Here is a tool you can use.

[GordonJ]

Originally Posted by Dien Rice

Hi Gordon,

There's a lot of information in that pictogrigm (picture + paradigm, for newcomers!).

More than you know my friend. Each word has a meaning which has layers to it.


May I ask a couple questions?

Near the figure on the left (which is "you"), you wrote...

"Reveal Dragon       -    Act one
        Problem           Up a tree
 
        Personal     -    Act two
        Agitate           Throw rocks
 
Unveil Prince        -    Act three
       Rescue             Get em down"

I know you wrote about this once before many years ago, but I wouldn't mind a refresher course! (I think the old post you wrote may be gone... Though I may have a copy if I dig around in my own personal archives, I'm not sure...)

Also, why is the figure on the left in a bubble?

I know you've written about the "bubble of preoccupation" before for the person on the right (the "target"), but the person on the left has one too... Does that symbolize the "distractions" ("preoccupations") around you that you have to fight in order to get productive things done?

Thanks!

Dien

Dien,

This version of the PoP was done for copywriters and that is shorthand for the 3 act play a copywriter creates in his promotions. You have to first reveal the dragon or in playwriting terms, you give your protagonist a problem, you get him up a tree in the first act.

In copywriting this is achieved with your headline or opening and introduction...you reveal a problem. In face-to-face it is the same thing...

"I see you get a lot of traffic and your parking lot gets pretty dirty during the day" you say to the busy shop owner who isn't aware or doesn't have the time to clean it himself. As a salesperson, you have show them why they might need/want your services.

When you were selling tickets to the comedy show, the "dragon" would be missing out on all the FUN.

Once your target is aware of a "problem" then you make it PERSONAL, and transfer ownership of the problem to that person, which is the throwing rocks part...or you AGITATE the problem, bringing it more to the person's conscious level. This is the SECOND act of your play.

Then you provide the solution: "I'll clean your parking lot 3 times a week for only X dollars a week." YOU have the White Knight/Prince that comes to the rescue. YOUR product/service is the ladder that gets the target out of the tree. It is the HAPPY conclusion to your play.

And all of this is on YOUR side of the curtain, so it is scripted out, at least in your mind...and in copywriting it is a literal "script" written out, and in face to face, there is IMPROV depending on what the target throws at you.

In marketing it is well know that PREVENTION is harder to sell than CURE. But, still, prevention does sell if that is what is on the TARGET's mind and at a conscious need now level.

In making a DEAL (to bring this to the topic) you have to KNOW what the person wants/needs/ is preoccupied with. Then you build your presentation, the 3 act play, around this.

YOU must throw a Rock through the curtain of unawareness to get his attention...you establish rapport by walking in his shoes and seeing things from his perspective out of his bubble and then you intersect with his track either with a promotion by remote means OR directly via face to face or phone/video.

Yes, YOU are on the left and you too live in a bubble of your own preoccupations. YOU don't have 18 hours a day for your money making activity...or probably shouldn't if you have any life at all. AND you are right, that includes your distractions, which is why you must start with a clearly defined INTENT.

INTENT that is written (preferably), INTENT that tells you exactly what you want from him, when you want it, how you are going to get it.

All created results begin with INTENT, and the process to get his money into your hands follows certain steps...as few as 3 Here is what I have Here is how it can help you and Pay me and you get it.

Or it goes through many steps and side-steps but always with the INTENT of leading to the conclusion you want to happen and this is accomplished with KNOWLEDGE that you possess, include the self-knowledge of your BUBBLE of life, so you can become aware of those things that either habitually sidetrack/distract you from the goal or your motivations for wanting the result to begin with. Because YOU are also in a bubble, you must have self awareness BEFORE you attempt to get what you want.

Hope this helps. I'll glady answer any other questions.

Gordon Jay Alexander