Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
Monroe’s
Motivated
Sequence
The Five Steps
The Five Steps
STEP FUNCTION IDEAL AUDIENCE RESPONSE
Attention To get the audience to
listen
‘I want to hear what you have...
Grab Attention
 Catchy name/slogan
 Shocking statistic, story
Establish Need
 Show a problem that needs fixed
 How the problem directly affects
audience member
Satisfy: Introduce Product
 Elaborate on details
 Clearly state what you want the audience
to do or believe
 Use exampl...
Visualization: Show it
 Positive method – Describe what the situation
will look like if your ideas are adopted.
Emphasize...
Action: Try my product
 Websites, dates, times, how do they do
the action?
 Don’t let them have an opportunity to not
do...
Upcoming SlideShare
Loading in …5
×

Monroe’s motivated sequence

7,030 views

Published on

Take a look at how Monroe's can help with persuasion and selling.

Published in: Education
  • Be the first to comment

Monroe’s motivated sequence

  1. 1. Monroe’s Motivated Sequence The Five Steps
  2. 2. The Five Steps STEP FUNCTION IDEAL AUDIENCE RESPONSE Attention To get the audience to listen ‘I want to hear what you have to say’ Need To get audience to see a problem ‘I agree. I have that need/want.’ Satisfaction To tell audience how to fill need or want ‘I see your solution will work.’ Visualization To get audience to see benefits of solution ‘This is a great idea.’ Action To get audience to take action ‘I want it.’
  3. 3. Grab Attention  Catchy name/slogan  Shocking statistic, story
  4. 4. Establish Need  Show a problem that needs fixed  How the problem directly affects audience member
  5. 5. Satisfy: Introduce Product  Elaborate on details  Clearly state what you want the audience to do or believe  Use examples, testimonials, statistics  Prepare counterarguments to anticipated objections
  6. 6. Visualization: Show it  Positive method – Describe what the situation will look like if your ideas are adopted. Emphasize the positive aspects.  Negative method – Describe what the situation will look like if your ideas are rejected. Focus on the dangers and difficulties caused by not acting.  Contrast method – Develop the negative picture first, and then reveal what could happen if your ideas are accepted.
  7. 7. Action: Try my product  Websites, dates, times, how do they do the action?  Don’t let them have an opportunity to not do the action.  Give them something to do that is memorable

×