Statistics
Tell, Stories Sell – Smart Business Thinking
Joe consults with many roofing contractors across the country. He had a customer that was agitated because the business had hit a plateau. Joe urged the customer to take immediate action following a big storm that damaged many roofs in the area. That advice resulted in substantial business.
At a regional meeting of roofing contractors, Joe told that story. The contractors related the story to their life experience and to their business needs. A
prospect he had been wooing for three months signed up.
I told Joe's story when an associate asked recently,
“Jim, Why do you tell so many stories?”
People remember the essence of the story and the
takeaway message more fully than quoting statistics. They draw a mental picture
as the story unfolds and relate that story to their life or experience.
If you visit earlier posts that spin a story what
comes to your mind?
• A
bump in the road – A plan
to reach your vision must be flexible and adjust to external events
•
The sakes process –
Every employee and every system must be focused on increasing revenue
Are you in the market for new customers? Don't you
think that a story of customer success that
describes the problem, what you did to solve it, the successful result would resonate with a prospect? Don't you believe
that effort would go right to the bottom line
enhancing your profits?
Bottom Line?
•
Stories are the best way to
convey your message
•
Make your point by drawing a word
picture incorporating your message is very powerful
•
Client success stories i.e. the
problem, solution, and result resonates with a prospect
•
Personal challenge met shows your
mettle
Give it a try, You'll be surprised at the results.
Jim is an expert business coach and a respected
advisor to management and financial executives. He draws on his long-term business leadership
background to help CEOs grow revenue, increase profits,improve performance.
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