In Part one of this 2 part series I looked at why to use success stories in your presentation and in this, the second part I’m expanding on how to use success stories in your presentation. Remember, there’s nothing more influential than hearing how someone else has become successful to inspire people to action.
The “HOOK” to grab your audience from the get-go!
The best way to start a great success story is with an audience-grabbing opening question. It’s a fantastic way to engage your audience. An obvious opening question would be, “Does anyone here know Joe Bloggs?”
Painting the Picture
The next step is the details of the story. When I met the person, here’s what their life was like before they joined my program. Let the audience know the biggest challenge for that person that they needed to overcome.
Here is where you will explain how the tools were applied to create proven success. We are going to want to know those skills and lessons. And then you show the results:
- Increased his closing ratio from his presentations three times
- Has more clients that he knows what to do with
- Is enjoying the financial rewards of that with his partner..
Good OR Good?!
Before Picture: My biggest challenge was!
After Picture: Ultimate benefit!
It’s key that you get into the details of the story by following these steps:
- Does anyone know …?
- Acknowledge that – “I wish you did…” or “Brilliant, you’ll love…”
- When I first met them – their biggest challenge was…
- What happened was…
- What that meant was…
To take your success stories to another level, you can use multi-sensory language. This is what I call VAK:
Provide a visual picture of what he/she looks like. Include something he/she told you ‘She was telling me the other day..” which is the auditory part of the story. And kinesthetically, a real sense of power (you would act this one out a bit). So we get to know him/her even more.
You’ll love this TIP!
If you don’t have any success stories, go to your clients.
- Ask them what successes have they had.
- Find out what people have been up to or get on the phone to your clients.
- You can run “The World’s Greatest Testimonial Competition!”
By now, you know why and how to use success stories in your presentations! So, if you still haven’t got any success stories, why don’t you make it your focus this week to gather as many as possible so that next time you give a presentation you can inspire your audience to take the next step with you.