How To Build Your List Of Stories With These 5 Tips
How many times have you heard or read somewhere how important storytelling is to influence clients?
“The human species thinks in metaphors and learns through stories.” ~ Mary Catherine Bateson
Do you consider yourself a good storyteller? Do you run into clients months or even years later and they retell the stories they learned from you?
For those of you thinking, “I don't really have any stories to share about my business,” chances are, you do. You probably have stories to demonstrate a point, build credibility, and create curiosity in your business. You just need to know how to access your stories.
Having a few stories ready to tell can be an effective way to help a client clarify the benefits of your product/service, move a client into action, and increase their confidence in doing business with you.
Your Savvy Sales Tip this week: Have 10 stories ready to tell to demonstrate a point, build credibility, or move a client into action.
For those of you thinking, “Ten stories, I can’t even come up with one!” It’s ok, here’s some tips to get you started:
Think of your 3 favorite client interactions this year, what specifically made each interaction memorable? Was it the benefit your client received from working with you, was it the “out of the box” solution you were able to suggest, what was it? Create a list and write your answers down.
When you have a client share a success story with you about how they’ve benefited from using your product/service – add their story to your list.
Write down the basic bullet points of the story on a list or spreadsheet, so when you look at the list you’re able to recall the story easily.
Ask yourself this question: “What’s this story an example of?” Come up with 3 ideas you could use each story for as an example of or use to make a point.
Here’s an example of how to do this using stories from my own business:
Last Friday, I received an email from one of my VIP Selling Break Through clients. She was excited to share how she’s implemented what we’ve been working on and the results she’s already received in the first couple of weeks.
During our VIP Day, we broke down her sales cycle and found on average it took her 4 appointments with a client before a contract was signed. By understanding the process, we were able to move up the contract signing to the first appointment, eliminating 2 of the 4 appointments. She’s saved herself time and money, saved her client’s time, and her clients experience the benefits of her service sooner. Everyone is much happier with the new process.
Applying the tip above, this story could be an example of:
- The value of streamlining your sales process
- Doing what you’ve always done is not necessarily the most efficient way to run your business – improvements are possible
- How quickly clients can implement what I teach and see results
- The advantage of working with Sales Maven
- Sales Maven offers VIP programs
When retelling this story, I can emphasize any of the points above based on what will be the most helpful to the client I’m working with at the time.
Ask your close associates, friends, & family, “What your favorite story I’ve shared with you about my business?” Add their answers to your list.
Boom! Follow these 5 tips, and chances are you'll have more than 10 stories on your list.
Having a list of stories ready to tell will increase your confidence, allow you to tailor your message to each client, and increase your chances of clients remembering you. Start collecting the stories of your business today!
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