5 REASONS YOU MUST USE STORYTELLING WHEN SELLING TECHNOLOGY
Ever watched the eyes of a prospect glaze over when given a Technical Data Sheet? You’ll get exactly the same reaction if you focus only on feeds, speeds and specs when marketing and selling any complex software or technology. Here are 5 reasons why sytorytelling is vital in the Tech Sector.
1. YOU ENGAGE THEM
The challenge with selling technology is it can seem cold and impersonal, compared to selling say lingerie or kittens. Nothing makes your solution come to life more than giving it a human voice. In your content, speak to prospects as if you’re chatting over coffee. Be conversational, be you and you’ll get instant engagement, human to human. Human to data just doesn’t work.
2. YOU WIN THEIR TRUST
Once your prospects are engaged, they’ll decide if they like you and trust your message. If they do both, they’ll keep listening, watching or reading. For instance, your specs may not be your key strengths. It might be your knowledgeable people, efficient service, Australian hosting or accessible offices that convert prospects to clients. These are what you reveal in stories that involve and engage your audience.
3. YOU RELATE TO THEM
If you tell your story in terms that relate to prospects and their problems, you’ll show you understand them and what’s important to them. It’s a vital step towards being considered as the solution. Use examples that relate to them, characters they can relate to, tension that you know they feel.
4. YOU STAND OUT
Your competitors will all be trying to prove what their products do and how they work, using lots and lots of dry data. If you show how your solution relates to your prospects’ situations and problems and focus on your strengths, in stories that engage your audience, you’ll be the one that stands out.
5. YOU CUT THROUGH
When you’re face to face, use storytelling too. Use the phrase ‘people buy from/partner with us when…..’ and fill in the blank a goal your prospect wants and a pain he wants to avoid. This is a powerful way to position your offering and introduce a third-party story, from a delighted client who achieved the same goal and avoided the pain with your help.
So, 5 strong reasons to turn your back on speeds and feeds and dive into the pain and pleasure of storytelling.
Need a hand telling your technology story? Contact us and we’ll show you how.
Seasoned Cybersec & AI Top Voice In Asia Pacific, Speaker, 5x Growth Booster. Advocate for Ethical AI and AI Automation. Solution Architect, Security Architect. Member ACID & AISA. Pursuing CISSP & Graduation@AICD.
4 年Very true ... for me I always start with a ice breaker joke or a story to build the value that we are going to give the customer
Chair, NED, Advisor and mentor. Speaker on Board Fraud, Ethics, Governance. Writer on data modelling for Business Development. Casual speaker on Nuclear Submarines.
4 年The story-telling is also true in grant applications. In my review of over 1,000 applications over the past 10 years its the ones that tell the story that have the best chance.
Helping Software & Technology Companies Scale Through Strategy, Sales and Marketing
4 年You are right Tracey?- This is great for 2 reasons 1. It's correct. I love storytelling and 2. its concise.? ?
I help Aussie boomers thrive
4 年If only more blog posts were as clear, concise and short as this one!
I help Aussie boomers thrive
4 年Matthew Whyatt?I know this is close to your heart!