MarketingProfs B2B Forum is going virtual... with a twist. Don’t miss it.

In our million-channel world, it is the brands whose customers tell the best stories that win. Yet how often do we give them "real stories" to tell...?


How many of the things we communicate make their conversations more interesting? Is our brand's story actually sufficiently clear to tell, at all?
So, to muse a bit more about this: Once upon a time there where 10 Truths of Branded Storytelling.
Truth # 1: Seek the Story to Rule Them All
Great brand stories stem from the reason a brand exists. Apple wanted to free creative spirits while slaying the Microsoft dragon. Coco Chanel set out to re-invent fashion and liberate women from tradition. Pepsi wants to be a catalyst for change for every generation.
Dig into the history, people and promises of your brand to uncover its Unique Story Proposition (USP). Make this the anchor for everything other story you tell.
Truth # 2: Great Stories Come To You, If You Listen
Once you have defined your USP, use every opportunity to listen for supporting stories from your staff, suppliers and customers. Encourage people to bring these stories through competitions, blogging and more importantly actually listening to them.
In fact, merely guiding people's attention towards your USP sets the storytelling wheels in motion. All you have to do is watch the magic happen.
Truth # 3: Amplify Stories that Others Can Tell
The brands that win tomorrow are those whose customers tell the best stories. As you discover stories that match your USP, select those that are simple enough to remember and fun to recite. Minimize plot-twists and complex layers and highlight those aspects that re-enforce your overall brand message. Test what sticks best, and when you've got it, put the weight of your media behind them so they can start living a life of their own.
Truth #4: Connect Your Branding Efforts to Your USP
Each commercial, branded entertainment programme or promo is a "mini-story" within the overall framework of your brand. It should always connect to your Unique Story Proposition. Work with your agency to establish creative parameters and rigorously apply them to each idea. And in case of protest from the imaginative classes, remind people that Shakespeare, Mozart and Da Vinci also had a heavy rulebook to consider.
Truth #5: Connect your Story Efforts to Your Bottom Line
A great story is nice, yet to make money, it has to press the "buy" button in the customer's brain. For this you need to ensure that your story "ticks" the age-old behavioural triggers like emotion, contrast, egocentricity, the power of beginnings, etc. Use them, and people will respond. Avoid them at your peril. This book is actually a good guide.
Truth #6: Know Your Classics (yet don't get hung up on them)
Writers from Aristotle to Vogler have successfully captured the essence of storytelling into rules and recipes. \ However, when taking their guidance, it's easy to get intimidated by the need for story arches, archetypes, enemies, heroes, challenges. Study and apply their teachings, yet don't let them get in the way of actually telling the story (even if it's not perfect). What you say is infinitely more important than how you say it.
Truth #7: Storytelling Is not Just About Words
Reflect your USP in everything you do. The way you design your product, the way you build your stores, the way your staff dresses and behaves, the way you deal with your customers. Your brand's actual behaviour is the loudest storyteller of them all and any dissonance will be noticed. Look at every touchpoint and benchmark it against the story you aim to tell. If there is a disconnect, fix it. At some point it will blow up in your face.
Truth #8: You Don't Need to Tell it All
If you want to promote word-of-mouth, leave the mystery. People don't want to know how the sausage is made. People love to guess the end of the novel. Telling all of your brand's story at once is not only a waste of opportunity, it actually turns consumers off. Use your story as a prelude or epilogue to the actual experience of using your product or service. If you truly live your USP, people can fill in the blanks themselves.
Truth #9: Let Go of the Illusion of Control
In the old world, there was the comforting illusion that if you shot enough GRP's at de-sensitized consumers, all would be well. In story-world, this illusion is gone. Good stories amplify themselves. Bad stories die. But stories also evolve as they travel from ear to mouth. Resist the urge to intervene, and definitely never call in the lawyers if you run into internet versions which don't fit the original creative brief. After all, the fact that a customer talks about you, means she cares.
Truth #10: You Cannot Fake Authenticity
Last, but definitely not least, ensure your stories reflect the real behavior of your brand. In the age of consumer-generated media any sign of insincerity will backfire. Every claim you make will be investigated by someone, somewhere. And in contrast to the old days where you could just "hush up" things with a bit of crisis PR, the footsteps you leave in Google-sand cannot be erased.
Have a happily ever after!
Technorati tags:

Sign up for free to read the full article.

Oh, boy. The dreaded sign up form.

Before you run for the hills, we wanted to let you know that MarketingProfs has thousands of marketing resources, including this one (yes, the one behind this sign up form), entirely free!

Simply subscribe to our newsletter and get instant access to how-to articles, guides, webinars and more for nada, nothing, zip, zilch, on the house...delivered right to your inbox! MarketingProfs is the largest marketing community in the world, and we are here to help you be a better marketer.

Already a member? Sign in now.

Loading...

ABOUT THE AUTHOR

Alain Thys is a founding partner of Futurelab, a marketing, strategy and business model innovation boutique which helps companies identify new profit opportunities in an ever more complex world.

In this role he also edits Futurelab’s blog, which is the first step to establish a co-creative community of innovators from business, science, politics and the arts.

Alain considers himself a storyteller and agent of change. His core skill is to make complex business issues easier to understand and help senior executives translate them into strategies that inspire their customers, staff and stakeholders.

In previous lives Alain has been in charge of retail and marketing at Reebok EMEA, done pan-European advertising & research at Mexx and as a VC was involved in 30+ start-ups ranging from European mobile payment systems to Indian industrial alcohol plants. The obligatory flirt with digital adventureland included two major dot-busts, and turning down the friends and family round in an unknown outfit called Netscape.

Alain is a regular speaker, has authored a number of seminars and in addition to occasionally ranting on blogs is working on two books he still hopes to finish before they’re out of date.

He is very happily married, has a great little son, and apart from his family he most enjoys cooking, the South of France and a good glass of Malt Whiskey. Like his role model Da Vinci, he considers simplicity to be the ultimate sophistication.