How To Make Saying Yes A No Brainer For Your Audience Using Stories In As Little As 30 Minutes

I'm walking through the woods on a Monday afternoon.

Headphones on and I'm on my usual powerwalking + brainstorming session.

I call them POWERSTORMING sessions!

Well, maybe I just made that up (but the insight I got from the walk changed the way I look at stories completely).

You see, I was just starting to dabble in copywriting. I heard from multiple people it's a skill every entrepreneur should at least be dangerous at.

Naturally, I started listening to my first bunch of copywriting podcasts.

I was listening to the Pete Godfrey Persuasion podcast and boy was there 1 line that blew a whole wave of nostalgia back at me.

Pete dropped a line that will forever be etched in my mind.

"People Will Do Anything For Those Who Encourage Their Dreams, Justify Their Failures, Allay Their Fears, Confirm Their Suspicions, And Help Them Throw Rocks At Their Enemies"

You might read that and think to yourself....

Yeah that makes sense.

I want to demonstrate to you it's far more profound than that.

Let me lead you on deeper in the rabbit hole of storytelling psychology and how they are linked to making people say YES to your offers.

Are you ready?

In my previous article I spoke about getting to know your market with the PQR2 rule. To catch you up to speed though...

I want you to imagine you're a detective (a detective of your customer).

Before you write a single word of your story, you must first enter the conversation already going on in your audience's mind.

One of the many thought exercises is to break down into 5 buckets:

This comes from Blaire Warrens One Sentence Persuasion

Encourage dreams (what are they?)

We are in the business of selling hope. What is that hope?

Justify their failures (What are they?)

Your audience has made bad decisions before in the past (and we all don't want to look stupid). Let them know YOU know!

Allay their fears:(When have they been burnt before?)

What keeps them up at night? What makes them ANGRY? How can you rattle their cage a little?

Confirm their suspicions: (Tell them you know what they’re thinking) 

How can you be disarmingly honest? What's a dirty objection most people hideaway? Bring it to the surface and acknowledge it. 

Help them throw rocks at their enemies: (Who/what is their enemy)

Is it people posing with rented Ferraris? Is it a failed system?

Just don't call people out, that's important.

Once you have these story building blocks, it's time to start piecing together.

Typically when presenting an offer we want to cover 3 stories that address 3 things your audience are thinking to themselves.

This is a simple and effective model borrowed from Russell Brunson

The Vehicle (Does this thing actually work)

Internal Belief (Cool I believe the thing works, but how can I make it work for me?)

External Belief (I believe I can make it happen, but I don’t have the resources: time,money, energy, to make it happen)

Based on the PQR2 and the One Sentence Persuasion: write down some other false beliefs your intended customers may have about V/I/E.

Eg. I've seen stories all over the internet but do they actually work (vehicle belief)

Eg. I've taken dozens of online courses, I'm not sure I'm capable of learning how to implement stories into my marketing (internal belief)

Eg. I'm afraid I won't have the time to write a story for my marketing (external belief)

Once you start listing objections and thoughts into these three buckets. You will be able to identify what's the right story to tell.

But you're probably asking... HOW do I get these answers?

What sort content creator would I be if I didn't create a little suspense?

A good old fashioned... CLIFF HANGER.

Yes, next week I will reveal HOW you would grab these nuggets of marketing material.

But if you are DYING to find out, in one of my most downloaded podcast episodes on Storytelling Secrets you'll find the answer in the comments below ??