Storytelling: The #1 Way to Create Rapport with Your Prospects

Written by Carla Rieger on . Posted in Build Your Expert Business, Free Stuff, Network Marketing, Public Speaking, Storytelling, Success Stories, Upcoming Events

The #1 way to create rapport and emotional connection is…..to become a GREAT storyteller.  It’s one of the most powerful communication tools to grow your business quickly. Whether you present your offers 1-to-1 or to groups, and whether it’s online or offline, a story will capture attention like nothing else.

Here’s an example

One of my clients, Patty, was a financial planner and mindset coach. She was feeling burned out by her marketing efforts. They weren’t working and she was waking up wondering if it was all really worth it. Do you ever get like that?

She was close to calling it quits. Then we worked together to explore her purpose, her mission and her WHY for doing her business.  Through questioning and introspection we were able to dig down to her core purpose. That alone revived her motivation. Then we explored her “back story” on her purpose that she could share with prospective clients.

Her mission, purpose and WHY was to free people from worrying about finances so they could enjoy their lives and relationship so much more. Then I asked her to tell me her “back story” on that. I asked such questions as,

  • What happened to make that true?
  • Why have you chosen this business focus over all the other ones you could have chosen?
  • What happened in your childhood, or during your formative years?
  • What was a challenge you overcame that made you passionate about this?

She started telling me about coming from a family that argued when money was tight. Sound familiar? When money was good, they were happy together. Her parents got along, the kids got attention, and they did outings together. When money was tight they argued, the kids felt neglected and they didn’t do anything fun together.

As a child, she made a strong decision that she would grow up to be financially free. That way those negative experiences wouldn’t happen to her. Guess what happened? When she started her own family, she noticed a similar pattern. Arguing when money was tight, and happiness when money was good. She then realized that it wasn’t so much the money, as the feeling behind the money. That was about feeling secure, and like she could live the life she wanted.

A mentor taught her that in addition to learning how to run a profitable business, she needed to learn how to run a prosperous mind. Patty learned how to generate feelings of security, choice and abundance and noticed that helped attract the actual life of prosperity she wanted. It was such a revelation to her that she taught this principle to her family. It made a difference. Then she taught it to her clients, and it became her differentiating factor. Her tagline became We help families become financially free inside and out.

Patty wrote out and memorized a version of that story, and started telling it to people individually and during public speaking opportunities. She also used it on her website, in blog posts and in her social media profiles. Instead of being just one more financial planner, she was not highlighting this unique focus. It attracted like-minded people, so her business filled up with people who had similar values and were open to mindset expansion. Her passion ignited a passion in others, and her client base exploded.

 

3 benefits of WHY Stories

#1 – Prospects like, know and trust you more: Because your WHY story includes your mission, values and purpose, they tend to like, know and trust you more. That is, of course, if they are a good fit for your offerings.

#2 – Stories help bypass people’s objections: Stories bypass the discriminatory, judgmental mind. Most people have their guard up when listening to offers from salespeople. When they listen to your story they listen from the imaginative part of the brain. That way they are less likely to overlay a previous bad experience with someone else, onto you.  In addition, it makes them more open to new possibilities for their life.

#3 – Stories make you more memorable. Have you ever been to a business presentation that was all facts and theories — boring, right? People hear facts from the logical part of their brain, where the short term memory resides. They hear stories from the imaginative part of the brain, where the long term memory resides. Your prospects don’t need to know every single fact and feature. They want to know WHY they should take an interest. When you tell them your WHY story, it stirs their imagination so they can see themselves getting the benefits of your offer.

 

How Can I Create a WHY Story?

Here’s some first steps. By the way, you can create a WHY story on more than one aspect of your business, such as one on a particular product or service, and one on your overall business mission.

 

Ask yourself 3 questions.

 

  1. Why do you love the products or services you offer so much?
  2. What made you choose to focus so much time and attention on this business as opposed to all the other possible things you could be doing with your time?
  3. What is your ultimate vision that this business is helping you achieve? What is at the deep core of what drives you?”

Make notes, and then pick one of those WHYs: the one that has the biggest importance for you today. Now this is still in concept form and my question to you is “what is your backstory on that?”

  • What happened to make that true?
  • Why have you chosen this business over all the other ones you could have chosen?
  • What happened in your childhood, or during your formative years?
  • Was there a challenge you overcame that made you passionate about this?

Are you now excited and can’t wait to start telling people your WHY story?  Or, is something is holding you back? Maybe you are afraid that your story won’t be good enough.  Maybe you have never done anything like this before and you just need more help to get it done.

No worries, help is on the way. Check out my FREE webinar on:

Storytelling in Business:

7 Tips for Increasing Your Referrals, Income and Success

Here you will find a step-by-step process for creating your WHY story, and how to use metaphors, examples and anecdotes to magnetize ideal prospects.

You can do this! Learn how to reach people’s heart with your story and your business will flourish. Choose today to create one new story, and you will be so thankful you did.

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Do you already have a great WHY story? If so, how do you use it and how as it helped your business grow? If not, what questions do you have about this topic? Feel free to add your comments below.

 

 

 

Had a Bad Public Speaking Experience? 3 Steps for Healing and Moving On

Written by Carla Rieger on . Posted in Build Your Expert Business, Mindsets for Success, Network Marketing, Personal Growth, Public Speaking

Every time that Sabrina even thinks about public speaking, she breaks out into a cold sweat, she starts to shake and her skin goes blotchy. It’s starting to becoming a problem for her. She wants to be able to speak to groups to build her career and business, but even the thought of talking to three people at the same time sends her into a tail-spin.

One day she had to get up and stand in front of three colleagues and give a short ten-minute presentation on a subject she knew like the back of her hand. It took her forever to start; she talked so fast she got through it in less than five minutes, couldn’t answer any questions afterwards and threw up after it was all done.

What can she do? If she doesn’t figure out why she has this knee-jerk reaction to public speaking soon, it may affect her career success badly. She knows that the way to success is to overcome it, but she can’t even figure out why it is happening!

Sabrina’s Not The Only One

Most people have a fear of speaking in public in one form or another, and it’s partly due to our survival brain going into overdrive. It’s only the last 70 years or so where a good majority of people had easy access to food and shelter. Before that, most generations of people weren’t even sure if they were going to eat that day! Everything in life was about having food, clothing and proper shelter to stay alive.

Our brains have been wired since the dawn of time to survive, and that meant being constantly aware of all the negative things that could happen and REMEMBER THEM. And that is where our reaction to public speaking comes in.

We all have a need to feel accepted and part of a group of people who will support us. We need it to survive! Wouldn’t you agree? But…

There are sneaky, dirty tricks that the school system uses to torture poor children and make them afraid, and they are called speeches and school plays. Every other subject on the face of the earth, they educate you in, from arithmetic to zoology. But they expect us to able to prepare a speech or memorize lines for a school play and deliver it flawlessly in front of a group of other children and adults waiting for us to screw up with no training whatsoever!

And when we mess up, and most of us do, it leaves a very, very, very bad memory in our mind. Our survival brain kicks in and tells us that public speaking is dangerous and will cause people to abandon you because you are just not good or strong enough. Remember that saying that only the strong survive!

I know that it is crazy. You are not going to die just because you gave a bad speech at school or froze up trying to act your three little lines for the school play. We rationally know it.  So anytime that you have to present, your survival brain kicks in and will do whatever it takes not to have a repeat of that childhood experience and guess what? You end up having a bad experience which reinforces the conclusion that you came to as a child. You are no good at public speaking, and you need to stay away from it…period.

But it doesn’t have to be that way, and the first step you take towards freedom is to recognize that. Realize that you were put into a situation that you shouldn’t have been, at an age where you weren’t emotionally prepared to deal with the consequences of it, and there was no training or support afterwards to help you process it properly.

You Are An Adult Now

As an adult, you can handle public speaking. As an adult, you are more than capable of learning new skills and implementing them. As an adult, you know who you are and have a the ability to forgive yourself for mistakes! LOL. As an adult, you can deal with things in a rational manner and recognize bad situations for what they are. Not life defining moments, but a few minutes in a lifetime of mostly good things.

Now before we go into the rest of the steps, there is one more area I want to cover. Maybe you didn’t have bad experiences in school; maybe your public speaking was ok or even good but other things can affect your ability to get up in front of a group of people.

How we were taught to perceive ourselves is a big one. Maybe people told you that you were too shy, or that you aren’t smart enough. Maybe every time you tried to speak to a group, people ignored you, and you though that nobody wants to listen to you. These are all things that get down into your subconscious and program you to be unsuccessful in that area.

We all have mental programming from the past, some of it good and some of it bad. Now is the time to get rid of the bad stuff so that you can move forward to become the public speaker you were meant to be. So whether it’s your survival brain acting up or bad subconscious programming, here are the steps you can take to overcome it and start having confidence in speaking.

Before I became the professional public speaker I am today; I was a shy, quiet, introverted person who hated public speaking. At one point, I had to get up in front of a small group of people for my job in a career centre and give a presentation. Let’s just say that I sweated profusely, and my hands shook so bad that I could barely hold the paper. It did not turn out well.

The wonderful thing was that instead of getting fired, my boss took me aside and gave me these great tips.

STEP #1 – Journal Every Day

Write Down Everything That Worked

Record things that you did well that day, especially anything that had to do with speaking. It is important to be constantly looking at the good in you.

Write Down An Area Where You Can Improve

Now the point of this is not to make a list of how bad you are. You want to write down one thing that you can work on the next day. One of the things I struggled with was avoiding eye contact with my audience. That was one area I worked on improving.

Write Down Areas of Strength & Places You Saw Improvement

Every time I spoke after that, my boss videoed it and we would watch it together. We would both write down where I was getting better and where I could improve. She had a much longer list of where I was getting better, and that helped me a lot.

As I did this, I started to believe in myself more and then my speaking improved. It was a positive self-fulfilling prophecy.

Step 2 – Program Your Brain for Success

To program your brain for success right before you go to speak. Find a calm place, and remember a time that you gave a presentation well. It doesn’t have to be to a group, but could be 1-to-1. Just make sure it was a good experience, or mainly a good experience. Use your imagination and go back into that memory. What did you see, hear and feel that made you feel good about the situation? Relive that moment. The subconscious mind can’t tell the difference between a real or imagined situation. It can be like loading the software for success to be successful again.

Step 3 – Have Compassion

If someone got up to speak and maybe they didn’t do so good, you would have compassion for them, right? You would recognize that they did the best they could, and they are just learning. So, try that with yourself.

No one is born an amazing speaker. Even those with natural talents have to practice to get excellent. Cut yourself some slack and remember that this is a learning process. Look for areas where you did well. What improved since last time? By doing this, you reinforce the positive and continue to make it stronger in your life.

You can become the speaker you want to be. It is possible. Don’t give up on your dreams. Take the action steps you need to improve and reward yourself for your persistence. You will never regret it.

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mij_solo_opaqueTry The Memory Imprint Journal for FREE (normally sold for $37).Just click HERE.  It will help you:

  • build up a positive self image when it comes public speaking
  • let go of bad memories
  • improve your confidence

 

 

 

Prospecting: 3 Tips for Building Your Confidence

Written by Carla Rieger on . Posted in Build Your Expert Business, Free Stuff, Mindsets for Success, Network Marketing, Personal Growth

one-to-one-meeting-asian-woman-with-white-manIf you have your own business, chances are you need to prospect regularly. You need to find and influence people to buy into your ideas, products, services or opportunities. Some people love this part of business, but a lot of people find it very challenging.
You can have all the strategies in the world, but if you lack belief in yourself, then those strategies are useless. Doubt and fear can make the whole process so much MORE challenging, if not impossible.
You may doubt the value of your offer (products, services, ideas, opportunities). You may doubt your own abilities to communicate about it properly. You may be judgmental of yourself when you make mistakes, and so you don’t learn from your setbacks.
Here is a solution that’s helped thousands of people break free of all that in 30 days. The Memory Imprint Journal is a downloadable 1-page PDF, that you fill out for 30 days in a row. And the good news is that it’s FREE, right now. It takes about 10 minutes a day. It will help you develop positive habits of mind in these 3 areas:
  1. Regular Appreciation of self, others and circumstances
  2. Finding Evidence of core beliefs changing for the better
  3. Bringing Good Memories back to the surface

Why do this?

Reason #1 –  Studies show that people who are happy with themselves and life in general are far better at prospecting, then people who are unhappy. Daily appreciations help “raise your vibration”, thus making you more magnetic for success.
Reason #2 – People who are successful at prospecting typical have these kinds of core beliefs:
  • Belief in Your Offer – believing in the value of your products, services, ideas or opportunities
  • Boldness – the self confidence to continue approaching people despite setbacks
  • Worthiness – feeling worthy of support, income, attention, success, etc.
  • Forgiveness – willingness to forgive yourself and others for inevitable mistakes along the way
  • Learning – willingness to learn from those mistakes, let go and move on
This part of the free Memory Imprint Journal will help you build those core beliefs, by noting evidence of those core beliefs showing up more and more in your life…because what you focus on grows!
Reason #3 – Successful people tend to reinforce memories of success versus memories of failure. Once you learn from your mistakes, it’s best to let them go. The problem is that the human mind tends to loop on negative memories, and tends to forget good memories.
You can change this default habit by purposefully retrieving good memories regularly. Writing them out kind of “saves” them to the front recesses of your mind. You can then easily retrieve them the next time you need to prospect. If you mainly remember times you were successful, chances are you will be successful again.
In this part of the Memory Imprint Journal, you write out examples of when you successfully prospected (for anything), for your business, or even buying into any idea, product, service you believed it. For example, maybe you simply opened someone’s mind to reading a book you like. It all counts to growing your self image in this skill.
Try it and see if you like. It’s best to do it right before bedtime. This 10 minutes a day (for 3o days) could change your life forever.
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Memory Imprint Journal
Just go HERE to get your FREE copy of

3 Types of Presentations to Build Your MLM Business

Written by Carla Rieger on . Posted in Network Marketing, Public Speaking, Videos

Want to increase your confidence when presenting your opportunity to people? Whether you are presenting to one person or many people, be sure to include stories and examples that you have wordsmithed and rehearsed many times over. This will make you feel more bold about approaching people, and then you will grow your MLM business more quickly.

Public speaking is only one type of presentation to build your MLM business. There are online videos, elevator speeches at networking events, and one-to-one conversations on the phone are all forms of presentations. Scripting and rehearsing parts of them will help you come across as more confident and professional.

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Try the Memory Imprint Journal for free–do the 30 day challenge and watch your confidence levels change for good.

 

The Success Story: How to Add Stories to Attract Ideal Network Marketing Leaders to Your Team

Written by Carla Rieger on . Posted in Network Marketing

stories

1398197076648_successJohn is in a well-known network marketing company and puts on meetings to get people interested in his products and the earning opportunity. He has done several meetings now with almost no results. He can’t figure it out.

His friend Leon is in a similar company with the same type of products, and he does great. John went to one of Leon’s meetings one day to see what was going on and found people eager to join up and buy the products. The only main difference to their presentations? Stories.

When it comes to joining a network marketing business people want to make sure that they are joining with someone they know, like and trust. They also want assurances that their needs are going to be met with this product, that if there are issues they will be fixed, that support is always there, and that the system actually works to provide them with the extra income they need.

Most people assume that buying decisions swirl around in the logical side of our brain, but successful network marketing leaders know the truth. Most purchases are based on emotion, not logical conclusions. They know that if they figure out a person’s problem and then position that business opportunity to solve that issue through a story, a percentage of people will buy it.

Benefits of Using Stories Instead of Just Logical Arguments

Whether you realize it or not, we have been ingrained since our childhood to respond to stories. Why do you think that movies and TV are so compelling? They tell stories in ways that stimulate our imagination. When you tell stories in the selling process it not only stirs a person’s imagination but it also:

1.     Creates more trust and rapport
2.    Overcomes customer objections before they even have a chance to state them
3.    Bypasses people’s defence systems by drawing them in
4.    Creates an emotional response
5.    Allows you to sell, without being salesy
6.    Makes you memorable
7.    Keeps a person’s attention

How Do You Create A Basic Story?

Storytelling is a skill that you will have to get training to learn properly and will have to practice to get good at. All that said, here’s away to get you started.

A good story has 5 parts:

1. Set the Platform: Introduce the main character and their situation

2. Tilt the Platform: Explain how they joined the business

3. Consequences: Explain the consequences of joining the business (successes & challenges)

4. Getting Back to Stability: Describe a breakthrough that helped them finally achieve their goals

5. New Status Quo: The overall good results they received from joining the business

 

Network Marketing Story Example

For example, during his meeting, Leon talks about the top earner in his company, named Sarah.

“When she was first considering joining our company, she had a lot to overcome. She was a single Mom with three kids and was already exhausted with trying to make ends meet. Some weeks she worked 60-70 hours working two jobs just to keep food on the table, but she was missing her kid’s lives, and she wanted to change that.

She also wasn’t sure if she could come up with the money to join. For most people, that fee wouldn’t be a problem, but for Sarah, it felt impossible, but she knew if her life was going to change that she would have to find another solution.

She talked to her kids who were 11, 9 and 7 and explained to them what she wanted to do. She needed to free up some of her time. She cut back hours on one of her jobs and asked for help with chores from her kids and her mother, so that she could give this business a part time start.

Her aunt agreed to loan her the money to get started. She wasn’t supportive, but she saw how much her niece wanted to do this and decided that she could afford to ‘lose’ this money. Sarah then purchased her starter kit and got going.

Now, you would think that everything went great, and she skyrocketed to success in her first month, but she didn’t. It took her a bit to learn the skills she needed, but she never gave up and after six months, she started to see some results. She had promised her kids that if she reached a certain level that she would take the them on holiday to Florida with the bonus. It took 18 months of hard work and a lot of ups and downs, but she did it. The day they arrived on vacation Sarah felt like a million dollars.

Her big breakthrough came at the two-year mark where her business exploded. She had reached a critical mass on her team and a few key leaders really took off.  She was finally able to give up all her jobs and live off of what she was making in her business. Now she not only can give her kids the life that they deserve, but she is an inspiration to so many other single moms out there. As the top earner, she makes more in a month than she used to earn in two years. It all started with vision, opening to a new possibility and the choice to go for it, even though she had huge obstacles blocking her way.”

Summary

It is always a good idea to have several stories about different types of people that you can customize as needed, to suit the person hearing the story. Ask people for their stories. It is always best to share a true story that you can verify.

Find the common objections that people have to your product or opportunity and weave them into your story and how the person overcame them.

Refine, and memorize it, then start using it. The only way you are going to get good at it to practice it over and over again until you see results. It takes time, but it is worth it.

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If you want help crafting the best story possible that will achieve the most results then check out this free webinar on Storytelling for MLM Presenters:

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