If you read my previous blog post, I told a story on asking my father for money. If you haven’t read that I encourage you to go back and read it because then it will make a lot more sense what I’m going to go through today. https://tomjackobs.com/stories-matter-selling/In the process of developing your story, you could just tell the story and that’s just fine but the devil is in the details and that is how you draw your prospects into the story. By creating a lot more detail and “sprinkling color over your story” it adds more drama to it.
How do you do that? How do you draw people in? Well, if you remember in that story that I told, I started it off by saying it was a Sunday afternoon and I’m sitting at my desk in the back office of my training studio and it was a beautiful day. It was blue skies like this and there was a few clouds in the sky.
Now right there I’ve added a little color to the story. Now, you are probably imagining blue skies, clouds in the sky and that it’s a warm day in Houston, Texas and I’m in the back of my studio in a small crammed office that also has electrical equipment in it. Those are all the very small details which allow me to pain this picture. And you will see yourself in that picture and in my story with me and that’s how you draw the prospect in, by adding color and adding detail to your story.Why is that important? Because if I were to have just said, “It was a Sunday afternoon and I was sitting at my desk looking at my computer screens and on my computer screen was my bank account”. You’re going to have a different idea of what that desks looks like with those computer screens look like, even what the day was … I did say it was a Sunday, but was it a rainy day, was it a cloudy day? … All those different details are going to be different for everybody that is listening to that story and when you tell your story, you want everybody to be involved in that story and have that connection with you so as you’re telling that story they’re in it with you and they can see themselves in that story. And when they see themselves in that story with you, they’re going to have a stronger connection with you. And that, my friends, is how you draw that prospect in to get them to be on your side, and that makes your story oh so much more impactful.What I suggest that you do right now, is think about those stories that you have, write them up but then add some more detail to it, names, places, the environment that you’re in … Was it hot? Was it cold? What did the desk look like that you were sitting at? Was it a wood desk? Metal desk? What were those computer screens? Was it an Apple? Was it a PC? What was it? All of those more details, will draw your prospects in.
If you have questions about that, I would love to chat with you on the phone. I have a free impact call that I would love to have with you, if you’d like to do that. You can just go to my website, TomJackobs.com/storybook and you can download that free storybook.
