Storytelling To Increase Your Sales - Expert Coffee Chat with Kyle

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Today on the show we have something a little different. Usually, on the show, I am the one who is interviewing the expert. I wanted to give you a slightly different perspective and see what it is like when an expert is interviewing me on one of my favorite topics about storytelling.

Today I want to share parts one and two of an expert coffee chat I did with Jane Sagalovich. I have made a similar episode on this show but I think that being interviewed by someone that is an expert in products and storytelling and is asking unique questions gives a different spin. There are a lot of deep dives into different tactics and philosophies that I have that I really think you are going to enjoy.

We discuss:

[02:09] Expert Coffee Chats is Jane’s weekly series where she brings experts to help you gain clarity and break through the information clutter that entrepreneurs are exposed to.
[04:02] Since there is all this information out there and stuff going on we are really looking for a human connection.
[06:05] We are going to be talking about three stories to make enrolling new clients effortless.
[06:23] When it comes to storytelling most people have two problems: too many stories or too few stories.
[07:07] Kyle shares symptoms of poor storytelling.
[09:47] A client that doesn’t recognize your value isn’t actually such a perfect client.
[10:55] His main tool for enrolling new customers is a solid presentation.
[13:08] As experts, we’re always presenting.
[13:18] The biggest gap for entrepreneurs and experts today is not a tool, tactic, or training. It’s sharing their story and brilliance in a way that gets results.
[15:07] Unforgettable Origin Story shows why you can trust me and why you need to be listening to the rest of this presentation.
[18:27] We are pretty good about talking about our painful moments, but to really share the moment of success that is really impactful can be much harder.
[19:28] Kyle shares some examples of act 3 of your Unforgettable Origin Story.
[23:58] We want to understand the value that we want to communicate. It is important to be able to tap into the emotional experience that our clients are saying. We need to deeply understand our client and their pain points.
[25:46] What is your client’s problem and when did you feel like that?
[26:45] You don’t automatically know how to share your story because you have a success story.
[29:07] Simple frameworks can reduce the amount of static in your own mind so you can be more confident, authentic, and more present.
[33:42] Webinars, speeches, podcast interviews, and all content revolves around great teaching. There is a careful balance in teaching vs. selling in storytelling that you need to maintain in order to successfully convert your audience into customers.
[38:20] A Success Projection Story gives your audience a chance to enter the shoes of somebody just like them and show them how you worked with them and solved their problem.
[39:49] Kyle shares an example of a Success Projection Stories.
[42:30] If you can get this teach to sell balance right, you’re going to get people leaning in and taking notes when you’re talking about your offer and your teaching.
[44:59] Kyle recommends an Aligned Ending Story at the end. This is a story that resolves your talk and leaves your audience feeling the right emotion that you want them to take away.
[45:26] Every story has a moral, a message within it that gives it meaning. An Aligned Ending Story emotionally guides your audience to the right decision.
[47:05] Kyle shares an example of an Aligned Ending Story.
[52:44] If we make what we teach sound too easy they are going to think they are fine on their own. If we make it sound too hard they are going to disengage. It is a balancing act.
[53:38] We want to look at the problem differently and feel like there are new options for us.
[54:50] Kyle shares a story about crafting a story with a client in his Story Pro program.
[59:38] Creating this story changes you.
[61:03] 5 Brutally Honest Storytelling Mistakes That Kill Your Sales are the mistakes he commonly sees in presentations.
[61:47] Kyle shares a story from a few years ago about going back to his home state of Utah and visiting Zion National Park and the hidden gem.
[64:01] Find a way to share your story and let the world know that you are out there and really shine as that gem.