Tweet

Five Ways to Boost Sales Using Visual Storytelling

Written by: Corey Sommers

Article Overview: Ever heard the term "Death by PowerPoint?" This has become a common way to describe the lack of interactivity and boredom engendered by slide presentations. You've only got one chance to stand out from the crowd, and slides aren't the answer. Here are five ways salespeople can boost performance using "visual storytelling" instead of slides. Whether using a whiteboard, a flipchart, the back of an envelope or a tablet PC via desktop sharing software, savvy salespeople are now using the visual storytelling approach to engage with prospects in a way that will set them apart from the competition.

Five Ways to Boost Sales Using Visual Storytelling

Ever heard the term "Death by PowerPoint?"This has become a common way to describe the lack of interactivity and boredom engendered by slide presentations.You've only got one chance to stand out from the crowd, and slides aren't the answer.

Here are five ways salespeople can boost performance using "visual storytelling" instead of slides.Whether using a whiteboard, a flipchart, the back of an envelope or a tablet PC via desktop sharing software, savvy salespeople are now using the visual storytelling approach to engage with prospects in a way that will set them apart from the competition.

#1: Develop a Powerful Whiteboard "Story" Instead of Bullets

Your presentation should be much more than just a list of bullets - it should be a compelling visual narrative designed to showcase your products and services and how they deliver unique value. For example, you could create a story about a "tragic hero" (an anonymous customer) who overcomes adversity (the current situation) to attain ultimate glory (the desired state, achieved uniquely by your solution/service).The story also needs to be visually intriguing, with humorous iconography, and should have a script that goes along with each step.And don't forget to include planned interaction points where you'll engage with the customer to ensure a two-way dialogue.

#2: Practice Becoming a Storyteller

With the visual storytelling approach, it's essential that you immerse yourself in the content.Why? Because in order to draw something, in needs to be in your head... the board isn't going to draw itself! So, pair up with a colleague and take turns presenting the material in a real-world situation.You should practice the story multiple times until you've got it down cold. First, master the visual flow and focus on the content accuracy on your own.Once you've got the flow and contentmastered to the point where you can draw out the entire whiteboard without referring to notes, integrate the script and practice presenting the story "in role" to your peers on an actual whiteboard.

#3: Go Virtual

Using simple web conferencing software and an inexpensive pen tablet, you can easily simulate a fully virtual whiteboarding experience.This can make a big difference on your return-on-sales: you can skip the costly flight and still conduct an interactive and intimate sales call remotely. And you won't just save money- you'll also command greater attention from your prospects.We've found that while 50% of WebEx viewers intermittently leave a remotely shared PowerPoint presentation to access other applications, the attrition rate is less than 10% using the visual storytelling approach.

#4: Add Whiteboarding to Your Phone Sales

If you're part of an inside sales team or do most of your selling over the phone, you can use the virtual whiteboarding scenario described above to have interactive dialogues and qualification discussions that go far beyond your typical sales conversation. Imagine the difference it will make when instead of saying, "can I send you an email with more information?" you're able to ask, "are you on your computer?Why don't we jump on a quick WebEx demo so I can show you what I'm talking about with a virtual whiteboard?"

#5: Road Test Your Story

Whether you're planning to deliver your whiteboard in person or remotely, make sure you test out the presentation with an actual customer you trust.The question you want to ask is: "Does this story resonate with you"?The type of feedback you are looking for here is whether or not you are hitting the right customer challenges and pain points.You want to make sure your day-in-the-life story starts off with the major concerns that keep your prospects up at night.

After following these steps, the next thing to do is present the whiteboard in a live sales situation.So, put aside your slide decks and pick up a pen - you've got a story to tell.

Related Articles
  Could You Be The World's Best Visual Storyteller?
  The Art of Storytelling
  Visual Storytelling: An Instant Checklist
  How to avoid the 7 deadly sins of business storytelling
  Frustrated With Snoozing Audiences?

Article Tags: adversity, boredom, bullets, content accuracy, flipchart, interaction points, interactivity, multiple times, salespeople, sharing software, slide presentations, solution service, storyteller, tragic hero, ultimate glory, visual flow, visual narrative, visual storytelling, whiteboard, world situation



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: What inspires you? - Put a Visual Board of your dream and look at it for 10 days. And see the fun. Another inspiration thing is to have "Constant Positive Affirmations". This really shifts energy towards your goal. Say it in the morning and before bed. Robert
Re: What I Enjoyed Reading This Week - July 29 - Nice selection - especially as I was able to go through the three that interested me in a 10 minute-dead-slot before dinner time! Persistence = constantly improving and inventing, not banging the same head against the same brick wall! Visual.ly looks really interesting. I'll definitely check it out. I guess you directed us to the seat belt promo for the stunning direction. I have to say, I always wear a seatbelt - except in the back of taxis...
Re: Ideas For Business - Stas and lucy, Could you guys give us a recap of your entire business idea as it stands now. Seems like it morped a bit. Let us know: 1. Start date 2. Ways you will Market 3. What you will offer 4. How much will your charge for your offer


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Attracting Passionate Employees

Are You Listening?

Quick Tips on Buying a Business

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.