In this post I present a step by step procedure that can be used nowadays to sell snake oil (i.e. a bogus product).
Step 1: First and foremost you need a product. This can be something tangible like a chemical substance, a procedure, or a therapy of dubious value, or even an unqualified candidate for public office. However it can also be something intangible like a fringe belief or ideology, or a questionable social engineering initiative.
Step 2: Regardless of whether you know for sure your product is a fraud, try to transcend this knowledge and convince yourself of the opposite. The human mind has a near bottomless capacity to fool itself: make use of that! Create excuses for the shortcomings of your product, rationalize failures, move the goalposts, concentrate on any real or perceived positives and blow them out of proportion. Force yourself to believe in your product. When people look into your eyes they need to see honesty, certainty, passion, and trustworthiness. Those who master this step can actually become convinced that they are not selling snake oil at all!
Step 3: In the old days once you had a product you would proceed to identify the target audience. Although this is still a valid step, a more effective approach is to first identify those entities that have the power to expose your product to be a sham and even prohibit you from implementing or selling it. Examples of some such entities can be the scientific establishment, regulatory government entities like the FDA, the news media, fact checkers, consumer watchdog groups, etc.
Step 4: Proceed to identify your target audience. This step has often been difficult, but having performed step 3 first, this is now more straightforward. All you have to do is find the people that view with suspicion or contempt those entities that can be a danger to your product. The process of finding these individuals is made easier nowadays by the internet. You can gain access to webpages and blogs from many groups and individuals who are engaged in attacking their favorite boogeyman. Among these groups and individuals identify those that would be the most likely users of your product. Most snake oil salespersons find their target audiences in the social extremes such as the uneducated, or those with an education who think they know more than the experts. Befriend key segments of your target audience. Join their groups, go to their events, attend their churches, take up their causes, create goodwill, and while doing this never forget that tried and true ageless trick: tell them what they want to hear.
Step 5: Having identified the entities that will seek to reveal the truth about your product, and having identified and infiltrated the community of individuals who loathe them, you now have to create a nefarious intent or conspiracy theory. This is important because your product will be attacked with evidence and facts. You need to be able to disavow these attacks by claiming that the entities attacking your product have some ulterior motive divorced from the truth. These conspiracy theories normally include a version of the “powers-that-be-screwing-the-little-guy” approach. For example, scientists aligned with pharmaceutical companies to discredit cheaper alternative therapies, the liberal or conservative media in conspiracy with political elites to spread fake news and maintain the status quo, right-wing groups affiliated with corporate interests to oppress working class people, left-wing groups affiliated with environmental extremist to limit people’s rights, etc.
Step 6: Begin promoting your product to your target audience. Hire a lawyer to make sure you are following the laws, but identify and exploit the grey areas and loopholes in the regulations. Be vague! Try to avoid specific statements that can be used to pin you down, but when possible present opinions as facts, misinform, exaggerate, use innuendo, half-truths, out of context citations, and pick and choose studies or testimonials that support your product. Ask people to keep an "open mind". Talk the talk and create a believable impression that your are also walking the walk. Use social media and conventional methods to promote your product. However, don’t overdo it! Don’t say or write something that will make you toxic to wider audiences. When in doubt bite your tongue. Learn the ways of the weasel.
Step 7: When the attacks against your product begin, unleash the conspiracy theory within your target audience along with a barrage of attacks against your critics labelling them dishonest, corrupt, enemies of the people, and other useful epithets. Claim that you are being unfairly targeted and persecuted, and seek the help of your target audience. Invoke the right of the people to make up their minds unhindered by interference from government and other entities. Invoke community standards. Invoke states’ rights. Invoke in general any principle valued by your target audience that will give you an edge in the struggle. Link the viability of your product in some way, no matter how convoluted, to the survival of the way of life, values, and families of your target audience. Exploit the slippery slope principle (i.e. if your product goes, they are next). Appeal to their most alarmist basic instincts. Manipulate their emotions, stoke their fears, stir their passions, and whip them up into frenzy.
The key thing to understand is that what you are trying to achieve is to create a sense of identity of your target audience with your product. The beauty of this approach is that, if you achieve this, truth and facts will become irrelevant! Any attack on your product will be seen by your target audience as a personal attack on themselves. If you make your product part of their identity, asking them to accept the possibility that your product is bogus is akin to asking them to commit suicide. They won’t even consider it. The best location to place the chains to bind people are not the wrists but the mind.
Step 8: Widen your reach. Ask celebrities admired by your target audience to endorse your product. If applicable, contract an “independent organization” (nudge-nudge, wink-wink) to test your product and then broadcast the undoubtedly positive results. Team up with other like-minded snake oil salespersons to support each other. Hobnob and network with the power brokers supported by your target audience. Unless you are already selling a political candidate, it is very useful to link your product to politics. Remember that politics often is about winning, not about the truth. If elected representatives perceive that they will get more votes if they support your struggle, then you may have allies. Ask your target audience to write to their congressmen and to go to town hall meetings to bring up the issue of the attacks against your product. Donate to political campaigns. Even more effective than politics is to associate your product with religion. This may be more or less difficult to do depending on the nature of your product, but if you can accomplish it, it’s a Godsend!
Step 9: Along the way don’t forget to save for a rainy day, preferably in bank accounts or assets that cannot be seized by the government. Avoid a lifestyle of excess luxury (there will be time for that later), and cultivate an image of modesty and genuine interest in the “good” of the people. Ride your product through all of its business cycle and either go on to sell other products, or cash in and reap your rewards.
Step 0: This is the most difficult, but also the most important and vital step of the whole sequence, and one which should be carried out before you perform any of the above steps. This step involves asking yourself if you really want to manipulate people and smear the truth. Selling snake oil is not a victimless activity. In one way or another you will be damaging the lives of countless individuals and communities. Do you really want to exploit people and trample common decency and basic human values for a chance to gain riches, prestige, and power?
If the answer is yes, proceed to step 1.
The figures are in the public domain. National Library of Medicine, Varieties of Medical Ephemera, Medical Show.