While the amount of information being produced is expanding, our ability to focus is decreasing. Dr. Scott suggests our attention spans are similar to that of a squirrel and has created a recipe to help capture and hold listeners. This method is referred to as A.C.O.R.N, a time-tested persuasive strategy that can be applied to any communication. Before your next conversation, be sure to consider the following ideas:
A – Audience – Identify your audience’s WIIFM (What’s in it for me) and the relevance for them of the problem your message will solve.
C – Credibility – Help them see why you are the right person to help them solve the problem.
O – Order of message – Use the persuasive structure with your framed key message first.
R – Remember – Make your message easy to remember by chunking information and use easy language, metaphors and mnemonics. A strong call to action also helps.
N – Need to connect – Use strategies to engage them with emotion.
“I like brownies, but I fish with worms.” Getting a Squirrel to Focus is short, concise, and based on straightforward psychology. At the end of the day, a squirrel will focus much more on an acorn than on your message. The moral: make sure you address your audience’s question, “What’s in it for me?” Also know Len as Radio WIIFM. It’s a good book to have around and skim through often.