What's Your Back Story?
Her mission, purpose and WHY was to free people from worrying about finances so they could enjoy their lives and relationship so much more. Then I asked her to tell me her “back story” on that. I asked such questions as,
• What happened to make that true?
• Why have you chosen this business focus over all the other ones you could have chosen?
• What happened in your childhood, or during your formative years?
• What was a challenge you overcame that made you passionate about this?
She started telling me about coming from a family that argued when money was tight. Sound familiar? When money was good, they were happy together - her parents got along, the kids got attention and they did outings together. When money was tight they argued, the kids felt neglected and they didn’t do anything fun together.
Do you already have a great WHY story? If so, how do you use it and how has it helped your business grow? If not, what questions do you have about this topic? Feel free to add your comments below.
3 Benefits of WHY Stories
#1 – Prospects know, like and trust you more: Because your WHY story includes your mission, values and purpose, they get to know you on a more personal level, which tends to build trust. That is, of course, if they are a good fit for your offerings.
#2 – Stories help bypass people’s objections: Most people have their guard up when listening to offers from sales people. When they listen to your story they listen from the imaginative part of the brain. That way they are less likely to overlay a previous bad experience onto you. In addition, it makes them more open to new possibilities for their life.
#3 – Stories make you more memorable: Have you ever been to a business presentation that was all facts and theories -- boring, right? People hear facts from the logical part of their brain, where the short-term memory resides. Stories, however, access the imaginative part of the brain where the long term memory resides. Your prospects don't need to know every single fact and feature. Stories touch on emotion. People buy because they connect to the emotion. When you tell them your WHY story, it stirs their imagination and feelings about the story, so they can see themselves getting the benefits of your offer.
You can do this! Learn how to reach people's heart with your story and your business will flourish. Choose today to create one new story, and you will be so thankful you did.
Author, Carla Rieger
Carla Rieger is the Director of The Artistry of Change Training Inc., an internationally recognized consulting firm helping speakers be their best. She helps you go from good to getting a STANDING OVATION. Or, she takes you from no presentation to a powerful presentation that massively increases your income and credibility. She particularly focuses on leading edge tools to bounce back from setbacks, build your self image and be your best at the front of the room. Carla is a Platinum Member of eWomenNetwork.