Intrigue


“Instant gratification takes too long.” – Carrie Fisher

As a communication strategist and pitch coach, I often have clients tell me, “You can’t say anything in 10 minutes.”

One client, who was pitching a room full of investors at the Paley Center in New York City, said, “Sam, there’s no way I can explain my company, team credentials, business model and exit strategy in 10 minutes.”

I said, “Kathleen, you don’t have 10 minutes. You’re going at 2:30 in the afternoon. Those investors will already have heard 15 other presenters. By that point, their eyes will be glazed over. You’ve got 60 seconds to get their eyebrows up.”

The good news is, we came up with a 60 second opening that not only got the interest and respect of that audience, it helped Kathleen Callendar of Pharma Jet land millions in funding and become selected as one of Business Week’s Most Promising Social Entrepreneurs of 2010.

(The full story is in this Fast Company article on How to Gain Buy-In to your Idea in 60 Seconds or Less. http://www.fastcompany.com/1751298/how-gain-buy-your-idea-60-seconds-or-less

So, what does that have to do with Super Bowl Sunday?

USA Today editors just selected the top 25 Super Bowl ads of the past 24 years … and all of them are 60 seconds or less.

Chances are, if you’ve seen them, you remember them and remember them … fondly.

They prove you can pack a lot into 60 seconds. You can win buy-in from target decision-makers, tell a compelling story and keep your brand and message top-of-mind, years after the fact.

As journalist Laura Petrecca reports in this article the winning ad “is the 1993 Nothing But Net commercial in which Michael Jordan and Larry Bird shoot an outlandish game of H-O-R-S-E ,” trying to out-do each other to win the right to dine on a McDonald’s Big Mac.”

http://www.freep.com/usatoday/article/1862001

What’s this mean for you?

What’s a communication you’ve got coming up? A communication in which you want to win buy-in from decision-makers and customers?

Don’t waste the first 60 seconds with preliminary, perfunctory remarks. No, “I’m glad to be here ….” Or “When Bob asked me to speak …” or “Before I start, let me …”

In this day and age of instant gratification, you will already have lost the hearts and minds of your audience if you start with … INFObesity.

Instead, jump into something intriguing that gets people’s eyebrows up. It’s the single best thing you can do to make sure your pitch, presentation, commercial or communication wins buy-in for what you care about.

Are you thinking, “I agree with the importance of doing this; I just don’t know how to do it.”

Want good news? My E.Y.E.B.R.O.W. TEST system shows you how to earn the attention and respect of any audience … in 60 seconds or less.

Discover for yourself why these techniques have been won raves from clients around the world (London, Geneva, Toronto and throughout the U.S.) and have helped people receive millions in funding while helping their products, services and business break out instead of blend in.

http://www.intrigueagency.com/products-page/eyebrow/

Purchase it today to instantly have these E.Y.E.B.R.O.W. TEST tips at your fingertips … so you can have people at hello next time you want their attention and respect.

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Years ago, insurance giant AFLAC had a problem.

Their company name was nonsensical. No one knew what it meant.

And why would customers entrust their money to a company when they didn’t understand their name?

So, their ad agency (brilliantly) asked themselves how they could take this unfamiliar name and relate it to something familiar so it all-of-a-sudden made sense?

They asked themselves, “What does an ‘AFLAC’ look like or sound like in the real world? How can we associate it with something people already know and like?

Hmmm … well, an AFLAC kind of looks and sounds like a duck saying QUACK.

Maybe we can turn that into a lovable duck that says ‘AFLAC.’”

Voila.

They created a visual icon that turned their idea into an image people could SEE.

Another insurance company had a similar challenge.

Government Employees Insurance Company was going “public.”

Instead of just offering policies to federal employees, it was now going to offer policies to anyone and everyone who could afford to pay for one.

So, how did they masterfully manage their transition and make their clunky acronym  G.E.I.C.O  meaningful and memorable?

Well, what do we think of when we hear the word GEICO?  What comes to mind that is close to it?

How about a cute little gecko?

Bingo.

GEICO’s cute green gecko has starred in countless commercials and become an instantly recognizable corporate symbol to millions.

Both of these financial services firms succeeded in making their cold, confusing names … warm and relatable.

The bottom-line?

Both AFLAC and GEICO dramatically increased their market-share and profits;  thanks to their ubiquitous “spokes-animal” ad campaigns that helped them POP! out of their  crowded industry.

So, what’s this mean for you and your business, idea or product?

Your financial success depends – to a large degree – on the “get-ability” of your name.

When prospective customers hear or see your name for the first time; what’s their reaction?

Do their eyebrows crunch up?

That means they don’t get it.  And if they don’t get it – you won’t get their attention, respect  or money because confused people don’t say yes and they don’t remember you or want to do business with you.

Why should they?  They have no idea what you do.  They can’t relate to you.

Your goal is to have a name for your business or product  that makes people’s eyebrows go UP.

That means they’re intrigued. That means they want to know more, which means they’re more likely to remember you and want to try and buy what you’re offering.

This Wall Street Journal  article – What’s In a Name? –  offers fascinating examples and insights into  the financial consequences of the RIGHT or WRONG name.

http://online.wsj.com/article/SB10000872396390443854204578058422730170626.html

Would you have gone to see a movie entitled $3000? That was the original name of Pretty Woman.

Would you have paid $8 to go see Anhedonia (the original name for Annie Hall)?

Check out this article to find out why some of your favorite movies might have failed if they had stuck with boring names that bombed with focus groups.

Are you thinking, “I agree that the right name is important;  I just don’t know how to come up with one that gets people’s eyebrows up.”

Well, check out POP!   Its 25 different techniques can help you  create clear, compelling names, titles and slogans that will resonate with your customers and decision-makers.

Have your pen handy so you can do the exercises to coin just the RIGHT name that will help your product, idea or business get noticed, remembered and bought.

http://www.amazon.com/POP-Create-Perfect-Tagline-Anything/dp/0399533613/ref=sr_1_1?ie=UTF8&qid=1352044604&sr=8-1&keywords=pop+-+sam+horn

“My job is to talk; your job is to listen. If you finish first, please let me know.” – Harry Herschfield

I’ll never forget it.

This was a national conference featuring the big gun keynoters.

Seth Godin. Tom Peters. Jim Collins. Tim Ferris.

They were all there.

Everyone was on the edge of their seats, listening to every word.

Then, a female CEO of a BILLION dollar company was introduced as the next speaker.

She walked to the center of the stage and stood with her feet together and her hands crossed in the . . . Fig Leaf Position.

Mistake #1.

Standing with your feet together keeps you off-balance and makes you look like you’re teetering and going to fall at any second.

Holding your hands in the Fig leaf Position is a defensive posture that makes you look like you have something to hide.

It pulls your shoulders down and collapses them together which creates a Cower stance that makes you look submissive.

Then, she said softly, in a querulous voice, “I’m so happy to be here today. I was telling my grand-daughter . . .”

Mistake #2.

Whether it’s fair or not, people judge our leadership by the volume and tone of our voice.

A meek voice sends the message you have trouble speaking up for yourself.

A soft voice signals you don’t believe you deserve to be heard.

Those are red flags to anyone deciding whether to hire you, promote you or fund you.

Plus, ending your sentences with upward inflection and speaking in a sing-songy “Valley-Girl” voice makes you seem unsure, hesitant, like you’re seeking approval.

Unfortunately for this CEO (and for the audience because she’s a brilliant leader who is respected by her thousands of employees), the laptops and smart-phones came out within minutes. They had concluded she wasn’t worth listening to.

If you’re speaking to a group of sophisticated entrepreneurs and executives, what can you do differently in the first couple minutes to prove you’re worth their valuable time and mind?

Tip 1. Lose the “I hope you like me” Little Girl Voice.

A coquettish voice will undermine the perception you have the clout to lead a company and carry off a multi-million dollar venture.

Instead, do what TV broadcasters are taught to do their first day on the job.

End your sentences with downward inflection to project a voice of authority.

Try it right now.

Imagine you’re pitching to venture capitalists and they’ve asked, “How much money are you seeking?”

Say, “$500,000” with upward inflection at the end.

Hear how it sounds tentative? Like you tossing it out there and HOPING they say yes?

Now say, “$500,000” with downward inflection at the end.

Hear how it comes across with more certainty? Like this is a justifiable figure you deserve to get?

When presenting, don’t use a conversational tone. It’s too casual.

PROJECT your voice so every single person in the room can hear every single word.

Never, ever force an audience member to have to ask, “Could you please speak up? I can’t hear you.”

The truth is, if people have a hard time hearing you, they often just give up and tune out – or start checking their email.

Don’t risk getting tuned out.

Speak out – loud and clear – and with downward inflection (like your favorite current network news anchor) so you convince people you know what you’re talking about.

Tip 2.

When you get to the center of the stage, plant your feet shoulder width apart and bend your knees slightly so you feel and appear grounded.

This atletic stance helps you feel in your body (vs. in your head).

This more-balanced stance helps you stay “rooted” in one spot so you’re less likely to rock or pace.

Nervous movement patterns distract from your credibility because they give the impression you’re flighty and can’t or won’t hold your ground.

Now, hold your hands out in front of you like you’re holdihg a baskeball. This Basketball Position helps you straighten up and stand tall.

Now, pull your shoulders back and hold your head high.

Aaahh . . .that’s better. Feel how this Tower stance makes you look and feel more confident? It gives you the look of a leader.

As discussed in the previous 3 blogs, if you want decision-makers to CARE, you’ve got to show F.L.A.I.R.

Today’s post was about I = INFLECTION and being IN YOUR BODY.

Check out my previous posts to discover how you can strategically kick-off presentations so everyone in the room is motivated to listen up.