Story For A/E/C Firms
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Presentation to SMPS Seattle on Storytelling to Move Audiences. Relevant for any B2B professional service firm.
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Story For A/E/C Firms
- 1. @ D A V I D L E C O U R S f o r S M P S S E A T T L E Storytelling to Move Audiences
- 4. Can I Tell You a Story?
- 12. a KAA Design company , , -- . -- www.evensarc.com . @.
- 14. , , -- . @. . www.evensarc.com Portfolio
- 17. The Point Continually Deepen Expertise Share Expertise Generously Differentiate via Story
- 19. 1 of 3 Stories About Me About My Firm Whom We’ve Helped
- 20. About Me About My Firm Whom We’ve Helped Written Bio Video Bio Self-Intro Interviews Networking Social Media Speaking Website Video Direct Mail Proposal Networking Social Media Speaking Case Studies Project Sheets Website Monograph Interviews Publicity Social Media Testimonials
- 22. Agenda Why lead with story? What is story? 3 stories to master How to write your stories How to tell your stories
- 23. Format presentation / stories workshop exercises notes / handout / slides comments
- 26. Story Moves Audiences Get to know, like, trust you Know, like, trust your firm Persuade Everyone is in marketing
- 32. Mirror Neurons
- 35. “People that tell stories rule the world.” –Plato WHY
- 36. 3
- 39. We aren’t present when the decision is made. WHY
- 40. Tell me a fact and I’ll learn. Tell me a truth and I’ll believe. But tell me a story and it will live in my heart forever. — Indian Proverb
- 41. Story=Virus
- 43. ? WHY
- 44. Agenda Why lead with story? What is story? 3 stories to master How to write your stories How to tell your stories
- 45. What is a story?
- 46. Story Structure
- 48. SETUP1
- 49. CONFLICT2
- 50. “Something must be at stake that convinces the audience that a great deal will be lost if the hero doesn’t obtain his goal. If nothing is at risk, then it’s not interesting.” –Robert McKee
- 51. TURNING POINT 3
- 52. OUTCOME 4
- 53. YOUR POINT 5
- 56. SETUP CONFLICT TURNING POINT OUTCOME 4 3 2 1 YOUR POINT 5 How the Seattle Kraken got their name who where when tension resistance struggle a-ha light bulb catalyst to change ending new way . . . .
- 57. Agenda Why lead with story? What is story? 3 stories to master How to write your stories How to tell your stories
- 58. @ D A V I D L E C O U R S f o r S M P S S E A T T L E Break
- 60. About Me About My Firm Whom We’ve Helped
- 62. Why did I lead with an About Me story? WHY
- 63. People do business with people they know.
- 65. About Me Stories 1. Challenge plot 2. Rags to riches plot 3. What I’ve learned plot 4. My purpose plot 5. Others? via Bill Baker
- 66. About Me Stories 1. Event from your youth predicting you becoming a marketer 2. Why did you become a marketer? 3. A moment confirming this is your calling 4. Key turning point in your career via Bill Baker
- 67. POINT Not just what you do, but why
- 68. Agenda Why lead with story? What is story? 3 stories to master How to write your stories How to tell your stories
- 72. Start with the point. HOW
- 73. My About Me 1. Point: my why 2. Outcome: my new way 3. Setup: me, KAA, work 4. Conflict: fired by KAA 5. Turning Point: a-ha
- 74. SETUP CONFLICT TURNING POINT OUTCOME 4 3 2 1 YOUR POINT 5 My Why: Help firms differentiate via the power of story Me KAA Owner Getting fired Realizing my firm was a commodity Focus on A/E/C, winning new KAA project
- 75. About Me Stories 1. Event from your youth predicting you becoming a marketer 2. Why did you become a marketer? 3. A moment confirming this is your calling 4. Key turning point in your career via Bill Baker
- 77. SETUP CONFLICT TURNING POINT OUTCOME how does it end the new way 5 4 3 2 YOUR POINT 1 YOUR POINT OUTCOME TURNING POINT About Me Story Outline CONFLICT SETUP who what when tension resistance struggle a-ha light bulb catalyst to change © .
- 78. SETUP CONFLICT TURNING POINT OUTCOME 4 3 2 1 YOUR POINT 5 who where when tension resistance struggle a-ha light bulb catalyst to change ending new way
- 80. About Me About My Firm Whom I’ve Helped Possible Plots: Founding Story Purpose Story Vision Story Revenge Story Challenge Story
- 84. SETUP CONFLICT TURNING POINT OUTCOME how does it end the new way 5 4 3 2 YOUR POINT 1 YOUR POINT OUTCOME TURNING POINT About My Firm Story Outline CONFLICT SETUP who what when tension resistance struggle a-ha light bulb catalyst to change © .
- 85. SETUP CONFLICT TURNING POINT OUTCOME 4 3 2 1 YOUR POINT 5 who where when tension resistance struggle a-ha light bulb catalyst to change ending new way
- 87. Challenge of a service biz WHAT
- 88. Story is a shortcut to trust WHAT
- 89. About Me About My Firm Whom I’ve Helped Possible Plots: Value of Design Overcome Challenges Your Process Works How Client Met Goals ROI
- 91. Your Client is the Protagonist WHAT
- 94. SETUP CONFLICT TURNING POINT OUTCOME how does it end the new way 5 4 3 2 YOUR POINT 1 YOUR POINT OUTCOME TURNING POINT Whom We’ve Helped Story Outline CONFLICT SETUP who what when tension resistance struggle a-ha light bulb catalyst to change © .
- 95. ? WHAT 3 STORIES
- 96. @ D A V I D L E C O U R S f o r S M P S S E A T T L E Break
- 97. Agenda Why lead with story? What is story? 3 stories to master How to write your stories How to tell your stories
- 99. LT S
- 100. SL T
- 101. Mirror Neurons
- 102. Where? HOW
- 103. About Me About My Firm Whom We’ve Helped Written Bio Video Bio Self-Intro Interviews Networking Social Media Speaking Website Video Direct Mail Proposal Networking Social Media Speaking Case Studies Project Sheets Website Monograph Interviews Publicity Social Media Testimonials
- 104. When? HOW
- 105. About Me About My Firm Whom We’ve Helped Tell Me About Yourself. Why Should I Hire you? Tell Me About Your Firm. What’s different about your firm? Questions on: Problem Solving Change Collaboration ROI Expectations Pragmatism Hands-On Environment
- 106. Set Up HOW
- 110. Homework
- 111. Speak Human HOW
- 112. “There is nothing like telling your story in person. The more time we spend in front of screens, the more we crave human contact.” –Arianna Huffington
- 113. Make It Sticky HOW
- 114. ? HOW
- 115. Agenda Why lead with story? What is story? 3 stories to master How to write your stories How to tell your stories
- 116. Conclusion
- 117. This may seem weird.
- 118. Why lead with story?
- 119. What is a story?
- 122. Next Steps
- 125. Hunting for Stories
- 127. Tell me a fact and I’ll learn. Tell me a truth and I’ll believe. But tell me a story and it will live in my heart forever. — Indian Proverb
- 129. Bonus Material