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    Monroe - 5 Steps

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    Ariff Isa
    Monroe's Motivated Sequence is a 5-step method for structuring persuasive presentations: 1) Get the audience's attention with a startling fact or question. 2) Establish the need for change by describing problems with the current situation. 3) Satisfy the need by introducing your solution. 4) Visualize positive or negative potential futures depending on whether the solution is adopted. 5) Call the audience to action by specifying steps they can take to implement the solution. Used effectively, this proven framework can motivate audiences and improve persuasive presentation skills.

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    Monroe - 5 Steps

    Uploaded by

    Ariff Isa
    19 views4 pages
    Monroe's Motivated Sequence is a 5-step method for structuring persuasive presentations: 1) Get the audience's attention with a startling fact or question. 2) Establish the need for change by describing problems with the current situation. 3) Satisfy the need by introducing your solution. 4) Visualize positive or negative potential futures depending on whether the solution is adopted. 5) Call the audience to action by specifying steps they can take to implement the solution. Used effectively, this proven framework can motivate audiences and improve persuasive presentation skills.

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    Monroe_5 Steps (1)

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    Monroe's Motivated Sequence is a 5-step method for structuring persuasive presentations: 1) Get the audience's attention with a startling fact or question. 2) Establish the need for change by describing problems with the current situation. 3) Satisfy the need by introducing your solution. 4) Visualize positive or negative potential futures depending on whether the solution is adopted. 5) Call the audience to action by specifying steps they can take to implement the solution. Used effectively, this proven framework can motivate audiences and improve persuasive presentation skills.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    19 views4 pages

    Monroe - 5 Steps

    Uploaded by

    Ariff Isa
    Monroe's Motivated Sequence is a 5-step method for structuring persuasive presentations: 1) Get the audience's attention with a startling fact or question. 2) Establish the need for change by describing problems with the current situation. 3) Satisfy the need by introducing your solution. 4) Visualize positive or negative potential futures depending on whether the solution is adopted. 5) Call the audience to action by specifying steps they can take to implement the solution. Used effectively, this proven framework can motivate audiences and improve persuasive presentation skills.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 4

    Monroe's Motivated Sequence

    Perfecting the call to act


    Is persuasion a gift? Are some people born with the ability to speak well and 'sell' their ideas
    successfully?

    It sure seems that way when you're wowed by a motivational speaker, or galvanized into
    action by a thought-provoking presentation.

    In your role, do you ever need to motivate, inspire, or persuade others? Whether you're a
    senior executive giving a presentation to the Board, a manager giving a morale-boosting
    speech to your team, or a production manager giving a presentation on safety standards, at
    some point, you'll probably have to move people to action.

    While there are certainly those who seem to inspire and deliver memorable speeches
    effortlessly, the rest of us can learn how to give effective presentations too. Key factors
    include putting together a strong message and delivering it in the right sequence.

    Monroe's Motivated Sequence: The Five Steps


    Alan H. Monroe, a Purdue University professor, used the psychology of persuasion to
    develop an outline for making speeches that will deliver results. It's now known as Monroe's
    Motivated Sequence.

    This is a well-used and time-proven method to organize presentations for maximum impact.
    You can use it for a variety of situations to create and arrange the components of any
    message. The steps are explained below.

    Step One: Get Attention

    Get the attention of your audience. Use storytelling, humor, a shocking statistic, or a
    rhetorical question – anything that will get the audience to sit up and take notice.

    This step doesn't replace your introduction – it's part of your introduction. In your opening,
    you should also establish your credibility (see The Rhetorical Triangle for tips), state your
    purpose, and let the audience know what to expect. Delivering Great Presentations provides a
    strong foundation for building the steps in Monroe's Motivated Sequence.

    Let's use the example of a half-day seminar on safety in the workplace. Your attention step
    might be as follows.

    Attention Workplace safety is being ignored!


    Shocking statistic Despite detailed safety standards and
    regulations, surveys show that 7 out of 10
    workers regularly ignore safe practices

    1
    because of ease, comfort, and efficiency.
    Some of these people get hurt as a result. I
    wonder how comfortable they are in their
    hospital beds... or coffins?

    Step Two: Establish the Need

    Convince your audience there's a problem. This set of statements must help the audience
    realize that what's happening right now isn't good enough – and it needs to change.

    • Use statistics to back up your statements.


    • Talk about the consequences of maintaining the status quo and not making changes.
    • Show your audience how the problem directly affects them.

    Remember, you're not at the "I have a solution" stage. Here, you want to make the audience
    uncomfortable and restless, and ready to do the "something" that you recommend.

    Need Apathy/lack of interest is the problem


    Examples and Safety harnesses sit on the floor when the
    illustrations worker is 25 feet above ground. Ventilation
    masks are used more to hold spare change
    than to keep people safe from dangerous
    fumes.
    Consequences Ignoring safety rules caused 162 worker
    deaths in our province/state last year. I'm
    here to make sure that you aren't part of next
    year's statistic.

    Step Three: Satisfy the Need

    Introduce your solution. How will you solve the problem that your audience is ready to
    address? This is the main part of your presentation. It will vary significantly, depending on
    your purpose.

    • Discuss the facts.


    • Elaborate and give details to make sure the audience understands your position and
    solution.
    • Clearly state what you want the audience to do or believe.
    • Summarize your information from time to time as you speak.
    • Use examples, testimonials, and statistics to prove the effectiveness of your solution.
    • Prepare counterarguments to anticipated objections.

    2
    Satisfaction Everyone needs to be responsible and
    accountable for everyone else's safety.
    Background Habits form over time. They are passed on
    from worker to worker until the culture
    accepts looser safety standards.
    Facts Introduce more statistics on workplace
    accidents relevant to your organization.
    Position statement When workers are responsible and
    accountable for one another, safety
    compliance increases.
    Examples Present one or more case studies.
    Counterarguments Safer workplaces are more productive, even
    in the short term – so workers aren't more
    efficient when they don't take the time to
    follow safety rules.

    Step Four: Visualize the Future

    Describe what the situation will look like if the audience does nothing. The more realistic and
    detailed the vision, the better it will create the desire to do what you recommend. Your goal is
    to motivate the audience to agree with you and adopt similar behaviors, attitudes, and beliefs.
    Help them see what the results could be if they act the way you want them to. Make sure your
    vision is believable and realistic.

    You can use three methods to help the audience share your vision:

    1. Positive method – Describe what the situation will look like if your ideas are adopted.
    Emphasize the positive aspects.
    2. Negative method – Describe what the situation will look like if your ideas are
    rejected. Focus on the dangers and difficulties caused by not acting.
    3. Contrast method – Develop the negative picture first, and then reveal what could
    happen if your ideas are accepted.

    Visualization Picture a safe and healthy workplace for


    everyone.
    Contrast method Continue the status quo (keep doing the
    Negative method same thing), and someone will be seriously
    injured. Picture yourself at a colleague's
    funeral. You were right beside him when he
    decided not to wear his safety harness. How
    do you face his wife when you know you
    were right there and didn't say anything?
    Positive method Consider the opposite. Imagine seeing your

    3
    co-worker receive an award for 25 years of
    service. Feel the pride when you teach
    safety standards to new workers. Share the
    joy of your team's rewards for an
    outstanding safety record.

    Step Five: Action/Actualization

    Your final job is to leave your audience with specific things they can do to solve the problem.
    You want them to take action now. Don't overwhelm them with too much information or too
    many expectations, and be sure to give them options to increase their sense of ownership of
    the solution.

    Key Points
    For some of us, persuasive arguments and motivational speaking come naturally. The rest of
    us may try to avoid speeches and presentations, fearing that our message won't be well
    received. Using Monroe's Motivated Sequence, you can improve your persuasive skills and
    your confidence.

    Get the attention of your audience, create a convincing need, define your solution, describe a
    detailed picture of success (or failure), and ask the audience to do something right away: It's a
    straightforward formula for success that's been used time and again. Try it for your next
    presentation, and you'll no doubt be impressed with the results!

    (Source: Mindtools. (n.d.). Retrieved from:


    http://www.mindtools.com/pages/article/MonroeMotivatedSequence.htm. Accessed on: 23rd of
    May 2012)

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