said, "don't try to wipe it off or it'll smear. Just wait until it dries and it'll fall off byitself. Unspoken was a second maxim: go on the offensive and an opponent'scharges are soon forgotten.In four months of hard campaigning, Wallace learned the nuts and bolts ofbuilding a following. He saw how Folsom devoted as much attention to theragged farmer-as to the well-dressed businessman. When someone sent in fiveor ten or even two dollars, it was just as important to write a warm and personalresponse as to acknowledge the hundred-dollar or two-hundred dollar donor:each had the same number of family members and friends. Above all, Folsomtaught Wallace the role of spectacle and entertainment, the necessity to convincevoters they were part of an important crusade. "Make no small plans," Folsominstructed, "they have no magic to stir men's blood.”A few flickering films remain of the 1954 race. They show just how hardWallace tried to duplicate Big Jim’s folksy platform rapport, a blend ofexaggeration, hyperbole, ridicule, and a kind of "country sarcasm" that mockedhis enemies. By nature combative and aggressive, Folsom's South Alabamacampaign manager could never successfully mimic the relaxed style of the bigman from north Alabama; when Folsom was taking the hide off an opponent, hemanaged to make it sound like a good-natured teasing over the backyard fence.Still, even an awkward Wallace could bring a crowd to its feet. At a hugerally toward the end of the 1954 campaign he repeatedly mocked Folsom'sopponents for their complaints that Big Jim was not "dignified and refined." In1950, the "so-called 'decent and dignified' administration moved onto Capitol Hill,"Wallace told his audience. "And let me tell you," he said, his arm waving in theair, "the first thing this so-called 'decent and dignified' administration did was toraise the taxes on the Little Folks." On May 4, Wallace told the cheering crowd,voters had the choice of turning to this "so-called 'decent and dignified'administration" or they could reelect Folsom. ''I'll take Folsomism!" he shouted.He deftly positioned himself into the limelight. One of Folsom's televisioncommercials led off with a plug for his political coordinator ("Original scrip [sic] by judge George Wallace"). Wayne Greenhaw, who became a well-known Alabama journalist in the 1960s and 1970s, remembered sitting at his hometown
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