Just Story It! Biz Storytelling
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Just Story It! Biz Storytelling
Growing leader's impact, influence and income through the power of business storytelling                  www.juststoryit.com
Curated by Karen Dietz
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The Disappearing Sales Process & the Role of Story

The Disappearing Sales Process & the Role of Story | Just Story It! Biz Storytelling | Scoop.it

"Twenty-five years ago, I was but a mere snot-nosed kid out of college who suddenly decided that law school was not in the future. With a recession in full swing, and a need to pay the rent, I took the first job offered and went into sales."

Karen Dietz's insight:

When I first saw this article, I thought, "Hmmmm interesting." Then as I started to read it, I understood the implications for business storytelling. And it is significant, particularly if you want to grow your bottom line. And this goes for both entrepreneurs and enterprises. Heck, it even applies to non-profits and associations!


Here's the gist: author Scott Gillum of gyro and Forbes have just released a new FREE e-book andone of the chapters is on how the sales process has dramatically changed. First, if Forbes is saying this, it's time to pay attention.


Gillum says that prospects complete 57% of the sales process themselves before they ever contact you because they've been reading up on you, visiting your websites, looking at reviews and recommendations, etc. In other words, they've been reading YOUR STORIES -- that either you are sharing with them via your website, blog, etc. and the stories others are telling about you.


Stories sell. One of the steps Gillum suggests is making sure you have an active content (read storytelling) strategy in place.


Looks like it's time to rethink the sales process. I like how Gillum has charts to share that help make his point. And his thoughts in the article's final paragraphs? We all need to take those to heart.


This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it

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Are You Selling Stories or Widgets?

Are You Selling Stories or Widgets? | Just Story It! Biz Storytelling | Scoop.it
I got a call this week from a customer of mine. He was ecstatic. His company had just scooped IBM’s prestigious Business Partner of the Year award; a real
Karen Dietz's insight:

What a great article to help any business get clear on what you are really selling (a story) and the growth that can happen as a result.


This isn't about being slick or salesy or feeding people a line. Neither is it about 'I'll tell you a story and you will buy' in return. It is about connecting with people's dreams and desires in authentic, real and engaging ways. It's about making your customers be front and center in your story.


And I love the examples colleague and author Mark Sampson shares with us. It's a great post and makes a lot of useful points. And the examples provided will give you lots of good ideas for the next steps you need to take.


This review was written by Karen Dietz for her curated content on business storytelling atwww.scoop.it/t/just-story-it

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10 E-Commerce Storytelling Tips for Conversions!

10 E-Commerce Storytelling Tips for Conversions! | Just Story It! Biz Storytelling | Scoop.it
If storytelling is the new SEO then how do you tell stories on a e-commerce website? Here are 10 E-Commerce Storytelling Tips with examples and how to tips.
Karen Dietz's insight:

Ha ha -- I love these 10 story tips for effective e-commerce! They hold true for any website, but if you've got an e-commerce site, the author Martin (Marty) Smith makes the link between storytelling and conversion to buyers.


The 'Be Quiet' tip makes me smile.  And his examples of 'About' pages are classics.


So do yourself a favor and check out Smith's 10 tips. You can see how well you are doing, plan the tweaks you need to do, or decide on a major upgrade.


This review was written by Karen Dietz for her curated content on business stoytelling at www.scoop.it/t/just-story-it 

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Mike Ellsworth's curator insight, May 24, 2013 10:54 PM

reScooping Karen Dietz's Scoop of my buddy, Marty Smith's post: 

Karen Dietz's insight:Ha ha -- I love these 10 story tips for effective e-commerce! They hold true for any website, but if you've got an e-commerce site, the author Martin (Marty) Smith makes the link between storytelling and conversion to buyers. The 'Be Quiet' tip makes me smile. And his examples of 'About' pages are classics. So do yourself a favor and check out Smith's 10 tips. You can see how well you are doing, plan the tweaks you need to do, or decide on a major upgrade. This review was written by Karen Dietz for her curated content on business stoytelling at www.scoop.it/t/just-story-it
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How to Focus Your Stories for Higher Conversion Rates

How to Focus Your Stories for Higher Conversion Rates | Just Story It! Biz Storytelling | Scoop.it
When faced with creating a conversion-focused SEO landing page, what should our copy focus on?
Karen Dietz's insight:

I read this article and immediately thought "Wow! This is helpful for knowing how to focus stories in the sales process!"


It is written using the lens of crafting landing pages and converting readers. But don't let that stop you! The chart works for any kind of marketing/sales activity.


The less an audience knows about your product or service, says the author Brian Massey, the more you need to use stories to create awareness. Massey suggests that the more your audience knows you, the focus shifts to product and price info -- and stories are less essential.


Well, OK -- to a point. When focused solely on conversion or making the sale, I'll agree. But if you subscribe to relationship marketing -- that's connecting with prospects and turning them into loyal customers by building a long-term relationship with them (for ongoing sales), then keep telling stories all the way along the relationship matrix.


For example, in this chart when people are Most Aware of your product/service, then the stories you share are all about your customers. Product and price messages will only go so far. Share stories about your customers using your product/service and how their lives are different as a result.


For us biz storytellers, use the chart by adding 'stories' before each category along the bottom of the line:

  1. Stories about product & price -- and customers
  2. Stories about discounts & deals -- and customers
  3. Stories about claims and proof
  4. Stories about benefits and anxieties


I hope this article gives you both ideas, and greater confidence how to focus your biz storytelling in the sales and conversion process! 


This review was written by Karen Dietz for her curated content on business storytelling atwww.scoop.it/t/just-story-it

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Patricia Stitson's curator insight, May 8, 2013 12:56 PM

Reminds me of the 'flipped classroom' or learner centric model. 

Karen Dietz's comment, May 10, 2013 12:09 PM
Thanks for your input Annette and I love what your client did! Glad this matrix proves helpful.
Karen Dietz's comment, May 10, 2013 12:10 PM
Thank you Amy and Patricia for your comments also! Both are insightful.
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Listening to Needs in Your Customer's Stories

Listening to Needs in Your Customer's Stories | Just Story It! Biz Storytelling | Scoop.it
Moving beyond just hearing, to listening is an important skill to refine.
Karen Dietz's insight:

Today I'm curating 2 articles on an essential storytelling skill -- listening.


I like this first article because it makes the point that when we are evoking and listening to the stories of our prospects and customers, our ears need to be tuned to listening for their needs.


It's easy to get caught up in the drama of the story. But while you are listening, are you also trying to hear what needs are being expressed?


Connecting with the needs of customers/prospects is where all the gold is. If the stories you share in return do not connect with those needs, your business does not grow.


There's a handy chart that helps explain this, and some helpful perspectives.


But the article left me wondering, "So how do I really listen for those needs? What do I have to do that I'm not doing now?"


So the next article focuses on those how-to tips.


Happy listening!


This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it 

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streetsmartprof's comment, April 12, 2013 8:03 AM
Great finds for those of us in customer facing roles, which is every employee, some-way, some-how.
Karen Dietz's comment, April 12, 2013 3:12 PM
Many thanks for the additional review and comment! Love the way you think :)
Ken Jondahl's comment, April 12, 2013 6:13 PM
Driven in to me by many years of battle scares of what works and what doesn't...
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What Would Steve Do? 10 Lessons in Storied Presentations from the World's Most Captivating P...

Get more tips from the world's best presenters: http://bit.ly/Z8Spem
Karen Dietz's insight:

I love this quick SlideShare program about what makes presentations rock that really packs a punch.


All my smart, capable MBA students struggle with creating compelling persuasive presentations. All of my senior executives struggle with the same.


So what would Steve Jobs do? How do you create a compelling presentation that brings results?


As this SlideShare shows us, it is all about distilling your presentation down to its core essence -- and then sharing it as a story, with stories, and with strong visuals. But there is much more to this program than that message -- so take a few minutes to flip through it and dig into its contents. You will be glad you did.


Wake up people's brains! Follow the rules given here. They work.


Yet if we know what to do, why don't we do it? Because it takes time, as this program says.


But think of it this way: can you affort NOT to invest the time when money and business and your reputation is on the table? Nope.


This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it 

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Alison D. Gilbert's curator insight, April 16, 2013 8:37 AM

What could be better than that?

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5 Tragic Ways To Bomb Despite Telling Great Stories

5 Tragic Ways To Bomb Despite Telling Great Stories | Just Story It! Biz Storytelling | Scoop.it
Karen Dietz's insight:

What another great post from Rohit Bhargava.


You've gathered your stories, spent time crafting them, practiced them time and again, and then when you tell it to a customer or prospect, you bomb.


Arrggghhh!! How frustrating! So what's a biz storyteller to do? Read Bhargava's post and his 'Do Not Do This' list!


I chuckled when I read the 2 pieces of advice he finds people usually receive:

  1. Tell more stories.
  2. Use bigger fonts.


LOL -- neither one of these will work!


Find out where you are making your mistakes -- and go fix them. Thanks Rohit for putting this insightful article together!


This review was written by Karen Dietz for her curated content on busines storytelling at www.scoop.it/t/just-story-it 

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How To Create Stories That Sell Video

How To Create Stories That Sell Video | Just Story It! Biz Storytelling | Scoop.it
Karen Dietz's insight:
Yeah! What a terrific video from story and sales professional Michael Harris.


I love how Michael walks us through the process of creating a story that sells. Do you know what part of the story needs the most focus from you inorder to make the sale? And it is not the ending or call to action!!


And I really like the notion of a buying vision that Michael offers to us as another tip. Oh yeah, and he tells us how to make the customer the hero, not the victim. That's essential to master.


I also am thrilled that he makes sure we all understand that when telling your story to a prospect, it is just as critical to listen to their story in return if you wantto be successful.


Better yet, there are examples he shares of a story that won't sell, and a story that will. Double yeah!


Thanks Michael for these great tools.


Now go watch the video and get those stories in shape so you can make those sales and increase your biz :)


This review was written by Karen Dietz for her curated content on business storytelling atwww.scoop.it/t/just-story-it

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malek's curator insight, March 21, 2013 2:04 PM

Once is never enough with a video like this

corneja's curator insight, March 22, 2013 8:17 PM

A master class!

Kim Zinke (aka Gimli Goose)'s curator insight, March 22, 2013 8:37 PM

Thanks Karen Dietz for finding this.  See her comments below for a great description of what is covered in the video, powerpoint, story template, and the bad and good story example.

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7 Scientifically-Backed Tips for Better Biz Storytelling

7 Scientifically-Backed Tips for Better Biz Storytelling | Just Story It! Biz Storytelling | Scoop.it
The practice of persuasive copywriting is a necessity, if you want to sell products, services, or ideas online. While great writing is truly an art, thos
Karen Dietz's insight:

Even though this article is framed for copywriters, it is all about business storytelling!


As you create content for your website, promotions, emails, presentations, or electronic materials these 7 tips are essential to pay attention to. You will create more engaging stories. 


Actually tip #7 is to use stories, which I hope you already do. But I like how the author, Gary Ciotti, talks about stories as transporation. It is a good way to think about them.


Use these 7 tips as a checklist when you are creating content just to make sure you are hitting all the storytelling notes you need to.


Story on :)


This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it

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Denyse Drummond-Dunn's curator insight, March 6, 2013 5:24 AM

Useful tips for anyone - we all have to write documents of some sort, don't we?

Ignacio Conejo Moreno's curator insight, March 6, 2013 7:00 AM

7 trucos para una redacción persuasiva:

Interesante, son habilidades que hay que entrenar y poner en práctica, sólamente con la experiencia se aprenden.

Mike Ellsworth's curator insight, March 6, 2013 1:59 PM

Another great find by Karen Dietz.

 

If you're not concentrating on storytelling on social media, perhaps this article will convince you.

 

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Your Fans Want to Know Exactly How You Did It - Business 2 Community

Your Fans Want to Know Exactly How You Did It - Business 2 Community | Just Story It! Biz Storytelling | Scoop.it
Business 2 Community Your Fans Want to Know Exactly How You Did It Business 2 Community Allowing a portal into your process, your day-to-day, the story-boarding of what and how you do your work; even more, share extras about the senior and junior...
Karen Dietz's insight:

Be bold! Share your biz stories that are all about how you work. People love these kinds of stories. We call them backstories.


What I like about this article is that it's kind of cheeky and fun to read. And the author, Chris Abraham, goes into depth about the advantages of back stories. Plus he gives ideas for the kinds of stories to share. Yeah!


I like this statement, "Allowing a portal into your process, your day-to-day, the story-boarding of what and how you do your work; even more, share extras about the senior and junior staff beyond what their bio pages offer — those uptight, controlled, and boring bio pages."


And: "But before you balk, don’t worry: while you might feel like your process may well be mundane, obvious, and boring, it’s new, exciting, and revelatory to everyone else."


My hobby is hand-dyeing silk. When I was selling my hand-dyed silks at art shows, I put together a photo show that I loaded onto an electronic picture frame. I showed the entire process of hand-dyeing -- from selecting colors, to mixing dyes, to manipulating fabric, pouring the dyes, batching overnight, washing out excess dye, and then finishing the beautiful resulting garment for sale. It's a big hit and people loved to hang around the booth and watch the show. Then I was able to talk with them and sell them my pieces! (I'm still dyeing silk, but now creating pieces for clients as part of my biz story work).


Go have fun creating these stories. I know what a blast they are to create.


This review was written by Karen Dietz for her curated content on business storytelling atwww.scoop.it/t/just-story-it

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Why Being REAL Matters More Than Being Perfect - esp. in biz storytelling

Why Being REAL Matters More Than Being Perfect - esp. in biz storytelling | Just Story It! Biz Storytelling | Scoop.it
Karen Dietz's insight:

Storytelling is never mentioned in this article, but it is all about storytelling in business.


I so appreciate the author's point that being perfect -- giving that perfect presentation; telling that story absolutely perfectly -- has changed. Being a recovering perfectionist, I say "Thank heavens!"


For years as I've worked with leaders I have practically abandoned the perfect polished story, realizing that authenticity and realism will go much farther.


So you flub up a bit in telling a story. Your audience will appreciate your humanism.


As the author Rohit Bhargava says, just be yourself. You will have more fun and make a bigger impact.


There are lots of good insights and take-aways from this article so go take the time to read it. It's short and a nice emotional boost. Enjoy!


This review was written by Karen Dietz for her curated content on business storytelling atwww.scoop.it/t/just-story-it

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Karen Dietz's comment, February 23, 2013 3:30 PM
Thanks for rescooping this Bill!
Jane Dunnewold's comment, February 23, 2013 10:14 PM
I like the validation of being authentic over being perfect. If we could move this direction in more arenas social, business and otherwise, I think it would result in a more grounded, settled environment, and in that environment, human beings thrive.
Karen Dietz's comment, February 24, 2013 3:08 PM
I so agree Jane. Creativity, art and innovation cannot thrive in a culture of perfectionism. This reminds me of many traditional arts where imperfection is built into the final work. Imperfections in the work actually lead us to be more curious about it -- always a good thing!
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One customer story sells, and another doesn’t. Why?

One customer story sells, and another doesn’t. Why? | Just Story It! Biz Storytelling | Scoop.it
Karen Dietz's insight:

Hey -- what a great example that Michael Harris has put together for us! Here are two examples -- one of a story used in sales that DID NOT work. In other words, no sale resulted.


In the second example we have a story that DOES work -- resulting in a sale.


If you are incorporating stories into your sales process, then this post is for you. We need more examples of what works and what does not work in order to refine our storytelling and grow our businesses.


Enjoy this post and I hope you get some good ideas for how to tweak your stories for better results!


This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it 

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Jeanne Melanson's curator insight, February 17, 2013 10:02 AM

This is a very good article.  For anyone who uses other people's stories and successes in your business, it's a must read.

corneja's comment, February 17, 2013 6:12 PM
Why the link doesn´t work in my case? I have tried to accede several times and always got a 404 Page Not Found! :-(
Karen Dietz's comment, February 18, 2013 12:03 PM
Hi -- don't know why the link doesn't work. Here it is again: http://insightdemand.com/uncategorized/customer-story-sells-doesnt-why/
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How to turn every sales person into a top story-teller

How to turn every sales person into a top story-teller | Just Story It! Biz Storytelling | Scoop.it
Top Sellers are Great Storytellers: A simple framework for harnessing the power of anecdotesWhat sets top sales people apart?
Karen Dietz's insight:

Here is a niftly article that not only talks about the importance of storytelling in sales to boost the bottom line, but also includes a formula, and a free downloadable template.


Yeah!


The formula is pretty good. The only issue I have with it is that it still positions the company -- not the customer -- as the hero. We know that for max effectiveness, we want to make the customer the hero.


It is a subtle but important change -- because if the customer is the hero, your prospect will see themselves as the next potential hero. And your next customer. That is a good thing.


So how would you shift the formula given? In section 3, instead of saying "Working with their [key sponsor’s role], we helped them implement [brief description of our key capabilities] that allowed them to [brief description of benefits]" try this:


"Working with their [key sponsor’s role], our client was able to use our [brief description of our key capabilities]. As a result [share what THEY were able to accomplish] that allowed them to [brief description of benefits]."


That is only one suggestion. How else would you rewrite the formula to make the customer the hero of the story?


There are other good insights here and don't forget to download the free template!


This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it

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Edna Campos's curator insight, February 1, 2013 4:27 PM

Muy buen articulo..

Trumans's curator insight, February 10, 2013 5:49 PM

The human psyche is tuned in to story telling - that's why books, songs, movies and TV are so popular - everyone loves a story. The best thing you can do in business is to know your story and then share it in a continuously enthralling way.... a la Coca Cola...

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How Sensory Info/Stories Influences Price Decisions

How Sensory Info/Stories Influences Price Decisions | Just Story It! Biz Storytelling | Scoop.it

Words are not simply the flat, black-and-white letters as depicted in the dictionary. They are three-dimensional objects that contain feelings, sounds, and pictures when they are said or read.

Karen Dietz's insight:

Does telling a story and allowing prospects to handle a product increase sales? And does doing so also mean people will pay more? Yes on both counts. Relying on email isn't going to work so well.


Read this fascinating study (not boring or academic) to understand why. Then go make appointments with prospects armed with stories, visuals, and some sort of experiential demo. Yes, even for services!!


This review was written by Karen Dietz for her curated content on business storytelling atwww.scoop.it/t/just-story-it

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Terri Pawer's curator insight, July 29, 2013 11:25 AM

Amazing impact of auditory influence when combined with price.  It provides a whole new twist on sales training and how to potentially improve gross margins.

Karen Dietz's comment, August 2, 2013 7:46 PM
Yes, Terri, it does! I was really surprised by the findings and enjoyed reading it. I hope people can really apply this to increase their sales.
Fab GOUX-BAUDIMENT's curator insight, September 23, 2013 8:09 AM

all about narratives....

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Sell More! Cool Story Process To Use w/ Your Sales Force

Sell More! Cool Story Process To Use w/ Your Sales Force | Just Story It! Biz Storytelling | Scoop.it

Without a helicopter view of the customer’s world, salespeople are selling blind. And when they do stumble upon a customer’s pain point, they can only refer to vague pain points (i.e. ‘time consuming’ or ‘prone to error’), because their knowledge of the customer is superficial.

Karen Dietz's insight:

Sales guy and story professional Michael Harris shares with us one of the big issues we all have with closing more sales -- we don't know the customer well enough. Their pain points and needs are often not well understood.


So how do you fix that? Harris suggests a quick storytelling session with your sales reps to uncover new knowledge about your customer. What a wonderful way to transfer knowledge, fill in gaps about your customer, and keep it all lively + interesting! Even better, Harris shares the process with us.


Go read the article and keep this process handy. I bet you will also think of other applications outside of sales for it!


This review was written by Karen Dietz for her curated content on business storytelling atwww.scoop.it/t/just-story-it

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CAEXI BEST's curator insight, June 4, 2013 11:32 PM
Vendez plus! Processus Histoire fraîche Pour utiliser w / votre force de vente
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At Hopleaf Bar, A Tale Behind Every Ale

At Hopleaf Bar, A Tale Behind Every Ale | Just Story It! Biz Storytelling | Scoop.it
Mike Roper's a sucker for a good story. One afternoon, while sampling beers at his Uptown bar Hopleaf, he relayed how archaeologists in Turkey unearthed pottery buried for thousands of years,...
Karen Dietz's insight:

Wow -- what a great use of stories at Hopleaf bar in Chicago! This is one business who's doing storytelling right.


Here in San Diego, CA we have a hot hot hot micro-brew industry winning all kinds of awards. Now they just need to follow Hopleaf's lead and connect their stories to their beers to boost sales even more.


Hmmm...sounds like I need to take a wander down to my local pub Hamilton's (100 different brews available and counting) for a draft and to whisper in their ear :)


For your business, how can you do the same as Hopleaf?


This review was written by Karen Dietz for her curated content on business storytelling atwww.scoop.it/t/just-story-it 

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La Belle Page's curator insight, May 19, 2013 3:55 AM

Pour l'inspiration.... very interesting as ever, thanks Karen  !

 

malek's comment, May 19, 2013 7:39 AM
Mind provocative......stories from a bar! thank you
Karen Dietz's comment, May 20, 2013 9:07 PM
Glad you both found it inspiring, provocative, and fun to read!
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The 10 Principles of Listening to Customer Stories

Listening Skills are essential in any interpersonal relationship and for all interpersonal communication. Learn about the 10 principles of listening and improve your commuication skills.
Karen Dietz's insight:

Saying we need to listen for customer needs is one thing, but how do you actually do that?


This article gives us 10 tips for how to listen so we gain insight into customer and prospect needs.


And also I like the chart about how much time we spend communicating and listening. It really shows how we in business need to listen more!


Want to see better results in your business? Focus on listening....


This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/tjust-story-it 

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malek's curator insight, April 11, 2013 7:11 PM

How to use "active listening" to make a conscious effort to hear and understand what customers are saying.

Brian Yanish - MarketingHits.com's curator insight, April 12, 2013 12:24 AM

Good skills for both work and home.


"If speaking is silver, then listening is gold." - Proverb

Karen Dietz's comment, April 18, 2013 2:56 PM
Thank you for the comments Malek & Brian! And I love the proverb your shared :)
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The Psychology of Language: Persuasive words for biz stories

The Psychology of Language: Persuasive words for biz stories | Just Story It! Biz Storytelling | Scoop.it
What's actually going on in the brain when it processes language? And if words affect the mind in different ways, are some more persuasive than others?
Karen Dietz's insight:

Stories are made up of words. So when we are sharing our business stories -- especially the ones we use in sales and marketing -- what words should we be using to generate the results we desire?


If you are curious about that, then this article is for you. Written by Leo Widrich at LifeHacker, Widrich gives a terrific overview of how the brain handles different words.


He then goes on to give advice on which words are more persuasive than others, and gives good examples too.


I love his advice on how to ask questions, on removing 'is' from your language, and avoiding adjectives.


The only suggestion he makes that I disagree with is talking no longer than 30 seconds in a given conversation. Huh?? Doesn't ring true. And I don't think you will come across as authentic if you stick to this rule. Seems silly. If the human brain can only take in 30 seconds of input, we are all toast. And it's unbelievable. So ignore this section.


Other than that, there is really good information here than can help you!


This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it 

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Victoria Garcia, Serial Entrepreneur's curator insight, April 13, 2013 2:04 PM

Public speaking is persuading, after all. Vic

Victoria Garcia, Serial Entrepreneur's comment, April 13, 2013 2:09 PM
Wow! What an interesting post. I learned long ago as a probation officer in Texas, I could send someone to prison on the same set of facts depending on the language I used. This is one of the best articles I've ever read on the topic.
Karen Dietz's comment, April 16, 2013 12:38 PM
Thanks Vicki! I'm so glad you found it both powerful and helpful. Hope you are doing well :)
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How To Create Presentation Slides That Are Out Of This World

Want to spice up your next corporate presentation? Take it from us, Make your next presentation Out Of This World! Download this Presentation for a Tweet here:

Via Baiba Svenca
Karen Dietz's insight:

And here's another great SlideShare piece on creating fabulous compelling, influential presentations. There are tips here that compliment the SlideShare program I reviewed yesterday -- so go grab both.


Now I will say I am not a fan of the story structure they use in this piece. It is too simplified and won't work very well. So ignore that and follow Nancy Duarte's structure that you can find here:

http://blogs.hbr.org/cs/2012/10/structure_your_presentation_li.html 


Happy biz storytelling! And thank you Baiba Svenca for finding and sharing this piece :)

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Chantal Sim's curator insight, May 20, 2013 1:18 PM

As I always trying to make my presentation more remarkable than before, I think it is good tips for me and us. These are really nice to learn for your future presentation especially for those of who have presentation for this semester.

 

So if you are interested in making your presentation look fancy and effective, it will be worthy to see all the slides!

Chantal Sim's comment, May 20, 2013 1:20 PM
These are so valuable! Thank you for sharing this, appreciate so much that I can re-scoop.it!
Karen Dietz's comment, May 20, 2013 9:09 PM
You are welcome Chantal and hope it helps your curation!
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They are not for everyone: Tips for crafting B2B client success stories.

They are not for everyone: Tips for crafting B2B client success stories. | Just Story It! Biz Storytelling | Scoop.it

"I learned that no single story – or any piece of content marketing – works across the board, even for a select group of 400 sales people – let alone a market segment of 10,000 potential customers."

Karen Dietz's insight:

Author Tim Keelan of StoryQuest writes a great article here about ways for ANY business to think about its storytelling.


Namely, that stories are universal, but no story is universal.


That means creating really targeted stories.


Keelan has lots of insights to share with us about this truism, and ways to get it done.


If you want to be a sharper storyteller -- one who is able to grow their business through sharing stories -- then you will want to read this article and follow Keelan's advice!


This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it 

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When crafting your story, don’t try to hook me. I’m not a fish.

When crafting your story, don’t try to hook me. I’m not a fish. | Just Story It! Biz Storytelling | Scoop.it
An article by Nick Usborne about how copywriters get it wrong with the sales hook approach to sales copy.
Karen Dietz's insight:

This is a quick but very useful article about what NOT to do when beginning a story.


The post is geared toward creating sales copy -- on your website or promo materials.


And here is what I love -- the author, Nick Usborne, explains why 'hooks' often don't work and gives an example.


Then he shares an example of what does work. 


Beginning and ending a story are two areas where most people have trouble. Usborne helps us get started in our storytelling the right way.


In the end he elevates story sharing from a simple transaction (let me hook you so I can sell you something) to relationship marketing/sales (let's get to know each other so you can evaluate whether my product/service is a good fit for you).


Thanks Nick for these great insights and tips!


This post was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it 

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Karen Dietz's comment, March 16, 2013 7:59 PM
My pleasure Nick! Happy St. Paddy's day :)
Suzanne Izzard's comment, March 17, 2013 8:51 AM
I love it when an article promotes people into dialogue, it shows the depth of feeling the article has prompted. For me authenticity is key in all communication and Nick thank you for writing and sharing this .
Karen Dietz's comment, March 17, 2013 2:49 PM
I agree Suzanne. The more 'real' we can be, the better a business does. And authenticity is so refreshing in this age of hype!
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Wrapped up in a Book: The Role of Emotional Engagement in Reading -- & Storytelling!

Wrapped up in a Book: The Role of Emotional Engagement in Reading -- & Storytelling! | Just Story It! Biz Storytelling | Scoop.it

Have you ever gotten lost in the pages of a good book? If so, you may have been more empathetic afterward. According to new research published in PLOS ONE, reading fiction may affect the reader’s empathetic skills over a period of time.

Karen Dietz's insight:

While this article focuses on reading, think of all the biz stories you tell in your content creation across platforms -- blogs, websites, emails, articles, presentations, videos, digital stories, and the like. 


The results will be the same. And the research holds true for sharing stories in person, too.


It is fascinating that the more a listener is engage in a story, the more empathy grows over time. People become more empathetic through storytelling.


What's the take-away here for businesses? If you want emotional engagement and people feeling empathy towards you and your company, share stories.


But not any old story. Share stories with characters they can relate to. If they can't relate, no engagement, no empathy. And it must be told in a way that people can connect to. In other words, deliver a story badly and you won't get the engagement, empathy, or result you are seeking.


Leaders need to know this when sharing stories about values, vision, change efforts, etc. Marketers need to know this for brand loyalty. Small businesses and entrepreneurs need to know this for relationship sales.


This is a very short article with powerful points. Even better, there's a link to the original research so you can really get all the insights.


This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it

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Karen Dietz's comment, March 2, 2013 3:42 PM
I agreed Fred. And yes Miklos, I love it when what we know to be true is validated by research.
Kala's comment, March 4, 2013 10:08 AM
A big thank you for your overall curation work about storytelling! You are the very first one I see doing it so "intelligently", with real added-value :)
Karen Dietz's comment, March 5, 2013 1:26 PM
Thank you so much Kala! You have made my day :)
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Concise Storytelling for Leaders Video

Concise Storytelling for Leaders Video | Just Story It! Biz Storytelling | Scoop.it
JD Schramm, Stanford GSB lecturer in organizational behavior and director of the Mastery in Communication Initiative, presents this workshop specifically des...
Karen Dietz's insight:

I've started watching this 1:38:55 hour video by JD Schramm at Stanford University's business school on concise storytelling and I already know I'm going to love it.


Schramm does a marvelous job teaching storytelling and you can find his first video "How To Tell Your Story For Impact" (it is just as long but excellent) in this curation. Here's the link: http://www.gsb.stanford.edu/news/headlines/schramm_impact_2011.html 


Now he is tackling how to make business storytelling short, sweet, and to the point. It's geared towards leaders but anyone will benefit from watching this. Apply these lessons to marketing, branding, content creation, and sales, too.


So sit back and enjoy. I know it is going to be well worth it. If I find it isn't, I'll come back and rewrite this review!


This review was written by Karen Dietz for her curated content on business storytelling atwww.scoop.it/t/just-story-it

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Karen Dietz's comment, March 2, 2013 3:44 PM
I agree Annette! It would be a wonderful and enriching experience.
Flutura Decision Sciences & Analytics's comment, March 9, 2013 7:53 AM
Thanks Karen ... this was a brilliant share ... changed my perspective dramatically ...Keep them coming
Karen Dietz's comment, March 10, 2013 2:20 PM
Thank you Derick! So glad you found it helpful and I will keep 'em coming :))
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Yes, You Can Learn to Sell -- moving people with biz storytelling

Yes, You Can Learn to Sell -- moving people with biz storytelling | Just Story It! Biz Storytelling | Scoop.it
The skills of a great influencer are learned, not innate.
Karen Dietz's insight:

What a great article about influencing, moving people to action, and sales.


Biz storytelling is all about that. Yet there's ambivalence around it too. Who wants to be a snarky salesman?!


Enter Dan Pink, one of my favorite authors, and his new book To Sell is Human. The author of this article, Heidi Grant Holvorson, reviews Pink's book and makes fabulous points on her own.


As Halvorson points out, Pink says that moving people (selling, persuading, influencing) is an essential component of nearly everyone's job in the modern workplace.


Doing so well and effectively without being a slime ball means making sure the ideas and products with genuine merit do the moving.


This helps avoid the traps of manipulation and intimidation


I really like Halvorson's insights, her willingness to tackle the stereotypes of sales, and bring us Pink's latest work.


I've commented before on transactional storytelling (using stories for sales) -- not because I think it is bad, but because I don't want us to lose sight that there is much more to business storytelling than at the level of mere transaction.


Pink, I think, helps us frame influence and moving people to action as we tell our stories in sales/influence/persuasion functions (these are not synonymous terms, BTW) -- in a way that really works. Now I certainly want to get his book to add to the others of his in my library.


Anyway, thought you should see this article. Lots of good material here (and it is not long). I hope you gain more comfort with sales and storytelling, and be able to conduct your influence/sales work in your business or organization with more confidence.


This review was written by Karen Dietz for her curated content on business storytelling atwww.scoop.it/t/just-story-it

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ozziegontang's comment, February 21, 2013 5:18 PM
To alter a perception. An explanation masquerading as fact.
Karen Dietz's comment, February 21, 2013 8:01 PM
Fabulous comments Ozzie! The one about 'telling I can't sell' and being 'sold' on that made me smile :)
Ignacio Conejo Moreno's curator insight, February 22, 2013 7:25 AM

Debe ser cierto que hay personas "nacidas para vender", pero cualquiera puede ser un vendedor eficaz; nadie es "malo" de por sí en ningún area, todo se puede aprender, a lo mejor no se llega a ser un fuera de serie, pero la capacidad de aprendizaje siempre está ahí.

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In Story Selling | Cut the Clutter and Tell a Great Story

In Story Selling | Cut the Clutter and Tell a Great Story | Just Story It! Biz Storytelling | Scoop.it

"From annoying pop-up ads to often completely irrelevant video pre-rolls, the clutter is causing consumers’ “BS meters,” as digital rock star Gary Vaynerchuk has called them, to become more sensitive and accurate than ever before."

 

"So while the speed of technology is increasing, it’s interesting to note that one of the hottest trends in online marketing might just be the age-old art of story-telling."

 

"What does this mean? To cut through the clutter, businesses need to stop annoying, and start telling stories." - Lisa Ostrikoff


Via Ken Jondahl
Karen Dietz's insight:

Ken Jondahl's review below says it all. Whenver I see a cluttered website I know people are lacking storytelling skills. Novice storytellers always add too much detail.


So if your website is too cluttered, it can't tell a great story. So polish your storytelling skills and upgrade your website. It's essential to gain business growth.


After the article makes this main point, the rest we already know. And yet they are good reminders for us. And I like the quotes.


Thanks for finding and sharing the article Ken!

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Ken Jondahl's curator insight, February 14, 2013 8:46 AM

The article focuses mostly on the visual marketing via web/ads/etc and is dead on in the conclusions. However, think about your sales people.

 

Are they really prepared to go out and have conversations with customers which include great stories around your company, the people and how you help customers?

 

If not, the next time an annoying pop up ad hits you in the face. Think about how your customers feel when your sales person visits and goes on and on about the product features and benefits.

 

It is not about it, it is all about how it is used. In sales we need to get to the point and tell a great story around the product usage.

Free Web Designer's comment, February 14, 2013 11:43 PM
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ozziegontang's curator insight, February 16, 2013 2:45 PM

Read Karen's insights  

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