Story telling is all the rage these days. It’s touted as the new best way to give presentations and to be persuasive.
I agree that stories can be powerful and I’ve shown many clients how to work them into their speeches with great results. A good story, well told, is powerful because it connects with the emotional side of the brain. When we bombard people with facts and figures we engage the logical side of the brain which is inclined to examine the veracity of those facts rather than trust the credibility of the speaker.
Good stories also make us feel good. And they are easier to remember than a long list of facts and figures. So, I am a strong proponent of using stories in speeches and presentations. But they have to be true stories.
Politicians, I think, were the first to pervert the art of story-telling into a way of getting across a specific message. When a politician says, “I was door-knocking the other day and met a woman who told me she fears international monetary agencies will lower our credit rating if the government doesn’t balance the budget,” you know that it isn’t true because real people just don’t talk that way.
Good stories, true stories, are messy. They have very specific details but not too many details. They lead us to larger wisdoms, not specific messages. Good stories paint with a very broad brush and set the scene for us to fill in the detail or message that we want to convey to the audience.
One of my clients made a presentation to his senior executives and had to explain some complex relationships that the organization had with its customers. He started with a drawing and a story from his five-year-old daughter. When he connected the dots to the customer relationship everyone in the room got it.
Stories are metaphors and they don’t need to be long or complicated. The way you were treated when you bought your morning coffee, missing your train on the way to the office or even your daughter’s art work can be used to illustrate some greater truth in a way that a mountain of data never can.
Good stories are all around you every day. Train yourself to recognize them. And don’t make them up.