Telling stories isn’t always that simple though is it? Let’s take the scenario of a product or service.
This is what most people believe.
- You have to share what the product/service does.
- You must share how the product/service performs.
- You’ve got to demonstrate, through testimonials, how the product/service has helped others.
- You’ve got to give people an incentive to purchase your product/service.
Wrong! Your buyer will think, ‘so what? My problem is unique, nobody has my problem, I am the only one with this problem and I can’t see how your product/service will help me.’
The reason they come up with these objections is the fact that they haven’t emotionally connected with your company or product yet. The only way you can create emotion in anyone is to have them buy into your story first. This could be about you personally, your company or your product.
How interesting would it be if you told the story of how your product was created and road-tested. Even more powerful would be to share who was involved in the product creation and how long it took you to come up with the idea, prototype it and then manufacture it. How you got consumers of the product involved in testing it and giving their feedback. How the feedback made you shape the product/service and made it even greater.
You may remember Apple’s iPhone 4 ‘Antennagate’ a few years back where consumers had reported that the signal was poor when your hand obscured the antenna. In the end only 0.55% of buyers complained but Apple gave everyone free bumpers to stop them from obscuring the antenna. In an unprecedented move Apple showed us a strange room where the iPhone was tested. Not everyone will have seen it but it’s the only internal room that I have seen in Apple. It gave me a fabulous insight and increased level of trust in them. Apple never shared how the product performed, they just shared with us a story of how it was tested. Do you get the difference?
You can download the full story by clicking HERE.
#storytelling #content #socialmedia #engagement #marketing #socialselling #sales #empathy
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