hansen placed her last patient yesterday.”

In focusing on one unknown employee and her uninteresting task, this humdrum lead ignores everything that could fascinate.

When you ask reporters or editors about anecdotal leads, they say they don’t usually find them interesting, either—but the readers do. Really? Who said? The readers themselves say they don’t find them interesting. We’re just not listening.

So we read: “Larry Nix and his wife, Linda, celebrate their birthdays, as well as their wedding anniversary, in May.” Now there’s a riveting piece of information. Or we read: “The tall fence, small cells, and prison scrubs are familiar to Yvette Jones, a Richland Hills Resident who said she used to work at a Texas prison.”

These are stories about (surprise!) a gift certificate scam and a protest against detaining immigrant families—both inherently interesting because of their news value. Their leads should have, but did not, reflect that news.

That’s not to say all anecdotal leads are bad. Some work well—forming a seamless and natural segue from anecdote to story. But when they work, it’s because of one vital factor: Both subject and anecdote capture our interest.

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Uncategorized

How to put together an ad sales pitch book

In this struggling economy, what strategies might you consider to enhance your likelihood for successful face-to-face meetings with advertisers? What should you bring along in addition to a copy of your newspaper and your newspaper’s website stats? Where would you turn? How would you gather the necessary information? Whom should you ask? What is available, both easily accessible and inexpensive?

Many of us have asked ourselves these questions during our selling and sales management careers. In my case, it was during my tenure at a small northern Illinois daily just after college. For you it might be the daily r, weekly where you work.  No matter what the circulation size or frequency of your newspaper, having an out-of-date, inadequate, or nonexistent pitch book can be both frustrating and discouraging to your sales efforts.

What’s a pitch book? 

 It is all the necessary information you need to help potential advertisers visualize why they should invest ad dollars (… new and additional revenue!) in your newspaper or website.

A pitch book is not a rate card.  It is more than that!  A pitch book ideally is a binder that contains information on your market, your newspaper, your competition, plus additional data you need to tell and sell your newspaper's story.

Developing a pitch book, even the most fundamental one, does not have to be a formidable, time consuming or expensive task.  It is possible even if you are at a newspaper that has limited research resources, both human and financial.

Let's consider for a moment building your own bare bones pitch book.  It may be bare bones initially, but as you use it, adding to and subtracting from, it will become a well-used and trusted ally in your progress toward sales success.

How, you ask, will you be able to develop a pitch book with limited or no research resources?  It's easy, and it can be fun.  It will teach you more about your market, your newspaper, and your competition.

First, you will need to refocus those selling skills and do a little bit of investigative work. Ask lots of questions.

But what are we going to investigate?  Available, and in some cases free, resources to develop more facts, data, and information about your market, your newspaper, and your competition in order to create, build, and refine your pitch book.

What resources?  Where?  Right there, in front of you.  Consider the following everyday sources of information:

For Market Information — The first, and possibly the best, resource may be your own newspaper.  Don't overlook any departments or personnel (advertising, editorial,circulation, newsroom, and senior management). Begin a reference file featuring photocopies of news stories about your market (its growth, changes, population, schools, new retailers/employers, demographics). Don't forget to tag each story with the newspaper's name and date of story. In addition, keep an eye out for feature stories about your market in other area newspapers, regional business journals, and even your competition!

Another resource is Realtors, both commercial and residential; Banks; Savings & Loans; Credit Unions — all of these businesses track their customer base and how it relates to your market and their business. Ask them if they will share the information with you, volunteer to share your information, and give appropriate credit for the information. New housing starts, average home price, new payroll dollars, growth in retail sales, available/spend able income dollars are all important to your potential advertisers and help sell your market, and your paper.

Also, local college/university/branch campus, libraries, and government sources, both national (Small Business Administration) and local (Chamber of Commerce, Grange, County Economic Development Council) — these are great sources for economic (Censusstatistics, population, age, income, educational information) and historical (your local town origin, county origin, reasons behind largest town social/economic event) data.  All of this information helps you paint the picture about your market and the people your newspaper serves.

Do not overlook checking and reviewing any and all of your local market’s websites, including your newspaper’s, your competitor’s (radio, television, yellow pages, direct mail, billboards) and other print niche publications.

For Newspaper Information— As with your search for market information, your first resources may be your newspaper and your newspaper’s website. Talk to everyone within your newspaper organization and search out any information regarding your newspaper's history, goals and mission, readership, unique visitors, and circulation. Strategically plan how you will use this information to tell your story to your potential advertisers. Begin writing your story, by using individual facts and data, demonstrating how your newspaper and your newspaper’s web site will bring your audience (the buyers) and your advertiser (the seller) together.

If your newspaper sources are limited and incomplete, reach out and ask your state press association for assistance. They are a wealth of information, perhaps not as much on your market, but on the state overall and the newspaper industry in particular.  Your state press association will have lots of resources available.  Whether it's current circulation trends, average readers per copy, who is reading newspapers, who visits newspaper websites, how well newspapers and their websites work or the emerging technology questions regarding the Internet — your newspaper association can help you.

In addition to your local press association, the Newspaper Association of America  and the National Newspaper Associationare repositories for the newspaper industry and related areas (couponing, retail sales trends, population shifts, newspaper readership, and new technologies). In Texas, the Centeris an easily accessible resource for you. Last but not least, network with other newspapers in your region or state to discuss what's new, what's available, what's working.

For Competitive Information— just ask.  To learn about your competition and what they are doing in your market, ask those advertisers, both existing and new, if they would share their competitive strategy (and information) with you. Call your competition, ask some questions, and request a rate card or media kit. You do not have to identify yourself, and if you are not asked you do not need to tell them who you are or why you are calling. Then again, if your competitor asks, and you identify yourself, what is the worst they can say?  No.

To learn about a particular medium (cable, radio, direct mail) call an out-of-market competitor, who will probably give you specific information on their station or mailing and broad based information on the media, radio or direct mail, which you can use.

Keep looking for new resources.  Keep updating your pitch book.  It's your pitch book.  Make it work for you.  It will help you become the resource your advertisers turn to first when they need information and, in the process, build your confidence and belief in yourself, newspapers, your newspaper and its website.

Have fun and good luck!

Categories
Uncategorized

Series explores Texas criminal justice issues

The Texas Center for Community Journalism at Texas Christian University is embarking on a statewide initiative to investigate the fairness of in the Texas criminal justice system, especially in cases that deal with indigent defense. The project is being underwritten by the Hood County News.

Kathy Cruz, staff writer for the News and a consultant in investigative reporter for the Center, is writing the series about the quality of legal services in Texas and the impact of the justice system on those who are accused of crimes, as well as the impact on their families.

The stories are being provided to community newspapers throughout the state free of charge, and papers will be encouraged to investigate the quality of legal services within their own counties.

“I cannot think of a more important project,” said Jerry Tidwell, publisher of the News. “Community newspapers typically do not have the staff and the resources to take in-depth looks at statewide issues. This is a way to help them and, in the process, provide a service to the people of Texas.”

Tommy Thomason, director of the Center, said he hopes that Texas community newspapers will use the series as a starting point to look at issues relating to the court system in their city and county.

“We see this series as a starting place for many other investigations around Texas,” Thomason said. “We all have a tremendous stake in the fairness of the criminal justice system, and newspapers have a responsibility to the public to be watchdogs on that system. If newspapers don’t do it, who will?”

To download one of the files below, just click on the file name. The images will open in your Web browser and you can use File > Save to save the image to your computer. The text files will open in your computer's default text-editing program. For a description of the various images that are part of the project, see the file "justice for all photos.docx". For the series logo you see on the right, see the file JusticeTCCJSeriesLogo.pdf.

Categories
Uncategorized

Series takes another look at one of Texas’ most controversial murder convictions

The Texas Center for Community Journalism at Texas Christian University is embarking on a statewide initiative to investigate one of Texas’ most celebrated murder convictions, the Darlie Routier case. The project is being underwritten by the Hood County News.

Kathy Cruz, staff writer for the News and a consultant in investigative reporting for the Center, is writing the series about the case and questions that have arisen about the verdict.  Routier is currently on death row awaiting execution.

The stories are being provided to community newspapers throughout the state free of charge.

The case has already spawned TV documentaries and books.  The Center is presenting this series because it highlights several controversial issues within the criminal justice system.  TCCJ does not take a stand on Routier’s guilt or innocence, but the Center hopes these stories will focus attention on these controversial issues about the way crime is investigated and prosecuted.

To download one of the files below, just click on the file name. The images will open in your Web browser and you can use File > Save to save the image to your computer. The text files will open in your computer's default text-editing program. For a description of the various images that are part of the project, see the file "Routier photos.doc". For the series logo you see on the right, see the file RoutierTCCJserieslogo.pdf.

 

Categories
Newswriting

A visit with your writing coach: Avoiding fad, cliche and jargon

Another tip to good writing is to avoid fad, cliché, and jargon. Fad is trendy, of-the-moment expression often generated by popular entertainment and entertainers. Clichés are once catchy but now tired expression. And jargon can be useful or bewildering, depending upon your audience.

Most professions generate their own jargon or terminology—there’s academese, legalese, bureaucratese, and others. The jargon in those specialties is usually OK if the writers are addressing readers who share not only their profession but also its vocabulary.

Media jargon, however, doesn’t communicate well. Journalese is hackneyed media expression that depends upon journalistic clichés so overused that they amuse more than they communicate. It’s journalese that gives us high-speed chases and bullet-riddled bodies. It gives us surprise moves and bizarre twists. It gives us drug lords and lone gunmen and grieving widows and bearded dictators and fugitive financiers.

Journalese also gives us an overworked vocabulary—verbs and nouns such as fueling or spurring or sparking or targeting or skyrocketing or spiraling or escalating . . . A storm dumps more than five inches of rain and spawns hurricane-force winds and golfball-sized hail.

In journalese, police find a dead body—as opposed to a live body—in a densely wooded area.

Or a highly placed official is under fire for allegations of wrongdoing.

What’s telling about journalese is that while media folks might write it, they seldom speak it. And if they did— well, imagine! Here, Russell Scott will help me show you how it could sound when two media types meet on the street.
____________________

Paula: Hello, Russell.

Russell: Hello, Paula. What’s going on at your journalistic facility?

Paula: Amid a burgeoning crisis spawned by my boss, he hurled a litany, even a laundry list, of verbal insults at me and launched an unprovoked attack on my immediate supervisor, 45. His behavior triggered a firestorm of criticism from staff members, who weighed in on the issue and unleashed a new round of difficulty.

Russell: Such a heated exchange can quickly escalate into a defining moment, or even a critical mass.

Paula: You betcha. In the wake of the controversy, the boss suggested I could level the playing field by an immediate withdrawal—by resigning!

Russell: Whoa, the R-word! Worst-case scenario!

Paula: I don’t know who the architect of that plan was, but I hotly contested it and mounted a staunch defense. But! Then the idea was hailed by high-ranking officials who said it might send a very clear signal to the staff, going forward.

Russell: More like a chilling effect, I’d guess. But at the end of the day, these unprecedented developments must seem a daunting challenge.

Paula: We’re in the midst of negotiations and hope to hammer out an agreement on a key provision. Looks like there might be some wiggle room. But the bottom line may be that there’s a thin line between a soft and a hard line.

Russell: So there could be a sea change, maybe even a ground swell. Instead of a staggering defeat, you could see a stunning victory!

Paula: Better than getting shipped off to delegate-rich New York to be a source on the ground.

Russell: Or to the oil-rich Middle East. So does this storm of controversy decimate your hopes for a promotion?

Paula: Those hopes are in a sudden downturn. Or a steep decline. Or a sharp decrease. Maybe even a free fall. But let’s just say I’m cautiously optimistic.

Russell: So you’re saying the outcome is unclear? Or maybe that it remains to be seen?

Paula: At the end of the day, that’s probably arguably true.

____________________

OK! So that’s how it might sound if journalists spoke as they wrote. Makes you wonder, though, if it wouldn’t be better if they instead wrote as they spoke?

I’m Paula LaRocque.