Ep 2 - Crafting The Story: Leveraging Comedy for Sales & Marketing (Jay Mays)
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https://www.linkedin.com/in/jaysmays/
November 26th, 2023
The Power of Storytelling for Digital Marketing
Imagine businesses communicating their ideas, products, and services solely through cold, hard data. It's not very engaging, is it?
That's because human beings are wired to respond to stories. They can uniquely engage audiences, create memorable experiences, connect, and ultimately drive action. This is especially true in the realms of sales and marketing.
Stories, by tapping into our emotions, leave a lasting impact that no amount of data can replicate. This concept has been championed by Jay Mays, a renowned storytelling expert, who emphasizes the transformative power of storytelling in professional contexts and social media.
Every Great Story Needs Conflict -> Watch More on YouTube
Jay believes brand storytelling is a powerful tool to prime the engagement pump, making the audience excited and invested in what is being communicated. Mays illustrates this by comparing the memorability of a comedy show to a story-based movie like "The Hangover."
He explains that while jokes from a comedy show might be forgotten, the basic premise of a story-driven movie remains memorable because of its engaging, emotional nature. This principle underpins his company's approach to storytelling in sales and marketing.
How To Create Engagement Through Stories
Jay believes a compelling brand story holds immense emotional power and says "Engagement is everything" in sales and digital storytelling, emphasizing the importance of priming the audience." Brand stories have the ability to engage an audience on a deeper level, a factor that is crucial in sales and marketing.
Unlike data, which can often be dry and impersonal, stories appeal to our emotions, making them more memorable, relevant, and impactful for your target audience.
Emotional engagement is not just about making your audience feel something. It's about helping them relate to your content. Stories allow us to see ourselves in the narrative, making the message more effective. They help form lasting impressions of your digital content and ensure your message resonates with the audience long after they've heard or read it, as part of your content marketing campaign or presentation.
The strategic use of stories in sales and digital marketing can yield significant benefits. By engaging the audience on an emotional level, professionals and brands can make their messages more memorable, impactful, and persuasive. For instance, a compelling narrative around a customer success story can illustrate the value of a product far better than a list of features ever could.
Four Key Components of Storytelling
Regarding the structure of brand storytelling, Mays rejects complex models such as the Hero's Journey or the Story Spine for basic digital storytelling, finding them both too complex and limiting for beginners. Instead, he proposes a simple framework for your marketing strategy: setup, conflict, resolution, and morale.
- The Setup: Mays discusses the importance of opening with an engaging brand story. He suggests frontloading presentations or pitches with an engaging story to capture the listener's attention and create engagement. This approach, which incorporates storytelling, is instrumental in sales scenarios where not all decision-makers are present. By wrapping facts and figures into a story, the main point of contact has something memorable and viral to present when the salesperson is not in the room, making it easier to build consensus that aligns with business objectives.
- The Conflict: The conflict drives the narrative and captivates the audience. It introduces tension into the story, making the audience eager to find out how it will be resolved. By framing the audience's pain points as the central conflict, you create a narrative that the audience can deeply relate to within the brand's story. This fosters a stronger emotional connection between the storyteller and the audience.
- The Resolution: In the context of brand storytelling, the resolution is where the provided product or service comes into play as the solution to the conflict. By showing how your product or service can overcome the obstacles encountered during the conflict phase, you not only offer a solution but also demonstrate the value of your offering in a memorable, relatable way. The resolution should be satisfying and believable, making it a key part of the narrative that helps to drive home your message and persuade your audience.
- The Moral: The moral, or the takeaway, is the lesson the audience should learn from the story. It's the underlying message that you want to convey through your narrative. In the context of sales and marketing storytelling, the moral often ties directly into the value proposition of your product or service. It articulates why the audience should care and persuades them to take the desired action, whether purchasing a product, signing up for a service, or adopting a new perspective. By embedding this moral within a compelling story, you ensure it resonates more deeply with your audience, making it more memorable and persuasive.
This storytelling framework is a simplified yet practical approach to business storytelling and digital marketing, composed of four key components: the setup, the conflict, the resolution, and the moral.
The cornerstone of this structure is the conflict, which drives the narrative and builds audience anticipation. This conflict, often framed around the audience's pain points, draws the audience in and fosters a deeper connection between the storyteller and the audience.
Without a conflict, a story would simply be a series of events lacking the tension that keeps listeners engaged. By effectively utilizing conflict, storytellers can captivate their audience, making their message more memorable and impactful, ultimately leading to more persuasive sales and marketing efforts for potential customers.
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