What is Monroe’s Motivated Sequence?
Developed by American psychologist Alan Monroe at Purdue University in the mid-1930s, Monroe’s Motivated Sequence is a five-step speech outline that aims to inspire or persuade the audience to take action.
Monroe’s Motivated Sequence is simple and with a clear structure, making it an effective method to organize and deliver persuasive speeches so the audience will take action. It is useful in focusing on what they can do. It also makes them feel that you know the problem and you are there to listen and help address it.
You can follow the technique when giving a speech at work, a conference, or any networking event. It will also work well when giving a sales pitch to a group of people.
Steps in Monroe’s Motivated Sequence
Here are the five steps that comprise Monroe’s Motivated Sequence:
One of the key values of a good speaker is credibility. If you’re not credible enough, how can you get the people’s attention? One way to establish credibility is your reputation. If the people know that you’re an expert in your field or an authority in the topic, they will most likely be interested in what you’re going to say.
How can you make sure that you can hold on to their attention? You can start telling a joke, quote, trivia, an anecdote, or inspiring story that will stir their interest. This is your opportunity to make them listen and know that there is a need or a problem. If you lose it, it will be challenging to recover the situation.
Once you get your audience’s attention, the next step is to explain the problem. Establish the idea that this need should be addressed.
Prepare a clear statement of the need or problem, then include practical examples to convey that the problem is real. You can also use references or figures so listeners will further understand it, and show how the problem directly affects the listeners.
It does not mean creating satisfaction. Instead, it’s about offering a solution to the problem. Say what you want your listeners to do, explaining in detail what your proposed solution is. You can also include data or examples to support your proposal and show that it has worked before.
The visualization step entails some creativity, as you need to move the listeners to see your proposed solution as the right one to meet their needs. Explain the consequences – what would happen if the solution is implemented and if, alternatively, the listeners didn’t take action.
Tell the listeners what they can do to be part of the solution. Offer several options so they can choose the best one based on their situation and capability. Provide specific steps and examples.
Lastly, end your speech in a memorable way. Deliver a strong statement, a punchline, or a quote that supports your call to action.
Thank you for reading CFI’s guide to Monroe’s Motivated Sequence. CFI is the official provider of the Financial Modeling and Valuation Analyst (FMVA)™ certification program, designed to transform anyone into a world-class financial analyst.
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