It is hard to argue the value and impact of storytelling in business. Great stories capture people’s attention, imaginations, and emotions. Compelling stories inspire everyday buyers around the world. If you’re like most people we talk to, you’ll likely remember an excellent keynote speech or the opening of a C-Level presentation delivered by inspiring speakers with “the gift.” Perhaps you even feel great storytellers are born with this gift. Ahhh, but stories can be told by anyone and many different situations and venues and, they can all be told by you! The reality is that almost every day, you have the opportunity to create stronger emotional connections through storytelling. So, here’s my question: when you intend to persuade or motivate an audience to take action, do you always inform and educate or, do you use storytelling to shift their thinking?
Now, more than ever, it is imperative that stellar customer service continues long after the ink has dried on the dotted line. In sales, it isn’t abnormal for communication to falter, slow down, or even cease after the deal has been closed.
Ron Kendig, 2Win!’s VP of Consulting, understands that the pace set for sales makes it difficult to be attentive to newly acquired customers. “Let’s face it things move fast in today’s B2B environment. We are often onto the next deal just as the previous is finalized. Don’t underestimate the power of the referral, as a positive reference is still one of the most powerful buyer motivators. Keeping in touch with your customer can be key to developing your customer into a raving fan.”