Category: Stories for Coaches and Entrepreneurs

How to Use a Story to Shift Someone From Hopeless to Hopeful; From Disempowered to “I can do this!”

Sport and life achievements and success concept. Rear view sporty girl raising arms towards beautiful glowing sunshine.

You’ve probably tried to coach someone who was stuck in a “There’s nothing I can do about it” frame of mind and no how difficult it is for a person in that state to hear your helpful suggestions or see opportunities to change.

This is where a story well told can be incredibly useful.

The right story can help someone shift their emotional state from one of feeling fearful or hopeless to curious and hopeful.

Because our state profoundly affects our performance knowing HOW to help someone shift into a more empowered, “I can do this” state is a hugely important skill to have.

Here’s an example of using a story to do that…

After I had finished a program at an organization, a young supervisor pulled me aside to ask for my advice.

She told me how she had inherited a team that included a very toxic long-term employee who had been allowed to treat people abusively. The new supervisor had tried once to address this and it had–surprise, surprise–no effect.

She said she knew she should have another conversation, but was dreading it.

She said she knew this person should be fired and that it will probably come down to this, and found the idea of having that conversation scary.

As she told me this, her whole posture communicated defeat and hopelessness. Her face looked anxious and beleaguered.

She Wants an Answer, But Isn’t Ready to Hear It

In my early years as a consultant I would have immediately answered her question about what she would do.

Now, I know that my first job was to help her shift her state because not only does our emotional state affect our performance, it profoundly affects our perspective. Just think of how differently you see challenges when you are tired or don’t feel well compared to when you are rested and feel well. When you feel poorly, they seem big and overwhelming. When you’re rested and feel well, they seem manageable.

So back to my young supervisor…

Let’s Shift That State First

So how can I shift her to an empowered, more hopeful state?

I shared one of my favorite stories told to me by my friend Fran, who’s a great coach and storyteller.

It was about a woman she inherited on her team who was extremely toxic. In fact, the owners of the company told her when she was hired that they wanted her to fire this lady (despite no one having the courage to do it in the past).

Fran had a couple of conversations with the woman when she acted out, trying to give her a chance, but to no avail.

It’s Time to Free Up Her Future

Fran called Mary into a conference room and, in her classic deeply caring, accepting, and curious way, said to Mary: “You don’t seem happy here Mary…” and then shared a couple of examples of Mary’s toxic behavior.

At first, Mary got defensive, but then admitted she hadn’t been happy for years.

They talked more, and Fran started talking about how Mary will be so much happier with work that fits her better.

You’re Fired!

At one point, Mary stopped and stared.

“You’re firing me!” she exclaimed.

“Yes!” said Fran, again in her caring and enthusiastic way.

“Wow! I never knew getting fired could be so fun!” Mary chortled.

They laughed together and then Fran said “You know…here’s what I think is going to happen, Mary. In six months you’ll be calling me telling me that you found the perfect job for you, and you’re going to be so much happier…that’s what I see…”

Thanks for Firing Me!

Sure enough, about six months goes by and Mary calls Fran. She says that she is now in school studying to be something she always wanted to be (I can’t remember what) and is having the time of her life. She thanked Fran for firing her.

From “I would rather have a root canal than talk to her” to “I can do this!”

It still warms my heart to picture this young lady’s shift when she heard the story. She burst out laughing when I told her the “Wow! I never knew firing could be so fun!” and looked hopeful and encouraged when she heard about the call.

NOW…We can Discuss The How

Now that she was in this shifted, empowered state, she could be receptive to whatever advice I had to share. If we hadn’t done this step first, she would have silently dismissed my suggestions, believing that they wouldn’t work in her circumstance with this lady.

I bet you can think of examples of when that’s happened in your life. Someone asks you for advice and you share with them what you believe to be helpful–and maybe even obvious–advice and practical “how to” suggestions, and they either say “Yeah but…” or you can tell by their expression that they are dismissing what you say as impossible.

That’s why you want to help them shift their state first.

One way to do that–in fact, one of my favorites–is what I call “If I could handle that, I can handle this!” stories.

This particular story is what I call a Perspective Shift Story.

These stories start out matching the client’s belief system or perspective on the problem…in this case “It will of course be horrible to have a disciplinary or termination conversation.” When you tell them well, you draw the listener by matching their perspective. They resonate fully with the dilemma and the “obvious” perspective.

Then…you have a surprise ending that offers a totally different perspective, and BAM!

What seemed obvious to the person is now called into question.

From Certainty to Doubt…The Key to A New, More Empowered Perspective

Not only does this shift their state, which was the goal in this situation, but it also introduces doubt where before there was only certainty attached to their limiting, disempowering perspective. This is a topic all of its own and is explored in this post.

For This Purpose, The Main Goal of the Perspective Shift Story Was State Shift

In this case, I loved this story because it didn’t just create a new perspective that challenged her assumption, it did so in a fun, funny, enlivening way, which shifted her to a more empowered state.

That broke the negative “spell” she was under and allowed us to get to work on The How.

So…What To Do With This?

1. Think about  experiences you have had, or have heard about, that are amusing, surprising, empowering, and/or inspiring.–These are all potentially useful stories you can use to help someone shift their state. Notice what emotion they stir up in you and ask “in what situations could I use this to elicit the same emotion in a client or audience?”

2. Keep a simple story database so you can draw on them later–Doing this will be a game-changer. It has been for me. I can guarantee that you will forget most of the great, potentially useful, stories you could tell if you don’t keep them in a database. I use a simple two column Word doc, with each row of the table for one story. In the left column, I put some searchable key words and phrases like “self-awareness”, “stories we tell ourselves”, “self-talk” and then in the right hand column, I put enough detail in so I can look at it months later and remember the story in enough detail to tell it.

 

Advanced Transformational Storytelling

A Workshop for Counselors, Coaches, and Change Agents

with David Lee

September 21st |  8:30-3:30 | Westbrook, Maine

 

 

Sep 12, 2018 | 0 comments View Post

How to use a Self-Disclosure Story to teach Self-Awareness

PeterBregmanPhotoPeter Bregman is, in my opinion, the best in the business at using self-disclosure as a way to help people feel safe enough to engage in self-reflection.

By sharing his inner world, including his fears, insecurities, and human imperfections, he makes it safe for people to do the same. By sharing his internal world along with his missteps, he invites the reader to vicariously do the same.

This is what makes Self-Disclosure Stories such a gift to others.

By you taking the risk to share your humanity, your vulnerabilities, faux pas, and imperfections, you allow the listener or reader to acknowledge theirs with courage and compassion. You also make it easier for them to recognize and admit to unproductive attitudes and behaviors that are holding them back, things about themselves they would not acknowledge if directly confronted.

Your Self-Disclosure Story does this because it allows them to look inward and feel safe doing so. They can feel safe because they are not being directly confronted by another person to look in the mirror, as would a direct challenge like: “Have you ever noticed how you pretend you know something when you really don’t…like you just did a moment ago?”

For most of us, our natural response to unsolicited feedback and challenging questions is defensiveness.

When someone shares an observation about us that is less than flattering, or challenges us with an interpretation about our motivations or behaviors, we feel attacked.

When people feel forced to look at themselves by another, they feel exposed and flawed. Feeling exposed–and found lacking–triggers shame. When people feel shame, they are no longer open to conversation, let alone self-exploration. All they want to do is hide or fight back to stop the shame.

When you tell a Self-Disclosure Story, others can listen without fear because it is a story about you, not them.

At least on the surface.

It only becomes about them if they choose to allow that to happen. Thus, they don’t feel strong-armed into looking in the mirror.

In this state of safety, they are much more willing and able to look inward and recognize those things that, if addressed, will facilitate their growth.

Here are a few examples of areas you can use a Self-Disclosure Story:

1. How you got triggered by someone else and responded in a less than effective way, and what you learned from that.

2. How you “just knew” something was true, and then discovered it wasn’t.

3. Fears you’ve had.

4. Mistakes you made that your audience is probably making.

5. Natural human responses to situations that you’ve had, that you know your audience is either judging themselves for having, or are engaging in and don’t realize the price they are paying.

6. Ways of acted in a less-than-aware way with others that you believe your audience does and would be well served by reflecting on.

In a future post, we’ll talk about what level of self-disclosure is useful and when do you cross the line into TMI and oversharing.

In the meantime, if you follow this link, you will come across a great example of Peter Bregman’s use of Self-Disclosure Stories. Notice how, by using himself as an example, he invites you to look at yourself.

Notice how his teaching you important lessons framed in a “I blew it” story enables him to be a powerful teacher while at the same time, not coming across as a Know-It-All “I’m the guru and you’re not” way that some authorities adopt.

When you read his story, imagine him sitting with you as your coach and sharing this with you. Would you not be riveted by the story and would it not stay with you in a far more powerful way than if he just lectured at you about what you should do?

OK, enough preamble, it’s time to enjoy the story by Peter Bregman

 

 

Jun 27, 2018 | 0 comments View Post

Where to Find Stories to Use in Your Presentations and Sales Conversations

santanaHere’s a 30 minute video recorded a couple of years ago, that will give you examples and ideas of how to be on the lookout for everyday life experiences you can use as stories in your presentations and sales conversations.

In this video, you’ll hear how I took a simple experience I had while playing with two dogs at the animal shelter I used to volunteer at. One of the dogs, Santana (featured here) required a different approach than Harper.

In the video, I describe how I used the questions I recommend you ask whenever you experience something interesting, surprising, or amusing:

“Hmmm…what is this like?”

“What can this interesting experience be used as a metaphor, as a teaching story?”

So…with that in mind, here’s the video.

 

Mar 21, 2016 | 0 comments View Post

Tell a better story. Generate more interest. Grow your business: seminar recording and handout

Group of Multiethnic Cheerful People Applauding

                  They Loved You!

In this free program for entrepreneurs and individuals seeking to develop their personal brand, we explored how to use stories to make your marketing, presentations, and interviews more fascinating and persuasive.

In this recording,  you will hear examples of how to use stories to:

  • Make you and your ideas more interesting and memorable.
  • Help your audience–whether live, online, or in print–bond to you…and therefore care about what you have to say.
  • Make your presentations more compelling and entertaining.

 Recording and Worksheet from the December 11th program held at the Casco Bay Tech Hub

Here is the handout that goes with the presentation. It will help you create your Origin Story–a must for any entrepreneur. It also will guide in you in identifying Pain and Promise stories, which are a great way to grab your audience’s attention.

 

Podcast: Play in new window | Download

Feb 12, 2016 | 0 comments View Post

“She used to be afraid to have these conversations…” : an example of a Promise Story

 

Sport and life achievements and success concept. Rear view sporty girl raising arms towards beautiful glowing sunshine.

Sport and life achievements and success concept. Rear view sporty girl raising arms towards beautiful glowing sunshine.

Promise Stories paint a powerful picture of what can happen if…the reader, listener or potential prospect uses the information or system you are sharing.

They communicate up front “This is why it’s worth listening to what I’m about to share”.

Here’s an example of how to use a Promise Story, from an ezine I sent out to my HumanNatureAtWork.com  subcribers that is based on a conversation I had  with a client.

Storytelling in Action

It’s an example of a couple of storytelling lessons:

1. How to use simple, seemingly unremarkable experiences as the foundation of a teaching story

2. How to use success stories as Promise Stories that encourage people to do the work necessary to get the result they want.

So…here’s the ezine issue with the story as foundation:

I had an inspiring conversation with a client yesterday that made me want to ask you an important question. I’ll share with you what they revealed in a moment, but first the question:

 “What conversation are you avoiding because you don’t think it will go well, but… if it DID go well…it would make a BIG difference in your ability to deliver better results at work and…mean less stress for you?”

  • Maybe it’s a conversation with a peer who is really negative or isn’t pulling their weight.
  • Maybe it’s someone you supervise who isn’t performing at the level you need, but they always get defensive when you try to give them feedback, so you convince yourself their sub-par performance is not THAT bad.
  • Maybe it’s your boss who micromanages or doesn’t listen and it’s slowly eroding your enjoyment of, and commitment to, your work.
  • Maybe it’s at a more global level…maybe you don’t see the level of initiative and “How can we help this company succeed?” in your employees.

[ Note: this bullet point list is based on my old hypnotherapy days. Throwing out a number of potential situations the listener or reader can relate to helps them connect your story with their own life, both at the conscious and the subconscious level. It’s a way to help your stories connect with people at a deeper, more visceral level]

The email continues…

Whatever the issue and whatever the conversation you need to have…but aren’t, you probably have at least one you can think of.

Well, I’m here to tell you that, despite what you fear, that important conversation CAN work out.

I’m also here to tell you that, if you put in the effort to learn the skills of having constructive conversations and you face your fear and HAVE the conversation, it gets easier and easier…

…until you either no longer fear those conversations or…you might feel some anxiety but you are so confident in your abilities, you have them anyway, because you know the odds are they will go well…

Besides my own experiences with this, I have two reports yesterday from clients who shared their victories.

I will share one of them with you.

OK, Here’s the Promise Story

I was doing “Post-Series Wrap-Up” sessions with members of a management team I had been working with for the last six months. As part of these conversations, I asked how satisfied they were with their progress on the Professional Development Plan we put together.

One of the managers had labeled herself in the beginning as “spineless”.

She confessed to avoiding  difficult conversations that she knew she should have because of her fear of people’s emotional reaction and her discomfort with others being upset with her.

Throughout the series, she worked with and used the constructive conversation tools and principles we discussed. She didn’t just “learn” them in the seminars, she used them.

She sucked it up and had the difficult conversations.

By blending study with stepping outside her comfort zone and action, she engaged The Success Cycle.

In our coaching session, she revealed that she no longer fears those conversations or the other person being upset.

Rather than avoiding important conversations and feeling guilty about not doing her job, she is having them when needed.

And she’s getting results.

When I say she engaged in The Success Cycle, I mean she is experiencing the important “nothing breeds success like success” process that is so important to being willing to have the important conversations.

  1. When you practice the communication skills you need to learn to be more effective, you feel more confident and  hopeful that difficult conversations will go well.
  2. Because you feel more confident and hopeful, you are far more likely to actually HAVE THE CONVERSATION, rather than avoid it.
  3. Because you practiced and prepared, the conversation is far more likely to go well, leaving you with a positive outcome and a positive experience.
  4. Because you had a positive outcome and positive experience, these things happen:
    • You are going to be more willing to address difficult issues in the future because you have direct experience that these conversations can work out.
    • Because you will be more willing to have difficult conversations in the future, you will continue to get better and better, which means you will have even more confidence, and therefore your willingness to have the important conversations will continue to expand to even more challenging conversations.
    • This cycle of skill development leading to greater optimism, leading to greater willingness to have the conversations, which leads to greater skill development, continues, making you increasingly more effective and increasingly more comfortable having these conversations.

OK, so now what?

So…if you haven’t already identified what conversations you’re avoiding, do that.

  1. Reflect on the emotional turmoil it’s creating for you NOT having the conversation and CONTINUING TO HAVE THE PROBLEM because you’re not willing to have the conversation.
  2. Get cracking learning the skills that will increase the odds the conversation will go well. You can find a number of articles at my website on this. Here’s one: Let’s Talk for a Change. If you want the spiffy, printer-friendly PDF version, there’s a link at the bottom of the page.
  3. If you want either coaching on this or a program for your team, let me know.
Feb 09, 2016 | 0 comments View Post

How not to suck when the media comes calling

john lee dumas

You finally get your chance to talk about your awesome business or business idea.

You’re not the only one who doesn’t want you to suck at the interview.

Whoever is interviewing you needs you to be interesting.

They need you to say things that that will captivate their readers or listeners.

They don’t want you to speak in generalities, abstractions, or platitudes.

They DO want you to tell stories and give examples of your key points.

One of the best ways to learn how to tell stories that make the media and podcasters want to interview you–and that make potential prospects light up when you talk–is to listen to the interviews on EntrepreneurOnFire.com.

You will get great examples of how to do it well and…

…you will occasionally hear examples of people bombing.

When guest do NOT tell stories, host John Lee Dumas is not at all shy about letting them know they are not delivering.

He will also coach them on how to actually tell a story as he had originally requested.

It’s sort of like “Shark Tank for Entrepreneurial Storytelling” minus the bruising feedback (yet still candid and very useful).

__________________

Note: for MSCW attendees, David Lee will be doing a partner event on Wed June 24th from 12:45-1:45 title Tell a Better Story. Become More Interesting. Grow Your Business. Here’s the scoop

__________________

Let me give you an example of how NOT to answer a question if you’re being interviewed.

John:  Give us one of those examples,  because we like the aerial perception. Then we dive into a real story, a real example. We want to be there with you when this happened recently. Tell us a story.

Interviewee: One of the things that I do on a regular basis is I do video book reviews of other experts’ books. I’m a huge believer in shining the spotlight on other experts. You obviously, John, are the same way with your show and with your whole empire that you’ve built.

But I think the more value that we can add, the more that we can feature and leverage other people, shine the spotlight on others, post on other people’s Facebook walls messages of gratitude and thanks and sharing the impact that they’ve had on you personally and professionally, showcasing other people’s book reviews.

One of the little mantras that I have as well is people are not tired of hearing from us. They really aren’t. What they are tired of is they’re tired of hearing from you about you. So who else can you raise up? Who else can you showcase and feature and leverage and point out, because really as experts we’re continually seeking expertise.

The more that I shine the spotlight on others the more that shines back on me as someone who is looking to take care of my audience and my tribe and my readers and my followers. So I do that daily, weekly, monthly, always.

John: … great focus. But again, you still haven’t told us one story of you doing that in actual practice. Let’s hear it… I want to hear about a failure. I don’t want to hear about an overarching vague failure and what happened and why. I want you  to take us down to a day, a time, a moment that you failed. I want to be there with you, when you failed. Take us to that moment in time and share with us the lessons you learned from that.

Notice how the interviewee’s answer is abstract. He talks in general terms and take away messages. While his message is valuable, it is neither moving nor memorable. You don’t feel drawn into it like you do a story. There’s no drama. There’s no movie playing in your head about what happened.

Compare that response with the gripping story Mike Michalowicz told in his interview:

Take Away Message

Use  examples and short stories to make your important points come to life. –So for instance, in this post, I could have just exhorted you to use stories in your interviewees and explained why. However, by sharing a story of what it sounds like when you don’t do that…and then sharing a story of when the interviewee DOES tell a story…it’s much clearer what I’m saying and—hopefully—makes the point hit home far more forcefully.

To Apply

  1. Listen to EntrepreneurOnFire.com to get schooled in storytelling
  2. Collect examples and stories that illustrate your key messages
  3. Get coaching if you’re unsure of how to tell a good story or aren’t sure about the stories you’re  using

For More On How to Use Stories to Become a More Interesting and Persuasive Communicator
If you want to learn more about how to use stories to make your message come alive, come to upcoming seminar:

Tell a better story. Become more interesting. Grow your business.

 

When: June 24rd · 12:45PM-1:45PM

Where: O’Maine Studio, Portland, Maine

A Maine Startup & Create Week Partner Program

For more information

Jun 23, 2015 | 0 comments View Post

How to take a “Ah hah!” moment and turn it into a teaching story

As I’ve mentioned in other blog posts, the question I get asked most frequently by people who want to use stories to become a more interesting communicator is…

“Where do you find stories to use in your presentations?”

The answer:

Everywhere.

The key:

Pay attention to when you have an “Ah hah!” or “Wow…that was cool” or “Now THAT was a surprise” moment and then ask:

  1. What are possible take away lessons?
  2. How might I use what just happened as a metaphor to explain some concept I frequently explain?

In this short video, here’s an example of this. The story is also an example of how to open a presentation with a story that both illustrates what you are going to talk about and…how what you are about to talk about will benefit the audience.

Showing the audience in the very beginning how what you will share will benefit them is a great way to grab their attention and motivate them to listen.

Stories are a powerful way to do that.

For More On How to Use Stories to Become a More Interesting and Persuasive Communicator
If you want to learn more about how to use stories to make your message come alive, come to upcoming seminar:

Tell a better story. Become more interesting. Grow your business.

 

When: June 24rd · 12:45PM-1:45PM

Where: O’Maine Studio, Portland, Maine

A Maine Startup & Create Week Partner Program

For more information

 

Jun 23, 2015 | 0 comments View Post

From Yawn to “Tell me more”

How to Get Your Prospects, Clients, and Audience to Care More About What You Have to Say By Using Stories

Successful financial plansHe was killing me.

His non-stop description of the service he provides and all the details, background research, etc. was putting me into a coma.

Not wanting to be rude, I politely listened, but tried to indicate with vigorous head nods and quiet  “Yup…got it…” comments that we could move on to the next point.

Oblivious to my signals–or perhaps because he didn’t know an alternative approach–he continued to root around in the weeds.

At one point, he said something like “I don’t want to bore you with all the details” and then continued to do so.

I bet you have been on the receiving end of this type of sales conversation and you know how painful it is.

Have you been on the other side?

Have you been “that guy”?

If you are not using stories to show how your product or service helps people like your prospect and businesses just like your prospect’s, you probably are losing people that you could otherwise help.

 

Why Should You Use Stories in Your Sales and Consulting Conversations?

  1. We all love interesting stories. Ever notice how you perk up when a speaker tells a story rather than talks about concepts and ideas at an abstract, 30,000 foot level?
  2. They involve people at a more visceral, emotional level than if you just share facts and talk logic, which make your points far more persuasive and your message far more memorable.
  3. Because of points #1 and #2, when you tell stories well, you and your ideas become FAR more interesting to other people….which makes you a welcome guest wherever you go.
  4. They enable you to answer the “What’s in it for me?” question going on in your prospect’s head in a far more fascinating and powerful way…again…because it connects with them at an emotional, easy-to-relate-to level.
  5. They enable you to challenge someone’s objections or perspective in a respectful, non-confrontational way (after all…you’re just sharing a story about a conversation you had with another person, or an experience you had).
  6. They enable you to make complicated, difficult-to-understand, or industry-specific concepts and practices understandable to someone not in your field. Remember a confused mind loses interest and chooses inaction.
  7. When you tell the right story and tell it the right way, you are able to communicate how good you are in a subtle non-Donald-Trumpish way.

Two Stories You Must Master

While there are a number of story genres you can use to become a more compelling and influential communicator, let’s get you started with two.

Whether you are talking one-on-one, presenting to an audience, or writing, you want to use Pain stories and Pain and Promise stories.

I opened this post with a Pain story.

Rather than open with an admonition that you need to tell stories if you want to engage prospects, clients, and audiences more effectively, I shared a story of what happens when we don’t.

I shared that story because I wanted you to recall how you feel in those situations and therefore understand at a visceral level why it’s critical to “not be that guy.”

Pain stories are also a great way to start off a presentation. They immediately hook your audience into the pain that would motivate them to listen to your ideas and to your proposition.

The Pain and Promise story starts out with the pain, and then describes what happened once you helped that person or business with their source of pain. It communicates in a non-salesy way “Here’s what can happen to you if you work with me or buy my product.”

 

For More On How to Use Stories to Become a More Interesting and Persuasive Communicator

If you want to learn more about how to use stories to make your message come alive, come to upcoming seminar:

 

Tell a better story. Become more interesting. Grow your business.

 

When: June 24rd · 12:45PM-1:45PM

Where: O’Maine Studio, Portland, Maine

A Maine Startup & Create Week Partner Program

For more information

Jun 17, 2015 | 0 comments View Post

Use an Analogy to Pack a Punch: Togue Brawn shows you how

Togue holding scallopsTwo weeks ago, I heard one of the coolest examples of how analogies make your point pack a punch. It happened at a “pitch fest” hosted by the Maine Center for Entrepreneurial Development’s  Top Gun program.

Ten entrepreneurs pitched their ideas to an audience of several hundred, competing for a $10,000 prize. It was also a chance to hone their  pitch craft.

Several entrepreneurs stood out for their speaking skill.

One of them was Togue Brawn, founder of Maine Dayboat Scallops. who will be speaking on June 24th at the upcoming Maine Startup and Create Week.

First, she clearly had passion for the impact her business would have in the lives of her customers and the fishermen she served.

In fact, after the event, I was talking about what a dynamo she was to a seasoned angel investor–a man who has seen it all. He laughed and said, in true When Harry Met Sally fashion–“Yeah…I want whatever she’s having!”

Besides her  passion, one of the other aspects of Togue’s talk that stood out for me was how she used a powerful analogy to capture the difference her business makes.

In Made to Stick, Chip and Dan Heath cite analogies as being one of the six power tools of the communicator who wants to make their idea “sticky”–i.e. people can’t get it out of their heads.

Why are analogies such a powerful communication tool?

  1. They translate the unfamiliar into the familiar…making your idea easier to understand.
  2. They translate the abstract into the tangible. The brain has a much easier time processing concrete images and situations from real life than it does making sense out of abstract concepts. Also, because concrete images and real life situations have a strong sensory component, they evoke more emotions that abstract ideas that only involve the intellect. BTW…notice that this point is an abstract concept. Now…let’s share a specific situation and concrete image that will make this point much more understandable.

Before you hear Togue’s analogy, here’s some quick context, so it makes more sense…

As part of her Origin Story, she shared her epiphany about the plight of Maine’s scallop fishermen and their customers. Most commercially fished scallops that are caught in federal waters in boats that are out to sea for a week or more. These scallops, when sold to consumers as “fresh” can be 12 days old. Maine’s scallop fishermen are all of the dayboat variety, meaning they go out and come back with their catch in one day.

Their scallops are a day old. But…because no delivery system existed to get these into customers’ hands, Maine day scallop fishermen can’t charge the premium price their premium product deserves. Instead, their uber-fresh scallops have to go to the same processing plants as the federal water harvested scallops that are several day’s old. So day old scallops get mixed in with a week or more old scallops.

Now here’s the analogy Togue used to make her point about how this didn’t make sense:

“That’s like pouring a bottle of Dom Perignon into a bathtub of Barefoot bubbly,” she noted.

When I heard that, I thought “Score! What a way to capture the difference.”

While there’s a reason why Barefoot wine is a popular brand, there’s a reason why Dom Perignon has a cachet that popular consumer brands’ don’t. If you made Dom Perignon, would you want it blended into any popular consumer wine and sold at that price or…would you want to get the price your product should command?

While giving the factual differences between scallops harvested in federal waters vs. those harvested by local scallop fishermen made for a clear comparison at the abstract, intellectual level, Togue’s analogy made it tangible. The listener could instantly get the difference at a deeper, more experiential level.

Hence, the power of a good analogy.

So…if you want YOUR ideas to pack a punch, start generating analogies to make your points hit home.

To learn more about how to use analogies and stories to make your ideas more interesting and persuasive, come to:

Tell a better story. Become more interesting. Grow your business.

 June 24rd · 12:45PM-1:45PM

Who should attend: Business owners, self-employed professionals, leaders and others who want to communicate the value of their ideas, service, and business in a more compelling, interesting, and persuasive way… whether in front of a group or one-to-one.

Where: O’Maine Studio

Fee: $10 for attendees at Maine Startup and Create Week, $15 for non-attendees (includes lunch)

A Maine Startup & Create Week Partner Program

 

 

 

Jun 16, 2015 | 0 comments View Post

More great examples of how to tell a story from Entrepreneuronfire.com

john lee dumas

If you are an entrepreneur who wants to be a more interesting interviewee or speaker, one of THE best places to get schooled in this is John Lee Dumas’s podcast Entrepreneur on Fire.

When it comes to the importance of communicating your message via stories–and not abstract terms and speaking at the 30,000 foot level–John totally gets it.

And…he’s not shy about calling out guests who don’t tell stories after he asks for one (and has sent them prep material ahead of time). I’ll be dissecting one of these examples soon, but in the meantime, here’s an example of how to do it right.

Check out Podcast 703 of EntrepreneursOnFire for more great examples of how to tell compelling stories.

In this episode, John Lee Dumas interviews David Long of MyEmployees.com.

While I recommend listening to the whole interview, the two stories I want to highlight here start at 8:15 and then at 15:06. They are worth listening to solely for the messages about turning adversity into opportunity and “going for it,” they are also worth listening to simply because they are great examples of how to tell a story.

As you listen to Dave share these two experiences, notice how you can imagine being there with him. It isn’t a dry account of a series of events, but rather compelling stories that draw you in and evoke your emotions.

So…listen away and experience some more excellent examples of how to tell compelling stories from Entrepreneursonfire.com.

Podcast 703 with David Long

To learn more about how to be a great storyteller, check out Powerful Storytelling Techniques

Jun 14, 2015 | 2 comments View Post
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