That’s Intriguing #35: Want to Capture Favorable Attention in the First 60 Seconds?

“Instant gratification takes too long.” – Carrie Fisher

Did you know . . . 1.8 billion vaccinations are given every year?

Did you know . . . half of those vaccinations are given with re-used needles?

Did you know . . . we are spreading and perpetuating the very diseases we’re trying to prevent?

Imagine if there was a painless, one-use needle that cost a fraction of the current model?

You don’t have to imagine it . . . we’ve created it.

In fact, if you look at this article . . .

So went the 60 second opening of one of my clients who used this pitch to convince venture capitalists to invest in her evolutionary product and business.

What’s the point?

Will you be requesting funding or proposing a new initiative in the near future?

How are you going to win buy-in?

What are you going to say in the first 60 seconds to motivate your decision-makers to look up from their Blackberry’s?

If you want people’s valuable time and mind, use the 3 techniques I’ve created and teach my clients to begin with to capture the favorable attention of their decision-makers in the first 60 seconds:

1. Open with three “Did you know?” questions related to the scope of the problem you’re solving. The goal is to elicit a startled “I didn’t know that” from your target audience. One of the ONLY ways to get busy people’s attention is to immediately tell them something they don’t know that piques their curiosity about something that concerns them.

2. Start your next paragraph with the word “Imagine” and use the oratorical “Power of Three” device to paint a mental picture of the ideal scenario. Identify three best-case characteristics of your solution so they’re impressed with the comprehensiveness of your plan, product or program.

3. Bridge to your precedence with the words “You don’t have to imagine it; we’ve created it. In fact, in this . . . .” Then, introduce irrefutable evidence – whether that’s an article, testimonial from a respected source or the actual product – so they SEE your offering as a done deal, not as a speculative venture.

The above techniques instantly engage your audience and cause them to care about what you care about.

Many of my consulting clients have used this compelling opening in their presentations/pitches and have reported back its power to win buy-in to their projects, products and programs.

Next time, you want to shake people out of their preoccupation and motivate them to give you their undivided attention – start your communication with:

1) three intriguing facts they don’t know about your idea, issue or initiative

2) the word “imagine” to paint a mental picture of three characteristics of your solution to this problem

3) the words “You don’t have to imagine it; we’ve created it” so they SEE and BELIEVE what you’re saying and want to hear the rest . . . of your story.

  • http://believeinarayofhope.com Doreen Fulton

    This is very cool! I am going to use your blueprint in my next blog entry and will let you know if I capture the same interest, you describe above.

    I tried to trackback to my site, but did not get a special URL.

    Happy Halloween Eve!

  • http://believeinarayofhope.com Doreen Fulton

    Hey Sam,
    I used your blueprint in posting a blog and mentioned your book on Taking the Bully by the Horns and your video on Serendestiny. It was a deep honor to reference your work. Thanks so much for your never ending inspiration.
    Doreen

    • http://www.samhorn.com Sam Horn

      Thanks Doreen:

      You’re always so supportive and I appreciate you getting back in touch to let me know you found these ideas interesting and useful.

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