If you can’t get

people’s attention,
you’ll never get
them to connect
Create Intrigue and Connect with Anyone
Goldfish 9 seconds -- Human 8 seconds
 Eyebrow Test

• Lifted Up Eyebrows
• Knitted or Furrow Eyebrows
• People are intrigue
• People are confused

Confused people don’t say YES

If you want to know if the answer is going to be a YES…. Watch the Eyebrows!!!
 Creating Intrigue
In three easy steps….

Ask • Three did/ do you know questions

Imagine • Describe the solution

• You don’t have to

Reveal imagine, we have it
 Example: Pharmjet
• Did you know there are 1.8 billion vaccinations given every year? Did you know up to
half of those vaccinations are given with reused needles? Did you know we are
spreading and perpetuating the very disease we’re trying to prevent?
• Imagine if there was a painless, one –use needle for a fraction of the current cost.
• Guess what? You don’t have to imagine it, we’re created it. It’s called Pharmjet...)
Step 1: Did/do you know?

• Open with three startlingly relevant “Did you know

questions?”
• Introduce three things your decision makers don’t know, but
would like to know about?
• Scope of the problem
• Urgency of the issue you’re addressing
• Dramatic shift in a trend you’re discussing
• Unmet need you’re filling

The goal is to achieve the response “Really! That’s news to

me!”
Establish a conversation hook & Avoid the road block
• Road blocks come about when you typically ask a one or two phased question.
• Example: Have you ever bought anything online?
• If the answer is NO, you just ended the conversation.

• Establish a Hook by asking a three pointed questions

• For Example: Have you, a friend, or family member ever brought anything online ?
• Chances are they will answer YES, and then you have a conversation hook.

• You can make the questions even more specific by adding additional information.
• For Example: Have you, a friend, or family member ever brought anything online like on iTunes,
Travelocity or Amazon ?
 Example: Step 1
Dream it, Be It

• Did you know that one in four high school age girls in the United States does not
graduate?
• Did you know Hispanic girls bear the highest drop out rates (30%)in the United
States?
• Did you know girls are more likely to abandon their educational dreams due to
economic and social situations?

Are you eyebrows up? Are you intrigued? Do you want to know more?
 Step 2: Describe the solution
Use the word imagine
Use the word Imagine to link your three questions to a solution of “ Who wouldn’t
want that?”
The word imagine pulls people out of their preoccupation and helps them actively
process what you’re saying, instead of passively hearing it.

• Link your three attributes (outcomes) to your three questions.

 Example: Step 2
Dream it, Be It
• Did you know that one in four high school age girls in the United States does not
graduate? Did you know Hispanic girls bear the highest drop out rates (30%)in
the United States? Did you know girls are more likely to abandon their
educational dreams due to economic and social situations?
• Imagine, how these statistics would change, if there were a resource designed to
reach these girls, improve their self esteem, provide them with tools and skills to
be successful in the face of adversity, and align them with strong female mentors
who have “been there, done that”.
Step 3: Transition with you don’t have to imagine.

• Bridge your imagine scenario into “ You don’t have to imagine it…” and provide
empirical evidence so decision –makers know this isn't too good to be true; it’s a
done deal and you’re ready to deliver it!
 Example: Step 3
Dream it, Be It
• Did you know that one in four high school age girls in the United States does not graduate? Did you
know Hispanic girls bear the highest drop out rates (30%)in the United States? Did you know girls are
more likely to abandon their educational dreams due to economic and social situations?
• Imagine, how these statistics would change, if there were a resource designed to reach these girls,
improve their self esteem, provide them with tools and skills to be successful in the face of adversity,
align them with strong female mentors “be there, done that”.
• You don’t have to imagine it, we’re created it. It’s called Dream It, Be It. It provides girls with access to
professional role models, career education and the resources to live their dreams.
• My club works in partnership with girls in small groups or a conference setting to provide them with
the information and resources they want and need to be successful just like you and me.
 Creating Intrigue
In three easy steps….

Ask • Three did/ do you know questions

Imagine • Describe the solution

• You don’t have to

Reveal imagine, we have it
To learn more about the INTRIGUE Creed

• Check out the Intrigue expert Sam Horn

• Got Your Attention (Book)

• Ted Talk “How to Create Interest and Connect with Anyone”

• https://www.youtube.com/watch?v=Xlg8zdSVjgg