A tough business challenge is convincing enough prospective clients to sign on the dotted line before winter sets in. To become more persuasive, it pays to know how humans are hardwired for stories. If you want the property owner or manager to think it over, give them lots of facts and figures. But if you want them to hire you, tell them the right story.
Storytelling helps persuade on an emotional level. Maybe that is why so many Fortune 500 companies are putting an emphasis on teaching their sales and business development professionals storytelling techniques that will move units and convince prospects to come aboard.
Now any business leader or sales professional can easily use proven techniques of telling a great story employed by Hollywood, Madison Avenue, and Wall Street by employing “The Simple Six-Step Heroic Storytelling Formula” to gain the chance to make a proposal or close the sale.
These stories must be true case studies, but told in a certain way. Here is a quick overview of the formula.
One: Start with a main character.
Every story starts with the name of a character who wants something. This is your client. Make your main characters likable so the listeners will root for them. To make them likable, describe some of their good qualities or attributes. Generally, three attributes work best: “Marie was smart, tough, and fair” or “Johan was hardworking, caring and passionate.” For privacy reasons, you do not need to use their real names (“This is a true story, but the names have been changed to protect confidentiality”).
Two: Have a nemesis character
Stories need conflict to be interesting. What person, institution, or condition stands in the character’s way? The villain in the story might be a challenge in the business environment, such as the recession of 2008 or higher tax rates — the government is always a classic nemesis character.
Three: Bring in a mentor character.
Heroes need help on their journey. They need to work with a wise person. This is where you come in. Be the voice of wisdom and experience. The hero does not succeed alone. They succeed because of the help you provided.
Four: Know what story you are telling.
Human brains are programmed to relate to one of eight great meta-stories. These are: monster, underdog, comedy, tragedy, mystery, quest, rebirth, and escape. If the story is about overcoming a huge problem, that is a monster problem story. If the company was like a David that overcame an industry Goliath, that is an underdog story.
Five: Have the hero succeed.
Typically, the main character needs to succeed, with one exception: tragedy. The tragic story is told as a cautionary tale. Great for teaching lessons, but not great for attracting clients. Have the hero go from mess to success (it was a struggle, and they couldn’t have done it without you).
Six: Give the listeners the moral of the story.
Take a cue from Aesop, the man who gave us fables like The Tortoise and the Hare (the moral: slow and steady wins the race). Don’t count on the listeners to get the message. The storyteller’s final job is to tell them what the story means.
After you build an inventory of stories that demonstrate how you take clients from mess to success, you are then ready to deploy the stories. In storytelling, context is everything. You should never randomly tell stories, but instead use stories at the right strategic times. Here are six perfect opportunities to persuade with a story.
During an Initial Call to Get a Meeting
Never lead with the story. First have a conversation with the prospect. Ask about their goals, what they are doing right, and what they see as the roadblocks they hope you can help them get past. At this point ask: “May I tell you a true story about how we helped a client get from where you are now to where you want to go?”
To Close a Client During a Meeting
For many companies, business development is not a one-step close. During an initial get together you gather information and in the subsequent meeting you propose a course of action. This is the time to add a case history story of a client that was in a similar situation.
On a Website and in Collateral Material
Get rid of those dry case studies on the website. Instead, convert them to the more persuasive story format of the six-step formula. This also applies to your marketing collateral. Don’t just tell when stories will sell. In your brochures and information kits replace drab case histories with persuasive heroic success stories (remember your role is as a wise mentor).
During a New Business Presentation
Oftentimes, you may be asked to make a presentation to a group. Because humans are hardwired for stories, this is a perfect opportunity to make your pitch memorable.
During a Speech or Media Interview
Occasionally you may receive an invitation to make a speech or give an interview to the media. Illustrate your message with a pithy story.
To Train Employees on Core Values
Stories can also be the gift to your business that keeps giving. Reinforce core values with employees and new hires through sharing the inventory of stories.