“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.

Advertisements

Serendestiny - doing what makes you come alive

Chances are you’ve seen this inspiring quote from H. Thurman,  “Don’t ask what the world needs.  Ask what makes you come alive ; then go do that.  Because what the world needs is people who have come alive.”

What makes you come alive?  What puts the light on in  your eyes?

One of the things that does it for me is … writing.

Tennis player Pete Sampras was asked what it was like winning his first U.S. Open.  He said, “No matter what else happens the rest of my life; I’ll always be a U.S. Open champ.”

That’s one of the many  benefits of writing.  It is so TANGIBLY, ENDURINGLY REWARDING.

Many things are fleeting. Quality books are not.

Yes, writing a quality book is a front-loaded project. 

You pour your heart, mind, soul … and plenty of what Bryce Courtenay called “bum glue” …  into writing a quality book.

But it will still be out in the world,  years later, making a positive difference for others and a propserous living for you.

I am just re-experiencing this glorious phenomenon,

We’ve just released a new e-version of Tongue Fu!® … which was first published (ahem) 16 years ago!  http://www.amazon.com/Tongue-Better-Anytime-Anywhere-ebook/dp/B00APRX4FG/ref=sr_1_1?s=books&ie=UTF8&qid=1357067747&sr=1-1&keywords=tongue+fu+-+get+along+with+anyone%2C+anytime 

How satisfying it is to know this book is still positively influencing people around the globe.  I’ve welcomed this opportunity to update the content and include examples of cyber-bullying, internet gossip and what to do when someone’s texting at dinner.

What’s this mean for you?  It’s the beginning of a new year.  You have a fresh start opportunity to do what makes you come alive. 

If that is writing, then resolve to put pen to paper or fingers to keys today.  It’s time to get your experience, expertise and epiphanies out of your head and into the world.

I promise. You will never regret writing – you will only regreat not writing when you had the chance.

 

“You can become blind by seeing each day as a similar one. Each day is a different one, each day brings a miracle of its own. It’s just a matter of paying attention to this miracle.” – Paulo Coelho

In the beginning, clients often tell me they think writing is hard work.

I tell them, “Not if you write when you’re flush with ideas.”

Do you know how flush is defined?

“A rushing or overspreading flow.

A sudden rise of emotion or excitement.

Glowing freshness or vigor.”

Wow. What writer wouldn’t want that?

Writing is only a chore or a bore when you over-think it.

From now on, don’t write when you’re grinding; write when you’re glowing.

Writing is joyous when you’ve just observed or experienced something different, something intense – and you’re simply transferring the aha’s running through your mind onto paper.

The thing is, many of us are busy so we set aside a time to write. We sit down at the appointed hour and expect flow to show up, on command.

Flow doesn’t like to take orders.

It has a mind of its own.

It happens IN THE MOMENT.

It happens when we’re one with something that just happened and the miracle of it is filling our mind, soul and spirit.

That’s when we need to sit down and write.

When those exquisite moments happen, we need to GO WITH THAT FLOW or it disappears.

Next time, you see something, feel something, understand something as if for the first time … and your mind starts racing with epiphanies … honor them.

Sit down (even though you have ‘other things to do) and get those thoughts out of your head and onto the screen or notepad … as fast as you can.

Without editing or critiquing.

Let what wants to be said come out in a vigorous rush … because what’s coming out is alive.

It may not be grammatically perfect … but it will have a voice, a passion, a pithy purity that only results when we’re swept up in what wants to be said.

When we do that, when we get out of the way and facilitate what wants to be said along its way, we collaborate with the muse.

It may sound grandiose, but writing those thoughts down in the moment is a way to render them immortal.

When we are in that pure state of flow, we are simply the conduit for whatever insights are blossoming within us.

We are merely the messenger and our role is to get those thoughts out of our head (where they serve only us) and into the world (where they have the opportunity to serve many).

You know you’re getting this “right,” when you look at what you’ve written and it’s better than you know how.

So, if you want writing to be a blessing instead of a burden; if you want to be at your intriguing best, write in the FLUSH of the moment to free up FLOW.

They don’t call them fleeting thoughts for nothing.

Next time you experience something that gets your juices flowing, get going.

Actually, sit down and let what wants to be said …. get said.

“Remember, you’re more interested in what you have to say than anyone else is.” – Andy Rooney

Hmmm …

Well, if Andy was right, we better take responsibility for making ourselves more interesting so people want to hear what we have to say.

I host a monthly That’s Intriguing Interview Series that features guest experts from around the world (i.e., Betsy Myers who was COO of Obama’s grassroots presidential campaign and Michael Gelb, International Brain of the Year and author of How to Think Like Leonardo da Vinci).

People often tell me our tele-seminars are the ONLY ones they listen to from start to finish.

Several clients asked me to “share my secret;” so here’s the document we send our guest experts to prep them to be so intriguing … listeners are on the edge of their seats, eager to hear what’s next.

You’re welcome to use these guidelines when you are the one being interviewed or when you’re the one hosting the intervivew/panel.

These suggestions help everyone hold themselves accountable for sharing real-life insights and examples that get people’s eyebrows up and motivate them to want to hear more.

Hello ­­­­­­­­­­­­­______________________:

Thanks for agreeing to be a guest expert for our That’s Intriguing Interview Series on _________, 2012.

We are looking forward to you sharing your back-story and best-practice tips with our audience.

We feel a real obligation to live up to our name – so here are some guidelines that can help us produce an engaging, insightful, productive interview that adds value for all involved.

1. Our tele-seminar starts promptly at 8 pm ET (5 pm West Coast Time).

5 minutes before our call … at 7:55 pm ET …please call our bridge line _____. Then enter our code ____.

2. We put everyone on the call (except YOU) on mute and don’t take questions during the call so background noise doesn’t undermine the quality of our recording.

We do invite people to submit questions in advance. I may give a shout out to several people on the call to add variety to our interview. For example, “Lisa from St. Louis has asked . . .”

3. Our goal is to make this interview as unpredictable as possible. Some guidelines to help make that happen are:

* Please keep answers short – 2 minutes or less.

If you have a long explanationto give, it’s better to break it up with a question back to me, such as,”There’s more to that story. Do you want to hear it, or is it time for us to move on?”

* Give a real-life example to illustrate each point which makes information infinitely more intriguing.

When making a point, you might want to use the 2 magic words, “For example …” and then verbally re-live the scene where this happened to SHOW us what you mean so we’re seeing what you’re saying.

* Humor is always wonderful and welcome.

If you have amusing, laugh-out-loud anecdotes or quotes to share that are “on topic,” by all means, share them. As you know, relevant humor makes this more fun and enjoyable for everyone involved.

* Victor Hugo said,”The secret to being a bore is to tell everything.”

Please cherry-pick the MOST surprising or startling things that have happened along the way. We don’t need soup-to-nuts explanations of all your lessons-learned. It’s far more interesting for you to focus on the ONE INSIGHT that was most pivotal, most transformative so we can hear a “best of the best” of your expertise or experience.

* This is not about self-promotion.

In the last 5 minutes, we focus on an exciting project you’ve got coming up you’d like listeners to know about. This could be a new book, public event, coaching series, conference, startup, product launch, etc.

You are welcome to describe this and give your website, blog or social media contacts so listeners can find more information, register, buy a product or service, support your cause, hire you, etc.

4. You are welcome to send questions in advance you’d like to be asked. WE love receiving questions that helps us showcase your work or this topic in a way that does it justice and reveals behind-the-scenes, recent, “wouldn’t have known that” insights.

5. I normally ask questions in a chronological sequence – starting with your early career and taking listeners through the evolutionary unfolding of your work – the epiphanies you’ve had along the way and the insights you’d like to pass along.

Remember what Elmore Leonard said when asked why his books are bestsellers, “I try to leave out the parts people skip.”

Ask yourself, “Is this obvious? A cliche or common sense? Do people already know it?” If so, SKIP IT.

6. Our audience is usually an eclectic mix of executives, entrepreneurs, speakers, authors, non-profit leaders, consultants and creative professionals from around the country. We may have up to 100 people on the LIVE call; hundreds or thousands may listen to the recording in the years ahead.

7. We market your interview to our database of 15,000+ through our newsletter, on our website calendar and to our extensive online network via Twitter, LinkedIn and Facebook.

You are welcome to promote this to your tribe and invite people who would enjoy and benefit from your expertise and experiences. You are welcome to get the description of your program and registration links from our website calendar at http://www.samhorn.com/speaking/calendar/index.html

8. We will record the interview -and send you the MP3 within 3 days of the tele-seminar.

As part of our agreement, you are welcome to use that however you’d like – whether that’s selling it as a CD or MP3, excerpting it in podcasts on your website, or using as an audio demo for media.

We are so glad you carved time out of your busy schedule to be on our That’s Intriguing Interview Series.

We look forward to a win-win, rock and roll interview that showcases your contributions and delivers real-life recommendations people can use immediately. We know everyone will appreciate your fascinating examples of how you’ve built a SerenDestiny career where the light is on in your eyes and you’re doing meaningful legacy work that is serving all involved.

These guidelines on “How to Give a Great Interview” are from Sam Horn, author of POP! and the upcoming Eyebrow Test and SerenDestiny. The founder of The Intrigue Agency, Sam and her team celebrate intriguing ideas, individuals, events and organizations … and help clients create more compelling communications.  Her work has been featured on NPR, MSNBC, BusinessWeek.com, New York Times. www.IntriguingAgency.com

Sam Horn’s POP! book

The votes are in. We have our winners.

Here are the most intriguing business names, book titles and NURDS (New Words) for 2011  as submitted by our POP! and Intrigue Agency tribe.

Thanks for your nominations and votes.

The purpose of the POP! Hall of Fame is to showcase
and celebrate the power of creative messaging.

You can have a fantastic product, service, idea or organization –
but if it doesn’t have an interesting name that gets your target
customers’ eyebrows up – it may never see the light of day.

So, here’s to our winners for understanding that POP!ing out of your pack is the first step to catapulting viability, visibility and profitability.

1. A.W Shuck’s: If you’re walking the streets of Charleston, SC, wondering where to eat, this clever name for a seafood-raw oyster restaurant just might elicit a smile and motivate you to walk in their door and give them your dining dollars.

http://a-w-shucks.com/

2. Merry-Okee: How do you expand the multi-million dollar Elf on a Shelf brand? By introducing a Karaoke sing-along book with mike for Christmas.

http://www.amazon.com/Hallmark-Merry-Okee-With-Songbook/dp/B005PZGATA/ref=sr_1_1?ie=UTF8&qid=1325532770&sr=8-1

3. YOUmanity: Want to warm up a “cold” corporation? Follow Aviva’s example and launch a mission to “bring humanity back to insurance and put people before policies.” Then, set up an interactive chain of kindness and honor participants with awards and media attention.

http://www.avivausa.com/portal/site/avivausa/content/home/youmanity

4. Masstige: This Half-and-Half Word (a POP! technique for creating a first-of-its-kind phrase by combining two aspects of your idea – i.e., Diabesity) is a new term for merging mass market retail with prestige appeal – such as Mossimo at Target which has made this discount retailer hip and generated millions in revenue.

http://www.target.com/s/p/Mossimo+Supply+Co+Owl+Animal+Hat+Brown/+/A+13592371

5. There Is No Dog: The shelves are groaning with dog books. So, how do you get your book to break out instead of blend in? Use a POP! technique called Don’t Repeat Cliche’s – Re-arrange Cliches to make sure your book stands out from the crowd instead of getting lost in the crowd.

http://www.amazon.com/There-No-Dog-Meg-Rosoff/dp/0399257640/ref=sr_1_1?s=books&ie=UTF8&qid=1325523388&sr=1-1

6. CanWich: I can always count on Dave Barry’s Annual Gift Guide for a POP! Hall of Famer. Previous winners have been Daddle (a strap-on saddle so toddlers can take a horsy-back ride on their dad without falling off) and Smittens (co-joined mittens so lovers can walk in the snow and keep their fingers warm.)

What’s a Canwich? Half can, half sandwich so those messy peanut-butter jelly sandwiches are portable. http://www.miamiherald.com/2011/12/04/2529844/candwich-sandwich-in-a-can.html

7. Mashable’s Top 10 Funniest Auto-Correct Text Mistakes:

Trust me – if you don’t laugh out loud at the “OOOPS” texts on this list, check for a pulse.

http://mashable.com/2011/12/05/damn-you-auto-correct-funniest-text/#view_as_one_page-gallery_box3339

And if you’re an entrepreneur, author, speaker, business owner, non-profit leader or management/marketing consultant and don’t have your own annual Top 10 list, why not??)

8. Tweet Seats: Had a chance to keynote the National Arts Marketing Project convention – and all the buzz was about venue owners finally realizing that providing seats in the back of the theater for people who want to Tweet about the play, concert or dance production they’re experiencing is a “rising tide raising all boats” opportunity to scale their virtual audience and promote their productions … for free.

http://artsmarketing.org/conference/announcement/2011/live-namp-conference

9. TIEcoon.  What else would you call a shop that sells mens neckties in NYC’s Penn Station …traveling mecca of stockbrokers, Wall Street types and corporate suits? 

10. Zmug: The always brilliant Monica Hesse of The Washington Post reported about the Zumba craze and the “smug, golden glow look the 12 million Zumba fans are often infused with.” So, what did she do? She crafted a clever headline and NURD (New Word) that helped her article POP! off the page.

http://www.washingtonpost.com/lifestyle/style/zumbad-a-fitness-craze-can-lead-quickly-to-the-er/2011/12/02/gIQA1vmUdO_story.html

Want your product, service, idea or organization to POP! out of its pack?

First, it’s got to pass The Eybrow Test® (my next book – available next month.)

Does its title, name, headline or description get people’s eyebrows up in the first 60 seconds?

If so, good for you. That means it broke through their preoccupation and intrigued them enough for them to give you their valuable mind and time.

What do you care about?

If you want other people to care about it; give it a first-of-its-kind phrase or compelling, 60 second-or-less description to increase its likelihood of success.

What are your favorite POP! brands, business names, book titles and NURDS?

Submit examples of creative messages that pass The E.Y.E.B.R.O.W. Test® – and they just may get featured in one of our upcoming That’s Intriguing blogs, Facebook posts, Tweets or next year’s POP! Hall of Fame.

Thanks to Duke Ellington for his insightful lyric that inspired the above title.

This is the final post in a 5-part series sharing some of the coaching tips given to Springboard Enterprises clients.

Part of the advice given was “If you want investors to care, you’ve got to show F.L.A.I.R.”

Many investors have seen hundreds, if not thousands, of pitches. After awhile, they all start to sound alike.

One way to stand out and get noticed and remembered – for all the right reasons – is to use R = Rhythm and Ryhme.

Tip 1. Duke was right. When you put things in a beat; you make them easy to repeat.

Hence the enduring popularity of such “earworm” ad slogans as:

“I Can’t Believe I Ate The W-h-o-l-e Thing” (Alka Seltzer)

and

“Takes a Licking and Keeps on Ticking” (Timex)

Chances are, you haven’t heard those jingles for years: yet you can still repeat them, word for word, in the same cadence you first heard them.

When I work with clients, one of our priorities is to create a proprietary phrase that pays that showcases their strongest selling point.

We work on saying it with “pause and punch” so anyone can repeat it, word for word, after hearing it once.

Tiip 2. Be sure to pause and punch when introducing yourself and when wrapping up.

When nervous, or when trying to jam a lot of material into a short amount of time, many speakers jumble their words together.

The consequence is people don’t “get” your name – which means they won’t be able to repeat it a minute, hour or week later – which means you’re out-of-sight, out-of-mind. Not good.

Put a pause between your first and last name (i.e., Sam – Horn) so each word is distinct and can be heard clearly.

Then, e – nun – ci – ate each syllable of your business name – and put a 3 beat pause between words – to make sure it’s imprinted and so people get it the first time.

For example, In – trigue . . . In – sti – tute.

This may sound petty or like I’m making a big deal out of nothing.

However, if people can’t repeat your name, they didn’t get your name . . . which means you won’t get their business.

Tip 3. Rhyme is sublime . . . because it helps you get remembered over time.

One of my favorite examples of this comes from the U.S. Government.

They were concerned years ago about the number of fatalities and injuries in car accidents so they invested a lot of money to create a public service campaign called “Buckle Up for Safety.”

Hmmm. Are you motivated to just run out and fasten your seat belt?

No one seemed to care and no one was inspired to change their behavior.

So, they went back to the drawing board. Or, as comedian George Carlin was famous for saying, “What did we go back to before there were drawing boards?”

This time, they put their slogan in a rhyme that had a distinctive beat. I bet you know what I’m talking about.

Yep, Click It or Ticket.

Not only did that phrase that pays catch on, it’s motivated people to buckle up and, as a result, the number of injuries and fatalities has decreased.

All this goes to prove that phrasing isn’t petty.

You can spend hours and thousands of dollars on fancy power point slides, bar charts and graphics.

But if you rush through your material and your audience can’t understand or remember anything you said – it will all be for naught.

Remember these 5 elements when preparing for and delivering your pitch . . .to increase the likelihood YOU’LL be top-of-mind at the end of a long day.

F = Fun. If you’re not having fun; they’re not having fun.

L = Link. Compare what you do to something with which they’re fond and familiar to fast-forward comprehnsion and buy-in.

A = Alliteration. It’s working for Java Jacket. Why not for you?

I = Inflection and In Your Body. Tower (vs. cower) and speak out – loud and clear – with downward inflection so you have the look and voice of authority.

R = Rhythm and Rhyme. Craft a phrase that pays and make it easy to repeat so you’re the one who gets remembered.

Want more tips on how to POP! your pitch, close the deal and get the money?

Check out POP! – which has been featured on MSNBC and in the New York Times and Washington Post – so the next time you present, you are confdient of your ability to intrigue and favorably impress everyone in the room.

In a Dec. 13 Wash Post article on directors,