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.

 

 

 

Top Presenters Use “Mind Stories” to Engage and Activate Their Listeners

Written by Carla Rieger on . Posted in Free Stuff, Mindsets for Success, Personal Growth, Public Speaking, Storytelling, Success Stories

presenters

story-book-pages-flyingA “Mind Story” engages listeners at the level of values and core beliefs. As such these kinds of stories can activate people in positive ways. By contrast, a regular story told by a presenter might be interesting but doesn’t change people at a core level.

For example, you may remember the book series “Chicken Soup for the Soul” by Mark Victor Hansen and Jack Canfield. These books included stories that touch people at the level of soul, heart, emotions, values. You may like some of these stories and not others. It depends on your values and personality. However, stories that just appeal to the linear, logical, analytical mind tend to not stick with people in the same way.

Mind Stories are metaphors, anecdotes or stories that reprogram people for good or bad. Therefore, you must use them responsibly. They work much like software in a computer and are a universal language everyone understands at the subconscious level. Therapists and counsellors have been using Therapeutic Metaphors for decades. For example, if a client is dealing with the untimely death of a spouse, the therapist might tell the story of a rose garden with two roses. One gets dug up and removed to another location, and what transpires because of that. In hearing the story, often the client will find a new and more helpful perspective on their situation that they might not otherwise be able to see.  You can use Mind Stories to help students solve problems, help coaching clients transform an issue, and even sell products and services that your prospects need.

Mind Stories are usually better than common sales talk.  In a Mind Story you relate real life instances to real people, thereby showing them how the benefits might play out their life. They see the product as a solution instead of simply a commodity. They make the buying decision it’s the right fit for them versus feeling manipulated. As a result, there is far less buyers regret.

Mind Stories also show us how to change our perspective at will, and break us free of programming that’s keeping us stuck. That’s why using a Mind Story as a speaker at a live event, on a webinar, in a video, with a coaching or consulting client and in a sales conversation, is good for you and for the listener. As long as what you’re teaching or promoting holds value for the listener, these kinds of stories will help clear up misunderstandings and objections.

You can also use Mind Stories for your own personal and professional development. The stories we tell ourselves can make or break our success. For example, I had two coaching clients who were both speaking at the same event. One was telling herself a story about how she wasn’t ready and how the audience wasn’t going to like her talk. The other client was telling himself a different story. It was about how he WAS ready and how the audience was going to love his talk. During our rehearsals the first client fell to pieces and the second client did very well. The story you tell yourself greatly affects your performance.

With my first client we worked on two new Mind Stories. One from her past, where she relived a public speaking success from the year before. I also helped her mentally rehearse how she wanted it to go, thereby creating a new story for her future. As a result, her performance on the actual day was 10x better and people got tremendous value from her talk.

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If you’d like to check out a free process to build good Mind Stories for yourself, check out The Memory Imprint Journal HERE.

 

 

 

 

3 Ways to Help People Be Open to Change

Written by Carla Rieger on . Posted in Communication & Conflict Resolution, Creativity & Innovation, Leadership, Mindsets for Success, Success Stories, Videos

change

Do you notice yourself dreading an upcoming change?

Maybe others in your life are feeling the same way?

Think of the last time you had to upgrade your software, or adhere to a new tax law, or go through a renovation. It’s normal for people to resist changes over which they have little or no choice.

 

Certain “Mindsets” Help you Handle Change Better

The latest research in neuroscience shows that installing certain mindsets can make a HUGE difference. They can improve your ability to make change work FOR you, instead of AGAINST you. The trick is to install these mindsets in your subconscious mind, so that they go on autopilot. In other words, you don’t have to WILL yourself to be that way. It’s much like you’d install software in your computer. In fact, you are installing and uninstalling mindsets all the time anyway. Becoming aware of that process can make your life better and help you serve others at more profound levels.

Here are 3 powerful  ways for shifting your mindset around challenging change.

#1 – Change Your Physicality

Strangely enough how you sit, stand and move can powerfully influence your mindset regarding change. Here’s a short, fun video clip explaining this phenomenon:

 

#2 – Pretend You’re an Expert

The second one is a question you would ask yourself or your team. It’s a question which can break you free of a limiting view of yourself and your capacities. For example, I used to be a “technophobe”. I had a fear of technological things. Tech experts handled these things for me. And then one day no tech experts were available when I was getting an error message over and over again.  I was on a deadline, and so I was highly motivated to get a solution.

I asked myself “If I were a tech expert, what would I do that I’m not doing now?” That’s when an idea came to me. I pasted the error message into my search engine and found a solution. Most tech experts would roll their eyes and think “of course!”. But I didn’t view myself that way until I asked that question. After that, I started handling my own tech issues more and more. Now I consider myself a “technofile”. So, the next time you encounter a challenge ask yourself, “If I were an expert at solving this issue, what would I do that I’m not doing now?”

 

#3 – Imagine Benefits AFTER the Change

Our brains are hardwired to hold onto what’s familiar, even if it’s causing problems. Most people are holding on to things, people, places, jobs, things, timelines, systems, software, attitudes, and roles, that no longer serve them, just to avoid the discomfort of change. I had a private coaching client who refused to adopt the online work share service. He liked working on team projects using paper. His colleagues, however, were scattered across the country.  While everyone else was chatting and sharing documents online, he was trying to fax his handwritten notes to people. As a result, he got left out of the loop often and his work suffered.

We all have areas where we are holding on inappropriately, in big ways and small. What helps a person let go is usually to inspire them with the new possibility, trigger their imagination of how life could be better on the other side of the change. It can also help to get a practical experience of the benefits of the new.

In his case, we walked through the work share system together proving to him the time saving benefits. No one had done that with him at work. Everyone else on the team was a digital native and jumped into the new system right from the start. He was a digital immigrant who needed an interpreter and a guide so he could get a hands on experience of how much better it was than a fax. He happily adopted the new system after that.

If there is someone who is resisting change, how can you help them explore benefits awaiting them BEYOND the change?

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Do you have an upcoming event and need an inspiring speaker on the mindset of change?

Book Carla to speak at your next event. For more info click HERE.

 

 

 

 

 

Can You Tell a Great Story? Take the Quiz

Written by Carla Rieger on . Posted in Build Your Expert Business, Communication & Conflict Resolution, Creativity & Innovation, Employee Engagement & Team Building, Leadership, Public Speaking, Storytelling, Success Stories, Videos

As bestselling author, Daniel Pink, says “Storytellers rule the future”. If you are a manager, supervisor, salesperson, business owner or motivator of any kind, it can make all the difference. Why? Because stories:

• persuade people much better than concepts (Harvard Business Review)
• build empathy for your point of view instead of judgment (The Journal of Evolution & Technology)
• switch people’s brains on instead of bore them (The New York Times)

Yet many of my clients tell me they don’t know where to start. Let’s start with finding out where you are now. Take the Quiz. Use a piece of paper or download and print this 1 page quiz. Then follow along with the video:

1 Page Quiz (PDF) https://s3.amazonaws.com/Storytelling/Blog-Quiz-Storytelling+in+Business.pdf

Get the Storytelling in Business Program and for step-by-step support, templates and demos that make you a mastery storyteller. http://carlarieger.com/store/speakers-programs/storytelling-in-business-program/

An author, speaker & coach wanted exponential growth

Written by Carla Rieger on . Posted in Build Your Expert Business, Success Stories

One client had a successful career as an accountant while also occasionally leading training programs for various groups. But she was unhappy and felt stuck and wanted things to change, but wasn’t sure how. As part of the coaching process we helped her peel back the layers of limiting beliefs so that she could see what she really wanted to be doing with her life. What she discovered was that she wanted to leave behind her accounting practice and be more of a speaker and educator. She loved the idea of traveling, educating people, and exploring more of the creative side of her personality. She also loved the idea of increasing her income, and in particular receiving passive income by turning all her years of accounting and small business consulting into products.

When we first started working together we had to distill down her topic and target market. She was trying to offer too many small business management topics for too many types of people in too many industries– making it hard to sell her services. When you are niched, you tend to expand your business rapidly. I asked her which of her many training programs had the combination of getting the most positive feedback, and being the one she most loved to present. That ended up being about how to Systematize Your Business so you are not your business, but could have others running it while you still were the main owner. This would free people up to work less or sell their business at a profit if necessary.

Then we looked at the wide range of industries she worked for. We looked at which one had the overlap of being most in need of this solution, having the financial means to pay for it, and the group that she most loved working with. This turned out to be the health and wellness industry. Then we worked at turning her training and consulting into a one hour engaging, entertaining keynote with one specific message that would attract people to buy her products and services. That required research, guidance, and practice over time. Together we loosened up her dry style of educating– she thought that if you are an accountant talking about numbers that you had to be boring — which turned out not to be true. We made her more into more the entertainer she really wanted to be. Then with my team we helped re-create her web site, marketing copy and created for her a step by step process for getting speaking engagements. Together we worked on a one minute, four-minute and 18 minute presentations. As part of the Inner Circle coaching she got a chance to do her 18 minute presentation in front of an audience and we videotaped it.

She got the feedback that was so important not only from her audience, but from herself. It was a big hit. This gave her the confidence to move forward. Plus she now had video footage for her website and YouTube. Three months after that she started getting at least one speech a month and only spoke at Health and Wellness industry events—so the word of mouth grew. Three years after that she was living her dream life. She is working almost exclusively as a speaker and trainer getting to travel to big industry events in the West Indies and Europe. Her income has quadrupled– going from low six figures to a seven figure income, and she is earning over half her income from passive sources. Since she turned the speech she created into a book, audio and video program. This has given her a much more leisurely lifestyle that has allowed her more time with her family, for exercise, travel and to make a much bigger difference for far more people.

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