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Worldwide Partner Conference
Effective storytelling for business
David Meerman Scott
Marketing Strategist and best-selling author of The New Rules of Marketing
5/9/2013 7:00 AM
​As content takes its rightful place at the forefront of marketing, I'm seeing many marketers fail at basic storytelling.
 
Marketers are ineffective when they use the classic "customer testimonial" format and pop that onto their blog or make it into a video. Perhaps you’re doing that. It usually looks like this: "Here’s our product. It is great. Here are customers who say it is great. Now buy some of our product." But this just doesn't hold people's attention.
 
How interesting would a book or movie be were it to have this plot?:
Boy meets girl.
They fall in love.
They get married.
 
That's what most people do with their business writing.
 
Effective storytelling
 
The best stories drip with conflict. They have a hero and sometimes a villain. There is a story arc. As a writing teacher once told me: "Writing without conflict is propaganda."
 
Movies and novels have these elements – the best open with conflict in the first scene, on the first page, or even the first paragraph. Usually, it's one character in conflict with others (Batman against the bad guys). Sometimes it's a character in conflict with herself ("I really shouldn't go into this bar, but...").
 
Microsoft partners have an opportunity to tell stories as a form of marketing too. I’ll be talking about this in my sessions at WPC. 
 
To get you thinking about storytelling, here are a few examples from outside the technology business.
 
Example of a good storytelling TV ad
 
Here is an example of a story driven TV ad Audi aired during the 2012 Super Bowl called "Prom". I really like this ad because it is an example of all the elements of a good story. A slightly insecure teenager is unhappy about going to the Senior Prom without a date. But when Dad lets him borrow the new Audi S6 for the night, he gains more and more confidence with every mile, arriving at the Prom a changed young man. There's a confrontation and a resolution. And it all happened in one minute. (The YouTube version of the ad has 10 million views.)
 
Example of a good storytelling blog post
 
For an example of a story-based blog post, check out Weather Happens – Be Prepared by Kristiana Almeida on the American Red Cross blog.
 
Kristiana writes about her life as a kid on Cape Cod and uses that to educate on being prepared for a blizzard. Great stuff. What does the Red Cross really want? A donation. Is a donation mentioned in this post? No.
 
You too can be an effective storyteller
 
Here are a few ideas to get you thinking about telling stories that people will want to pay attention to rather than propaganda they will ignore.
  • Instead of "creating copy", think about sitting in a restaurant with friends and explaining a little about your work to them. How would you say it? How would you hold your friends' interest? Write that down.
  • Rather than talking about the features and benefits of your products and services, consider how you help people to solve problems.
  • Who or what is the "bad guy" in your market? Is it the big, famous company that everybody does business with but nobody really likes? Is there some silly government regulation that holds buyers back? How can you weave those into a story with conflict?
  • What is the status quo? Use that as the bad guy in your story.
Bonus for reading this far: Here's how I create many of the stories of success I share in my own blog, in my speeches, and in my books: I think of the story as a movie or novel and cast the people from around the world whose success I showcase as my hero and traditional offline advertising and the PR pitching approach as the villains. That's what I did in this post. Audi and the Red Cross are my heroes and the traditional customer testimonial is the villain. (Shh... don't give away my secret.)
 
Want more?
 
 
If you’ve got a few minutes and want to dig deeper into using conflict in your own writing, this is a good place to start. No registration required.
 
See you in Houston
 
David Meerman Scott is an advisor to emerging companies, marketing strategist, keynote speaker, and bestselling author of 8 books including The New Rules of Marketing & PR and Newsjacking. 
 
Check out David’s blog or follow him on Twitter.
 
comments(3)
Aide Ojigbede
16 May 2013 - Hello David, I'm trying to start blogging again for our website (I haven't handled that directly for more than a year). Would you please look at this piece I wrote last year (link below) and give me your opinion of what I could do better? Thanks. www.vicinitylimited.com/automated-backup-and-disaster-recovery-essential-for-all-businesses/
David Meerman Scott
11 May 2013 - Hi Gail - Storytelling is so important yet it is so rare in business, especially B2B!
Gail Mercer-MacKay
09 May 2013 - David - you are singing to the choir - I LOVE story-telling in business. It is the way we engage and the way we remember. I want every Case Study to make me cry.

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