Eyes Lit up
When you do story-telling, Look for the Audience's "Eyes Light Up" (ELU) momentthis happens when your audience is viscerally excited about your story;
BORED <-------------------------------------> EYES LIGHT UP
Audience-Low Energy Audience Perked-up
Intellectual answers Visceral Reactions
Listening to be polite Leaning in to hear more!
As you tell a story, stack as many ELU moments as possible
David Ogilvy says :
the problem with market research is that:
People don't think how they feel
don't say how they think
don't do what they say;
ELU framework:
What parts do prospective customers actually care about?
What should you spend more time talking about?
What keywords get them to perk up?
Authors
@Wes_Kao
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