“If You Want to Succeed, You Must Intrigue”💡

In a world of information overload, capturing someone’s attention has become more challenging than ever. Sam Horn, in her insightful TED Talk, presents a compelling argument:

“If you want to succeed, you must intrigue.”

I feel tremendously benefitted from her insights and so sharing some of her practical techniques here to make your ideas, projects, and conversations more engaging and memorable.

The Power of the First 60 Seconds

Horn emphasizes the critical importance of the first minute in any interaction. Whether you’re pitching an idea, meeting a potential client, or introducing yourself at a networking event, those initial moments can make or break your chances of success.

The key to success lies in getting the other person’s “eyebrows up” — a physical indication of intrigue and interest. When someone’s eyebrows are raised, it means you’ve successfully captured their attention and piqued their curiosity.

The 60-Second Intro Technique

To create an intriguing 60-second intro, Horn suggests using a series of “Did you know?” questions. This technique is illustrated through the example of Kathleen Calendar, who was pitching her vaccination startup to investors.

Here’s the 60-second pitch Sam and her crafted, which not only helped her secure millions in funding but also earned her recognition as one of Business Week’s Most Promising Social Entrepreneurs of 2010:

“Did you know there are 1.8 billion vaccinations given every year?

Did you know up to half of those are done with re-use needles?

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

Imagine if there were a painless one-use needle for a fraction of the current cost.

You don’t have to imagine it, we’ve created it!“

So powerful! So maybe you can try this too -

1. Start with three “Did you know?” questions that highlight the scope, urgency, or trends related to your topic.
2. Follow with an “Imagine” statement that helps the audience visualize your solution.
3. Bridge to your solution with “You don’t have to imagine it, we’ve created it.”

This approach not only captures attention but also frames your idea in a way that resonates with your audience’s interests and concerns.

From Elevator Speech to Elevator Connection

Horn challenges the traditional concept of an elevator speech, suggesting that we should aim for an “elevator connection” instead. The key difference lies in making the interaction more interactive and engaging for both parties.

Instead of launching into a rehearsed spiel about what you do, ask a three-part question that relates to your field. For example, a software developer who creates secure online payment systems might ask:

“Have you, a friend, or a family member ever bought anything online, like on eBay, Travelocity, or Amazon?”

This approach accomplishes several things:

1. It starts a conversation rather than ending it.
2. It helps the other person relate to what you do.
3. It creates a hook for a mutually rewarding connection.

The Power of Asking Questions

Throughout her talk, Horn emphasizes the importance of asking questions rather than simply explaining. This shift in approach transforms one-way communication into interactive dialogue. By asking questions, you:

1. Engage your audience actively
2. Help them see the relevance of your topic to their lives
3. Create opportunities for deeper connections

Remember, as Andy Rooney said, “You’re more interested in what you have to say than anyone else.” By asking questions, you flip this dynamic and show genuine interest in the other person’s experiences and perspectives.

Creating Hooks for Meaningful Conversations

Horn’s techniques are all about creating “hooks” on which to hang conversations and connections. Whether it’s through intriguing questions, relatable scenarios, or interactive introductions, the goal is to give the other person something to grasp onto and engage with.

This approach is particularly valuable when meeting new people or pitching ideas to decision-makers. By providing these conversational hooks, you increase the likelihood that people will remember you, understand your value proposition, and potentially refer others to you.

Time to practice!

Let’s do the exercise she suggested! Here it goes:

1. Identifying a project or idea you want support for
2. Crafting three “Did you know?” questions related to your topic
3. Creating an “Imagine” statement that visualizes your solution
4. Developing a three-part question for your next networking event

By actively working on these exercises, you can refine your approach and become more effective at intriguing others in various professional and personal situations.

Intrigue as the Key to Success

In conclusion, Horn’s message is clear: “If we want to succeed, we must intrigue.” By mastering the art of capturing attention, asking engaging questions, and creating meaningful connections, we can significantly improve our chances of success in any endeavor.

Remember, it’s not about explaining everything you know in one go. It’s about sparking curiosity, fostering genuine interest, and opening the door to further conversation. By intriguing others, we create opportunities for deeper understanding, collaboration, and mutual benefit.

So, the next time you’re about to introduce yourself or pitch an idea, ask yourself: “How can I intrigue my audience in the first 60 seconds?” The answer to that question might just be the key to your success.

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Thanks for reading!

Angelina Yang is the Editor-in-Chief at GPTDAO. She was formerly VP of AI and data at various companies and now a startup founder herself. You can follow her here: Angelina Linkedin, YouTube, Twitter, Medium, Substack, Venture.

If you are interested to hear the full talk, check it out here.