In a recent blog post, New York City digital marketing firm owner and business coach Brooke B. Sellas illuminated one key idea behind her “Think Conversation, Not Campaign.™” strategy.
“Use your emotional appeal to get remembered,” she writes. “In a sea of sameness, that’s the one thing people (and competitors) can’t rip off, steal, or take away from you: your story.”
Sellas picks up the mantra of interpersonal connection as a key sales strategy by outlining the following steps for procuring clients through storytelling, either face-to-face or in a group.
1. Start with their story.
Sellas asks questions to get people talking about themselves. She suggests that salespeople use prospects’ and clients’ own storytelling as a building block for deeper conversation.
2. Tell your story.
Spend time thinking of pivotal anecdotes from your own life. Consider experiences that are heartfelt, human and transformative. Then, cherry-pick which story to tell depending on your audience. Pick stories that are true, and that illustrate “actionable results.”