Marketers: Your Customers Need Storytellers, Not Attention-grabbers
Jason Steed
Owner & CEO
Marketers: Your Customers Need Storytellers, Not Attention-grabbers
By definition, we’re storytellers for our customers. Stories bring life and longevity to our products. Focusing on the shiny one-liners distracts us and our customers from engaging conversations. Stories give your product more meaning through a sincere dialogue. And within those stories, it’s your customer—not your product—who becomes the main character. Let your product bring your main character to life. Your loyal customers have stuck around because of the stories that we marketers and business leaders tell. In contrast, attention-grabbing tactics have no staying power and degrade loyalty
Make Your Customers the Main Character
For those who know me, I’m no word wizard. I tell stories through visuals, audio, and personal experiences. If producing a power-punch headline is hard for you too, take heart—it’s not all riding on that zippy headline.
Storytelling need not be complicated or time-consuming. In fact, you’ll find it to be a lot easier and much more effective than stringing together attention-grabbers.
Stories Expedite and Extend Engagement
Stories don’t beat around the bush; they have intention. We all relate to stories—it’s how we’re wired as human beings. Stories make for genuine brands and long-lasting relationships. Complex solutions become better understood and more relatable. And relatable becomes memorable.Example: Marketing to a Decision-maker through Storytelling
Getting the attention of your most valuable customer can sound incredibly daunting. When that person becomes the main character of your story, we storytellers start to better understand our customer’s attributes.
In your customer’s story, you’ll find yourself using use genuine language to describe how this person could interact with your product. How do they use your product? In essence, what makes your customer tick? Your marketing message begins to take shape with words that describe experiences, not product hype. Words like timely, inventive, convenient, on-task, and helpful begin to emerge. More importantly, compelling steps of a more complex marketing campaign begin to unfold. You can tell your story with the end in mind.
“We tend to want to make our products the main character. Don’t do it. Tell your story with your customer as the main character.”
Focus Points in Storytelling
Here are a few focus points for creating a meaningful narrative and staying top of mind
Stories show you how your customer evolves. How does your product extend beyond the initial sale? Consider how your technology evolves with your customer. You’ll also understand how to keep your product viable over time.
Stories make your products memorable. Stories evoke brand loyalty and emotions, making your service more memorable than facts and figures. This can influence decision-makers to remember your brand when the time comes to make a choice.
Stories keep things simple. Storytelling uses natural, authentic language. Simplicity enhances the effectiveness of content marketing efforts, ultimately boosting engagement and conversion rates.
Stories help you get out of the way. Storytelling puts your products in a better perspective, essentially forcing you to see how your customer will interact with the product in ways you likely hadn’t thought of. This can feel uncomfortable, but trust it.
Stories Make for conversations that last. It’s our role and responsibility as marketers and entrepreneurs to be real—to nurture human connections. When we shift from attention-grabber to storytellers we change a product pitch into a lasting dialogue. Extend lifetime customer value through real connection.
Here are more helpful resources around storytelling within your marketing strategy:
Case Study: From Flighty to Grounded
We’ve all been there: Racking our brains for that ultimate tagline; that perfect pitch that sells the sizzle—certain that it’s right on the tip of our tongue.
I was recently in a discussion with a new tech client in the aviation industry. The focus of the meeting started out with us all spinning on a caption that would move the earth. Terms like “Sky-high Solutions” and “Good to Grow” and “Elevate Efficiency” were tossed around, following by short spurts of semi-awkward silence. I ultimately changed the subject with the question, “What’s the average length of your customers’ buying cycle?” Both of my contacts had quite different answers, so we spent some time bullet-pointing a creative brief, then defining a couple of specific audience types. From that discussion came broader topics such as product customizations and convenient feature add-ons. We began crafting a story with aviation mechanics and systems engineers becoming the main characters. Projects and taglines are still yet to be determined, but I’m excited about the context that we can wrap around those details within a compelling story.
About Targa Media
For over 20 years, Targa Media has been helping B2B customers be relevant and authentic in their marketing messaging. From local businesses to global Fortune 500s, our method centers on human motivation. We work hard to understand each product and the people who need it most, and then we build campaigns that match up with emotional triggers. We keep our clients informed every step of the way—from napkin scratches to final designs—so they never waste time or money on dead-end campaigns.
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