Storytelling and Selling, Episode 98

Be the deliverer of someone’s backyard dream – Chris Lema

Use storytelling as a tool with selling.
Ask small business owners and freelancers “What’s your story?”
Everybody has effort and an hourly rate – find the thing that differentiates you with your story.
That story will connect you to the customer to show you understand their needs.

Anchoring is used as a tool to set the lowest acceptable price for the client and to adjust the price by showing your value.
You need to tell the right story so that people get anchored to the “right” price.
Push the client to tell you why they are doing something and listen as they describe their business.
If you compel the client to tell you their story and you listen carefully, you will deliver a better product.
If you can shift the focus from being a vendor to a business partner you will have better products.
When you understand the client’s drivers, context, etc. you can solve their problem in a completely different way.
When a customer discusses their problems, listen to the problem rather than creating a solution right away.
The more you know about somebody’s problem, the better your answer will be.
If you notice discrepancies in the initial call with a customer suggest a paid discovery project. At the end of the discovery, you and the client can decide whether you want to move forward.
Do not be bashful about discussing money.
Learn lessons about your business whenever you can and wrap them into your story.

Pro tip: Marinate in the problem space – not the solution space.