September 14th, 2017
Maybe you just want to make more sales.
There’s a little something so simple (but so powerful) you can do to improve not just your launches, but can also increase the impact of your various promotions, your blog, your videos and pretty much any content you spend hours creating!
You want to make it ALL better?
Tell people stories.
When you’re selling something…stories are even more important.
Before I started using essential oils, I read story after story of the ways in which they improve people’s health, lives, and well-being. Not just the company product profiles, but I researched actual – this is what happened to me – accounts of using the products.
And I bet if you think about it right now, you’ll remember looking for stories too!
It’s all about social proof…and stories are one way to give that proof in a way that’s not salesy and provides value even to the person who doesn’t decide to buy.
Here are 6 stories you need to tell your audience to help them make that all important buying decision.
As you’re reading through these story types, think of your own examples and write them down. You’ll have 6 blog posts/emails/podcasts/pieces of content to share during your next launch.
Story #1: The problem right now and why you might be ready for this solution I have.
This first, critical story is one where you tell your audience that they are in the right place and it’s your chance to tell someone more about the problem, why it’s important for them to solve and what their life could be like if they don’t solve the “problem”. Now, you can do this in a number of ways, but the best is to tell the story of your ideal customer avatar or your most ideal client.
If you haven’t done the work to find out who your customer is and at the very least their most relevant challenge as it relates to how you can help them…then you need to stop right now and find out.
Story #2: Your own story – yes YOU!
Share what inspired you and led you to create this product or service.
Your story is important because people like to buy from people they LIKE and they trust.
Sharing your story is a way to open up to your audience…do it. You’ll be surprised a little honest, openness…and willingness to be vulnerable goes a long way. Talk about a failure that led to a success.
Here's a great example from Alexis at StrangeCharmed.com – where she talks about her journey building her business…and it even ends with a call to action for her amazing group coaching program called Empire Building. (click the image to read this inspiring post!)
Stories of Transformation
The next three are all before and after stories. Why are they important? Simple. Transformation is what we’re all looking for…better business, better body, more money, better life.
Story #3: Before and After – someone who learned something unexpected.
Someone comes into your program to get some basic decorating tips for their home, but they learn or gain so much more from the experience working with you.
An example could be an interior decorator who helps someone find NEW space in their overly crowded house … think love it or list it…how can you make someone love their x again even after years of wishing they lived somewhere else.
Story #4: Before and After – The case study of someone who transformed as a result of one or more selling points of the program.
This is one of those perfect stories that stems from something you already tell people is an outcome of working with you. It's direct proof that what you say is true.
Like Fearless Launcher Hilary said:
“I am far far closer to sanity thanks to having a roadmap + mentorship from Anne at those critical stages. I have probably a 12 document “Launch File” that I’ve shared with my team of about 8 people. That’s gold.”
Story #5: Before and After: Someone who’s tried everything else and this thing you shared with them finally clicked.
For instance, I had a client that came to me and said, “I’ve been putting launches on my schedule for years but never quite made them happen. But after going through your program, I set a date, stuck to it, and finally experienced the success I’d been craving.”
This is something I hear all the time from people too!
What one thing do you hear that people constantly try or attempt to do to solve their problems and what eventually worked?
We’ve all been in the place of finding a solution…how did it feel to solve it…omg YES, right?
So you want to share that with people. This is a story they need to hear.
Story #6: The potential future of your reader – where they will be once they work with you, learn from you, buy from you.
This glimpse of the future is important because a) it gives hope that there is a solution and b) others have gone the path and had great results. So can you. Hope and proof are two powerful tools as you’re putting together your launch marketing strategy.
For example – imagine if you are a home organizer, you’d want to put a call out for people who have disorganized homes who need some simple advice.
Then, you get to make a few key recommendations. Put the two side by side and you’ve got – Here’s your space when we get the clutter cleared.
You might feel like a hot mess now or borderline hoarder but with a few simple actions every day, you’ll feel like you can finally relax in your own home.
Another fun find that can show the potential future for your soon to be customer is sharing someone achieving their big dream. Denise Duffield Thomas has a recurring series of posts called Best Month Ever which are great at inspiring the idea that “this could be my future” inspiration.
Now It’s Your Turn
So let’s break it all down here –
- Identify stories you can tell to cover each of these different archetypes.
- If you couldn’t find enough stories or the right ones, put a call out to your audience on social media, past clients, and maybe even ask people in your newsletter to share their story with you.
- Decide which format or formats you’ll tell the stories — start with one for all, but feel free to mix mediums — video and blog, on your podcast and blog.
- If you feature specific people, let them know it’s live so they can share it too–email them, tag them, call them out–make sure they know they can share it!
- Include a brief call to action at the end of each story – using language that talks about their desired income. Example – If you want to start getting results that you thought weren’t possible, check out Fearless Launching.
Really, there’s only one final thought.
Tell more stories.
Let them do the talking and selling for you.
Need help finding the right stories to tell?
That starts with getting to know your audience better and finding out what they’re struggling, learning as much as you can about the people you're making your offer to!
Now that you have a list of content to create, send me a tweet (@annesamoilov) letting me know which story idea you are going to work on first!