Facts Tell, Stories Sell

If you are in sales and/or marketing, you may have heard this phrase before. It’s as true in any presentation as it is in sales and marketing. Stories have a unique way of connecting with people in a very personal way. Your stories used in a presentation or speech will likely invoke memories and feelings in your audience that you desire to help promote your message.

Have you ever been at the buying end of a sales pitch that just spent most of your time presenting facts and figures about a car, vacation plan, or some other major purchase? Did you feel disconnected from the “seller”? If you’re like me, you probably did. But, was there a time when someone presented you with a story that helped you to see the message they were conveying more clearly? If you were with me and my clients in an insurance agent’s office last month, you would have seen the power of storytelling.

As an insurance consultant, I frequently sit in on proposals given by agents to my clients. I had the opportunity to hear an agent very poignantly tell a story of a close friend who had been involved in a terrible car accident. His friend’s life had been permanently altered by the consequences of the accident. A once very active athlete, he was now physically wracked with pain and had huge medical costs. This chilling example hit home to my clients in making financial decisions on their insurance. The agent didn’t make up a story purely as a sales gimmick. It was a true and personally touching story meant to give a real-life scenario to an intangible product. In the end, it was a win-win for both parties.

Regardless of the message you are going to deliver, or the audiences you will deliver it to, stories are your key to success. Whether you are in the board room, the locker room, or your teenager’s room, your message will be best delivered with examples of true stories that happened to you.

Do you need help remembering stories? Create a document file in your computer and keep track of stories – humorous, sad, or dramatic – that you feel will help you “sell” an idea or message later. Use it as a resource as you plan your next presentation and it will help you connect with your audience.

P.S. My educational CD called Panic to Power: Swift and Simple Speaking Strategies Anyone Can Use will help you overcome any anxiety you have in communicating your message and give you valuable tools even if you are an experienced presenter. Take a look to your right and look for the giant CD to buy it today!

P.S.S. I have a new workshop called Panic to Power for Business: Turning Panic into $$$$. It’s so new it’s not even on my web site yet! Call me at (360) 271-1592 or send me an e-mail at dan@danweedin.com to find out more, including how to get my CD free!

Shake On It!


Have you ever noticed that sometimes when you go to shake another person’s hand, that their eyes are looking somewhere else? How does that make you feel? If you’re like me, it probably makes you feel that you’re not very important to that person. Just another hand in the line to shake, right?

Shaking hands is one of the oldest forms of communications. It originated by showing the person you are greeting that you come unarmed. It’s a standard business and personal practice, particularly in the western world.

Too bad we are often thinking about something else when making that communication link. It might be about the sales presentation we are about to give. Or, if you’re in a group of people, you might wonder if the other person is scanning the crowd to see who else’s hand they need to shake instead of greeting you. Does this make you wonder where your eyes are when you shake? It did for me.

Why don’t you take the same challenge I gave myself. Make a concerted effort to slow down and enjoy the greeting of the person who’s attached to that hand. Making solid eye contact along with a firm hand shake and kind word not only is good for business, it’s also good manners. It will make you memorable to that person.

The next time you’re in a situation to meet and greet, think about your posture and the message you’re sending. Remember, eye contact is a form of communication. I believe you will find the quality of this communication as well as your relationships will improve. They have for me.

Webinar for Coaches slated for September 13

Wow…first a blog and now a webinar. Scary how much time I’m spending looking at the computer monitor. I’m really pleased to announce that I’ve started doing webinars. What’s a webinar, you may ask? Basically, it’s a meeting or seminar you can attend from the comfort of your own home. You simply dial in on your phone, or cooler yet, log onto the web and tune in there.

In September, I’m hosting a webinar for high school and youth coaches on how to earn more money fundraising so you can travel to tournaments, buy needed equipment, or attend camps/clinics. If you’re a coach that wants to be a more efficient and productive fundraiser, this webinar is for you. The best news is that it’s FREE. Yes, you read correctly…FREE. Here’s the information you’ll need to join the event:

EVENT: Sweating the Little Things – Fundraising Solutions
DATE & TIME: Thursday, September 13th at 6:30pm Pacific
FORMAT: Simulcast! (Attend via Phone or Webcast — it’s your choice)

That’s it…very easy. You can even ask questions leading up to the event that I will answer.

Psst..here’s a secret. Even if you don’t coach, you may find this webinar valuable. If you’re like me and are a member of a service club or non-profit organization, you need to raise money, too. These concepts and tools work for ANY type of fundraising. You’re welcome to join. After all, it’s FREE!