We all know that people aren’t interested in boring product information or sales pitches. They are interested in how they can solve their problems or reach their goals, but even this can be dry and boring. One of the best things about webinars is you can use stories such as client case studies, your personal journey, or analogies and metaphors to build value for the sale while keeping your presentation interesting and engaging. The best thing about selling with storytelling is that when we hear a story, our brain “switches gear” and relaxes. It stops being “on the defensive” like it is during a sales pitch, and enters a different state where it is more open and receptive. This is perfect for helping people see things from a new perspective, or seeing how your product can work for them. The Hero’s Journey narrative model is particularly useful for helping buyers to see themselves in your client stories. When they listen and watch stories of people just like them who had a problem and overcame it with your they come to recognise where they are stuck, what they need to do to reach their goals, and how you can help them, and why they should work with you. Best of all – it’s them “selling themselves” on working with you, rather than you trying to convince them that you can help.
