SHOW, DON’T TELL
How do you feel when someone tells you do something? If you’re like me, you resist their command. You pull back, and, most probably don’t do what you’ve been told.
No one likes to be bossed. On the other hand, it feels great when you choose to do or buy something because it excites you and feels right for you.
Show, don’t tell is a powerful storytelling technique that allows people to engage with your narrative in a way that makes them feel respected and understood. It lowers and removes resistance to your message and your offers.
It creates a magnetic pull that attracts customers and clients to your business.
What does show, don’t tell mean? It means that you demonstrate the benefits and great value of your offers rather than talk about them hoping to convince people of your words.
A great way to learn the show, don’t tell technique is to watch great movies. You’ll notice that they pull you in by actions and vivid pictures; they don’t rely heavily on words to explain things to you.
EXAMPLES FROM MOVIES
- The Good, the Bad and the Ugly – Watch the opening sequence of this film, and time the moment when the first word is spoken. You may be surprised at how long you were engaged in this story without dialogue.
- The Spirit of the Beehive – A haunting film from Spain that explores the fragile world of a child’s imagination. There a long scenes without dialogue that brilliantly move the story forward with the characters’ actions. This movie will arouse powerful emotions without talking about them.
- The Godfather – This movie opened in 1971. It feels relevant and immediate today. You can learn so much about storytelling by watching The Godfather many times. The opening scene establishes the world of the story and reveals a lot about Don Corleone, the mob boss exquisitely played by Marlon Brando. It does this with actions. Watch it, and see what I mean.
Strong persuasive business storytelling uses show, don’t tell the same way movies do.
You’ve probably seen a live kitchen knife demonstration, or you’ve seen one on TV. If you are in the market for good kitchen knives, you will become fully engaged in a strong physical demonstration. Every action the presenter takes brings you closer to an enthusiastic decision to buy the knives. You make your purchase feeling that it was totally your choice. You were not pressured or manipulated into buying.
You’ll learn another example from business in this episode. I talk about network marketers who sell weight loss products like protein shakes. The novice pushes prospects away from products that can benefit them by blabbing on and on about the product. The list all it’s magical ingredients. They try to dazzle people with statistics and scientific data. Most prospects recoil from their pushy efforts.
Keep this in mind. You are never selling products. You are selling results that people strongly want. A good show, don’t tell scenario can demonstrate this.
Imagine an uncomfortably overweight man climbing stairs in his home. See him clutch the bannister; feel his discomfort as he slowly trudges up the staircase one step at a time. Experience his fatigue a he stops to catch his breath. His son enters the scene at the top of the stairs. He looks sadly at his dad, He approaches his father, takes him by the hand, and says, “I’m worried about you, dad. Your weight is dangerous to your health. I’m afraid that you won’t live long enough to meet your grandchildren.”
The son leaves. The father stands alone for a moment with tears in his eyes.
We cut to a scene sixty days later. Father and son are playing catch together in a park on a sunny day. Dad looks lean in his “new” body. They smile at one another and continue to throw the ball energetically back and forth.
That story will sell more shakes than any product pitch every time.
I encourage you to study films and TV commercials for great examples of show, don’t tell.
To help you practice your own marketing and sales stories, I offer you these three steps.
- Move from IDEA to ACTION. Write the idea for your offer briefly on paper. Tehn, think of actions that will demonstrate strong benefits with convincing.
- Move from WORDS to PICTURES. After you know what you want to say, create a storyboard that says the same thing in pictures.
- Move from BEFORE to AFTER. All your sales and marketing messages must take your audience on a journey from an undesired before state to a highly desired after state.
Show, don’t tell authentic, entertaining, engaging stories that sell, and you will prosper.
Many people dream of making Amazon fortunes. Maybe you have a secret, or not so secret, desire to be an Amazon millionaire.
Today’s guest has created his seven figure income by winning the game of selling on Amazon. Lucky for you, he teaches others how to do it.
You don’t have to be wiz-kid, a marketing genius, or super salesperson to hit the Amazon jackpot. Today’s guest, Dan Meadors, built his Amazon empire with a $600 initial investment.
In fact, Dan began mining his Amazon fortunes right after being fired and scared about his future. In this episode, you will learn that your success does not depend on your circumstances.
These are the 5 skills that you can develop to become a player on Amazon:
- Take ACTION
- Become FEARLESS
- Be RESOURCEFUL
- Be AUTHENTIC
- Always lead with VALUE
Dan also reveals his proven secrets for finding great products to sell on Amazon. He shares some of best strategies. And, he gives you formula that makes him stand apart from most Amazon sellers. He explains why your golden ticket is a wholesale Amazon model.
Plus, he shares some of the most powerful free online tools you can use in your Amazon business.
Dan, like most highly successful people, believes strongly in mentorship and personal development. He invests highly in both. Three of his favorite mentors are:
- Jeff Walker – creator of Product Launch Formula
- Dana Derricks – the man behind The Dream 100
- Ryan Moran – millionaire maker known for www.capitalism.com
Dan is offering a FREE GIFT to you, the storytellers who listen to this show. You will find it by clicking the link below unde Contact Dan.
BOOKS IN THIS PODCAST
Good to Great by Jim Collins (Dan’s favorite)
The Miracle Morning by Hal Elrod
Vivid Vision by Cameron Herold
DAN’S FAVORITE QUOTE
“Luck is what happens when preparation meets opportunity.” – Seneca
Click the above link to grab this FREE GIFT:
What are universal stories? They are stories that speak to the deepest human needs. Stories that have a strong universal element create empathy and connection.
Business stories that are universal attract and win new clients and customers. This episode teaches you how to harness the element of universality in your business storytelling.
FOUR MOVIES WITH UNIVERSAL STORIES
- Rocky – explores the human need for significance
- E.T. the Extra-Terrestrial – the need to return home, to belong
- Field of Dreams – the need to dream and believe in our dreams
- Bohemian Rhapsody – the need for individual self expression
UNIVERSAL BUSINESS STORIES
Never make your marketing and sales messages about the greatness of your products and services. All your business storytelling should focus on the needs, desires, and dreams of a central character, which is always the avatar of your target market.
ANTHONY ROBBINS – 6 CORE HUMAN NEEDS
Anthony Robbins created this list of six profound human needs that motivate every choice we make.
- Certainty – the need for security, comfort, and consistency
- Uncertainty – the need for variety, challenges, adventure
- Significance – the need to feel important, needed, wanted, and worthy of love
- Love & Connection – the need to feel connected with and loved by others
- Growth – the need for constant development emotionally, intellectually, and spiritually
- Contribution – the need to give to others
This list is a powerful template to use every time you communicate with your target market. It can transform and enrich your life and business.
ARE YOU DELUSIONAL?
You’ve probably heard the expression, words are weapons. But I’ll bet you don’t know just how dangerous they can be. It’s not because you’re dumb. It’s because you and I use words all the time. So, we take them for granted.
This episode challenges your perception of one particular word that can be very dangerous. It can and does control most people’s behavior. How? It scares people to be labeled with this word, and they will go out of their way to avoid it.
The word is DELUSIONAL. The last thing most people want to hear is the question, “Are you delusional?”
Let’s look at how the dictionary defines delusional: 1) characterized by or holding idiosyncratic beliefs or impressions that are contradicted by reality or rational argument, typically as a symptom of mental disorder: hospitalization for schizophrenia and delusional paranoia | he was diagnosed with a delusional disorder. 2) based on or having faulty judgment; mistaken: their delusional belief in the project’s merits never wavers | I think the guy is being a bit delusional here.
Who wouldn’t want to avoid a label like that? I’ll tell you who. Exceptionally successful high achieving individuals. Huh? That’s right. I’m not making this up.
Here excerpts from an internationally recognized sales and marketing expert. He’s also a member of the National Speakers Association and Authors Guild. His name is Mark Tewart. He writes in his book, How to Be a Sales Superstar: Break All the Rules and Succeed While Doing It:
- You are who you decide to be at any given moment.
- Who you believe you are, is who you will become.
- Sales superstars create power in a belief system that supports their eventual triumph, no matter what temporary setbacks they might encounter.
- You must become what most people would describe as “delusional.”
- A delusional mindset, contrary to popular belief, can be an absolutely healthy attribute in your progression toward your goals.
Does Mark Tewart practice what he preaches? Here is what he says about himself: “I believe that I am delusional in my mindset, but my delusion creates my reality.”
I love Mark’s book. I think you should buy it yesterday. On page 33, he has this heading:
Let Your Fantasy Be Your Reality
Right beneath it, is a wonderful quote from a Zen Buddhist teacher, Shunryu Suzuki: “In the mind of the beginner there are many possibilities and in the mind of the expert there are few.”
That doesn’t mean you should not be an expert. It means, don’t let your immense knowledge close your mind to learning and growth.
You’ll also hear a quote about the awesome power fo reading in this episode from multimillionaire sales trainer, Grant Cardone.
This is the final episode of Change Your Story, Change Your Life in 2018 (unless I get a last minute inspiration). It’s my wish that you receive what you hear in Are You Delusional with a totally open mind. Then, take one or two simple actions that will transform and enrich your life and business in 2019.
Thank you for being a loyal listener. I look forward to serving well in the new year.
BOOKS IN THIS PODCAST
Sell of Be Sold by Grant Cardone
The 10X Rule by Grant Cardone
Turn the Page: How to Read Like a Top Leader by Chris Brady
CONFLICT IN STORYTELLING
Conflict in storytelling is a vital element to all great stories. In fact, you won’t a story if you do not introduce and develop conflict from beginning to end.
Why? Because people get involved and remain engaged in your story when it takes them on a journey toward the resolution of conflict.
Think of conflict in storytelling as a powerful tool to create and sustain tension. Tension hooks and holds attention.
LEARN FROM MOVIES
Two movies that demonstrate intense conflict in storytelling are:
- E. T. The Extra-Terrestrial – directed by Steven Spielberg
- Rocky – starring Sylvester Stallone
Why do people see plays and movies more than once? They want to experience the resolution of conflict in storytelling. The journey, the struggle against obstacles, toward the resolution of conflict arouse strong emotions and makes people more alive.
Remember this rule of storytelling. People are held and remain engaged by the process of resolution, not the outcome.
In this episode, you will gain insight to three great stories that people return to again and again even though they know how those stories end. They are:
- Hamlet by William Shakespeare
- Romeo and Juliet by William Shakespeare
- It’s A Wonderful Life – starring James Stewart and directed by Frank Capra
CONFLICT IN STORYTELLING FOR BUSINESS
You will learn why you always want to use conflict in storytelling for your presentations, sales and marketing messages, and pitches to enrol people in your ideas or cause.
This is why storytelling works so well to earn your money and create success in your business:
- Character – You create a central character that represents your audience’s avatar; your audience is your specific target market.
- Pain Point – You identify your audience’s biggest pain point.
- Resolution – You promise to eliminate pain and resolve your audience’s problem.
- Conflict – You introduce conflict to take your audience on a satisfying resolution journey.
- Empathy & Rapport – You identify your audience’s conflict and make them feel understood. That makes them like and trust you, and feel that they know you.
ONE PLUS ONE IS THREE
Discover why I care about your success as a masterful storyteller.
QUOTE IN THIS PODCAST
“People don’t care how much you know until they know how much you care.” – Theodore Roosevelt
GREAT STORYTELLING BOOK
Nobody Wants to Read Your Sh*t by Steven Pressfield