Captain’s log, stardate 20180723
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[AUDIO] Choosing Your Best War Stories
Sent by Jonathan Stark on July 23rd, 2018
On this week’s TBOA, Rochelle and I talk about how and why to use stories with prospective clients.
Talking Points
- How to remember your war stories
- The value of sharing stories in the sales process
- Where to look for story triggers
- How to use your values to test your stories
- Credentials vs stories
- How to prepare stories for client meetings
- Why you shouldn’t memorize your stories (and when you should)
Quotable Quotes
- “If someone wanted an arrogant cowboy, that would be the perfect story to tell.”—RM
- “It’s going to push away people who would create a disastrous project anyway.”—JS
- “Really good stories are sticky.”—JS
- “Lists of credentials can help narrow the field. Your story takes you to the next level.”—RM
Enjoy!
Yours,
—J
P.S. Are your friends renting their lives away an hour at a time? Do them a favor and introduce them to value pricing. They’ll thank you for it :-)