Where did all the good storytellers go? Stories paint great pictures and people love putting themselves in the shoes of the characters. Remember “The Great Gatsby”? That’s an incredible story… Who wouldn’t want to be Gatsby for an evening. Hell, they have parties named after the guy because they’re so epic. Now take storytelling and relate it to sales!
“People buy with with their hearts, not their heads, and the way to every consumer’s heart is through a good story.”1
Tell them a story about you. Tell a story about the success of another client. Tell a story relating to the prospects pain point and how you can help them overcome their issue. Don’t just tell them, help them visualize. You’ll create some type of relationship and that will go a long ways.
If you’re already connected with them via LinkedIn or Twitter, you can use those platforms to help tell stories. Send them a YouTube video, whitepaper, data sheet or even a Twitter video. Personalize your approach and that will build rapport.
Gary talks about content and he creates a lot of Ah-Ha Moments for me. If you’re creating good content and sharing it with people, you’re creating great opportunity to reach a lot of people. But what about curated content? Taking someone else’s content, adding your personal touch and then sending it out onto the web. It’s kinda like how I post some material on LinkedIn or Twitter which was originally created by Paychex. I’m not taking any credit for it… I’m just changing the titles to attract to my network, adding some hashtags and giving Paychex credit.
“…if I added curated content to my original material, it would bring me even more exposure and create more opportunity.”2
It works! You never know what’s going to attract certain people. The internet is ALWAYS changing and there is always new information. Content at 11am could result in a bunch of likes and shares, however, content around 5pm could only get a few. The more content you’re able to spit out there, the more opportunity you can achieve.
I’ll be honest. It’s hard to create a lot of content and post everyday. I’m able to post about 3 days a week… I take roughly 5 Ah-Ha Moments I love from the current book I’m reading and then write about it. It can take me anywhere from 30-60 pages to find those 5 Ah-Ha Moments. Sometimes I’ll find a few Ah-Ha Moments in a row, but they all reinforce the previous moment. I’m trying to give the reader, you, what I think you’ll find valuable.
“Content Creates opportunity, and if you can’t produce the content at the rate your audience wants it or that benefits you, your business won’t survive.”3
Ain’t that the truth. In the information age, content is always being published. So much, all the time. There are so many different platforms to post on. Posting content is better than not posting content… so you just gotta do it! Alongside prospecting, content can help greatly. Why do you think so many companies hold webinars, offer free trials, give away stuff to engage their audience? It’s so they can create some type of connection, present some type of value and then sell you on it. But, you have to make sure that the value created is worthy of the prospect buying. Just because YOU think it’s value… does your prospects??
“Most people don’t jab – bring value – enough before pulling back for that right hook – going in for the sale. They’re less concerned with providing value than with making the sale, and it backfires every time.”4
It’s pretty true. There are all sorts of different ways to look at this too. It really depends on your job, your industry, your sales strategy… the list goes on. People want value… so you need to find a way to give it to them. There’s been a phenomenon online since SEO became important. CONTENT IS KING. Do it and don’t stop.
“Here’s what you must remember: No matter who your audience is, you’re always one great piece of content away from changing your life. Everyone you know started off as an unknown until they did the thing that made them know.”5
Ask Lindsey Boggs (@) about her experience. She wrote “How I get a 50% Return On InMails“. Since posting, she’s had 22,011 views, 1,327 Likes, 281 Comments… That’s insane. Because of that, she got invited to a LinkedIn conference. Then, based on her SSI, the best at the conference with 99 :-O, she got to shoot free throws with Shaq. Ya… Shaquille O’neal. That’s freaking unbelievable. That just reinforces the idea that anyone is one post away from becoming a rockstar! #AlwaysBePosting
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