Comments on: What’s Your Backstory? http://www.ianbrodie.com/marketing/backstory/ More Clients in Less Time, Even if You Hate Selling Tue, 07 Feb 2012 20:09:52 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: 10 Linkedin Tips for Professionals | LinkedinPro http://www.ianbrodie.com/marketing/backstory/comment-page-1/#comment-2725 10 Linkedin Tips for Professionals | LinkedinPro Tue, 30 Nov 2010 04:43:02 +0000 http://www.sales-excellence.co.uk/?p=205#comment-2725 [...] them achieve. Then if asked more, you say a bit more about what you do – and give a little “backstory” as to why you are uniquely qualified to [...] [...] them achieve. Then if asked more, you say a bit more about what you do – and give a little “backstory” as to why you are uniquely qualified to [...]

]]> By: Ian Brodie http://www.ianbrodie.com/marketing/backstory/comment-page-1/#comment-223 Ian Brodie Tue, 27 Jan 2009 18:22:16 +0000 http://www.sales-excellence.co.uk/?p=205#comment-223 Thanks Ric - and you make a great point about Entertainment surviving the recession. Ian Thanks Ric – and you make a great point about Entertainment surviving the recession.

Ian

]]> By: Ric Willmot http://www.ianbrodie.com/marketing/backstory/comment-page-1/#comment-224 Ric Willmot Fri, 23 Jan 2009 06:10:48 +0000 http://www.sales-excellence.co.uk/?p=205#comment-224 Ian, The human appeal of storytelling is genetic, thereby making it one of the strongest influencers of our psyche. This is the reason why during all economic downturns we have so far experienced, entertainment continues to survive. No matter how hard people are experiencing life, they will find the money from somewhere to go to the movies. Your advice here is timely and pertinent. Professional services are a luxury purchase not a necessity purchase (at least in the minds of our prospects) - and so, people see us as a like to have not a need to have. However, if our "backstory" enables the prospect to understand that we have an intrinsic knowledge of what they themselves are experiencing, then maybe we are best placed to be of service to them. We like others who are like ourselves. Ian, once again, a good piece and I will link to it on my Monday blog post as my readership will get value from reading this. All the best, Ric www.executivewisdom.com www.ricwillmot.com Ian,
The human appeal of storytelling is genetic, thereby making it one of the strongest influencers of our psyche.
This is the reason why during all economic downturns we have so far experienced, entertainment continues to survive. No matter how hard people are experiencing life, they will find the money from somewhere to go to the movies.
Your advice here is timely and pertinent.
Professional services are a luxury purchase not a necessity purchase (at least in the minds of our prospects) – and so, people see us as a like to have not a need to have.
However, if our “backstory” enables the prospect to understand that we have an intrinsic knowledge of what they themselves are experiencing, then maybe we are best placed to be of service to them.
We like others who are like ourselves.
Ian, once again, a good piece and I will link to it on my Monday blog post as my readership will get value from reading this.
All the best,
Ric
http://www.executivewisdom.com
http://www.ricwillmot.com

]]> By: Ian Brodie http://www.ianbrodie.com/marketing/backstory/comment-page-1/#comment-222 Ian Brodie Thu, 22 Jan 2009 12:49:01 +0000 http://www.sales-excellence.co.uk/?p=205#comment-222 Right on Sean! And you don't need to have appeared on TV to have an interesting backstory - we can all craft a relevant, intriguing and "credentialising" (if there's such a word) backstory - if we think about it and relate it to our sales messages. It's just like your elevator speech - it's so much better if you prepare it (but deliver it as if it's ad-hoc, of course). Ian Right on Sean! And you don’t need to have appeared on TV to have an interesting backstory – we can all craft a relevant, intriguing and “credentialising” (if there’s such a word) backstory – if we think about it and relate it to our sales messages. It’s just like your elevator speech – it’s so much better if you prepare it (but deliver it as if it’s ad-hoc, of course).

Ian

]]> By: Ian Brodie http://www.ianbrodie.com/marketing/backstory/comment-page-1/#comment-221 Ian Brodie Thu, 22 Jan 2009 12:47:03 +0000 http://www.sales-excellence.co.uk/?p=205#comment-221 Yes indeed Will - I value storytelling really highly too - so much so I wrote a post about it! (<a href="http://www.sales-excellence.co.uk/articles/selling-with-stories-a-powerful-tool-for-building-trust-and-credibility.html" rel="nofollow">Selling With Stories</a>). Ian Yes indeed Will – I value storytelling really highly too – so much so I wrote a post about it! (Selling With Stories).

Ian

]]> By: Top Sales Blog http://www.ianbrodie.com/marketing/backstory/comment-page-1/#comment-220 Top Sales Blog Thu, 22 Jan 2009 11:35:29 +0000 http://www.sales-excellence.co.uk/?p=205#comment-220 Ian, This is a great article here. I would say that story telling in general is also important to succeeding in sales. People love to hear stories, so working on you story telling ability will certainly help your sales. Will Fultz Ian,

This is a great article here. I would say that story telling in general is also important to succeeding in sales. People love to hear stories, so working on you story telling ability will certainly help your sales.

Will Fultz

]]> By: Sean McPheat http://www.ianbrodie.com/marketing/backstory/comment-page-1/#comment-219 Sean McPheat Thu, 22 Jan 2009 08:33:03 +0000 http://www.sales-excellence.co.uk/?p=205#comment-219 You always need to give some context no matter what and people need to: - Know you - Like you (to a degree) - Trust you And you can't do any of those three without giving background info about what you do, where you've come from and where you are going. WII FM is true when it comes to the actual consultation and in the main that's what you need to focus on but I know from personal experience that people are fascinated about my background, TV appearances and so forth. It actually turns me into a human being and away from a sales person! Sean You always need to give some context no matter what and people need to:

- Know you
- Like you (to a degree)
- Trust you

And you can’t do any of those three without giving background info about what you do, where you’ve come from and where you are going.

WII FM is true when it comes to the actual consultation and in the main that’s what you need to focus on but I know from personal experience that people are fascinated about my background, TV appearances and so forth.

It actually turns me into a human being and away from a sales person!

Sean

]]> By: Skip Anderson http://www.ianbrodie.com/marketing/backstory/comment-page-1/#comment-218 Skip Anderson Thu, 22 Jan 2009 01:47:08 +0000 http://www.sales-excellence.co.uk/?p=205#comment-218 I love your concept of "the backstory" in selling. You've provided some valuable insight. Thanks. I love your concept of “the backstory” in selling. You’ve provided some valuable insight. Thanks.

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