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3 Super Stories Marketers Must Master
D A V I D L E C O U R S f o r S M P S - P R C 2 0 1 7
Can I Tell Youa Story?
6
A R C H I T E C T SKIRKPATRICK
The Point Continually Deepen Expertise Share Expertise Generously via The Power of Story
1 of 3 Stories About My Firm About Me Whom We’ve Helped
Agenda Why Lead with Story? The 3 Stories to Master How to Write Your 3 Stories How to Tell Stories
Format Presentation / Stories Participation / Dialogue Q&A Notes / Handout / Slides
Slides lecoursdesign.com/3stories
Why lead with story?
Story Helps Get to Know, Like, Trust You Know, Like, Trust Your Firm Persuade Everyone is in Marketing
Story Allows You In
WHY
NeocortexLimbicReptilian
Leaders Tell Stories
WHY
“People that tell stories rule
the world.”
–Plato
WHY
3
LOGOS
ETHOS
PATHOS
?
WHY
Agenda Why Lead with Story?The 3 Stories to Master How to Write Your 3 StoriesHow to Tell Stories
What three stories must marketers master?
About Me About My Firm
Whom We’ve Helped
Story Structure
SETUP
CONFLICTTURNING POINT
OUTCOME
43
2
1YOUR POINT
5
SETUP
CONFLICTTURNING POINT
OUTCOME
43
2
1YOUR POINT
5
SETUP
CONFLICTTURNING POINT
OUTCOME
43
2
1YOUR POINT
5
“Something must be at stake that convinces the audience
that a great deal will be lost if the hero doesn’t obtain his
goal. If nothing is at risk, then it’s not interesting.”
–Robert McKee
SETUP
CONFLICTTURNING POINT
OUTCOME
43
2
1YOUR POINT
5
SETUP
CONFLICTTURNING POINT
OUTCOME
43
2
1YOUR POINT
5
SETUP
CONFLICTTURNING POINT
OUTCOME
43
2
1YOUR POINT
5
SETUP
CONFLICTTURNING POINT
OUTCOME
43
2
1YOUR POINT
5
Alaskan winters makes people a little crazy
who where when
tension resistance struggle
a-ha light bulb catalyst to change
ending new way
About Me
3 STORIES
POINT Not just
what you do, but why
People do business
with people they know.
bio=facts story=character
About Me Stories 1. Event from your youth predicting you
becoming a marketer 2. Why did you become a marketer? 3. A moment confirming this is your calling 4. Key turning point in your career
via Bill Baker
Homework
About Me
Homework
About My Firm
WHAT
About Me About My Firm
Whom I’ve Helped
Possible Plots: Founding Story Purpose Story Vision Story
Homework
About My Firm
Homework
Whom We’ve Helped
WHAT
About Me About My Firm
Whom I’ve Helped
Possible Plots: Value of Design
Overcome Challenges Your Process Works
How Client Met Goals
Your Client is the Protagonist
WHAT
Homework
Whom We’ve Helped
Homework
?
WHAT 3 STORIES
Agenda Why Lead with Story? The 3 Stories to Master How to Write Your 3 StoriesHow to Tell Stories
How to write your stories
About Me Story Development
HOW
SETUP
CONFLICTTURNING POINT
OUTCOME
43
2
1YOUR POINT
5
Start with the point.
HOW
About Me Stories 1. Event from your youth predicting you
becoming a marketer 2. Why did you become a marketer? 3. A moment confirming this is your calling 4. Key turning point in your career
via Bill Baker
My About Me 1. Point: my purpose 2. Outcome: my new way 3. Setup: me, KAA, work 4. Conflict: fired 5. Turning Point: pain
Agenda Why Lead with Story? The 3 Stories to Master How to Write Your 3 StoriesHow to Tell Stories
How to tell your stories
LTS
SL
T
Mirror Neurons
Where?
HOW
About Me About My Firm
Whom We’ve Helped
Written Bio Video Bio Self-Intro
Interviews Networking
Social Media Speaking
Website Video
Direct Mail Proposal
Networking Social Media
Speaking
Case Studies Project Sheets
Website MonographInterviews Publicity
Social Media Testimonials
When?
HOW
About Me About My Firm
Whom We’ve Helped
Tell Me About Yourself.
Why Should I Hire you?
Tell Me About Your Firm.
What’s different about
your firm?
Questions on: Problem Solving
Change Collaboration
ROI Expectations Pragmatism
Hands-On Environment
Set Up
HOW
Show Vulnerability
HOW
It is Not Weakness
HOW
Power of Going First
HOW
Homework
Speak Human
HOW
“There is nothing like telling your story in person. The more
time we spend in front of screens, the more we crave
human contact.”
–Arianna Huffington
Make It Sticky
HOW
?
HOW
Agenda Why Lead with Story? The 3 Stories to Master How to Write Your 3 Stories How to Tell Stories
Next Steps
Share What You Learned
Homework
Slides lecoursdesign.com/3stories
Hunting for Stories
Conclusion
Why lead with story?
What three stories to tell?
How to tell your stories?
Tell me a fact and I’ll learn. Tell me a truth
and I’ll believe. But tell me a story and it will
live in my heart forever.
— Indian Proverb
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