how to use story theory to create brand affinity
Post on 02-Jul-2015
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How Story Theory Can Help Increase Brand Affinity
Storytelling has become marekting’s new hammer. Everthing is starting to look like a nail.
StoryTelling Teach
Influence Persuade Inspire
Entertain
= Outcomes
StoryTelling Teach
Influence Persuade Inspire
Entertain
Story Theory Cause-Effect But what about the In-Go?
= Outcomes
Theory Sources:
Doug Lipman
Annette Simmons
Robert McKee
Kendal Haven
The Application of Story Theory
To Branding
Pulling it all together:
Evolutionary Biology : 150,000 years of Storytelling
Seriously! You should have
seen the mammoth that got away!!!
Theory: Our brains have been
hard-wired by evolution to make sense of the world
in story terms.
Joe: Hey, why don’t we get out of this place.
Mary: Sure. What do you have in mind?
Read the following:
Then, answer the following
Where are Joe and Mary?
What’s their relationship?
Where do you think they will go?
Our brains want to complete stories, even when there’s incomplete information.
Processors
Conscious Mind
Processors
Our Story Filters
Sensory Inputs
First Filter
Second Filter
Processors
Sensory Inputs
Mirror Neurons
Processors
Neural Net“Story Filter
Reframe it Reject itIgnore it
Complete it
Accept it Make Sense
From Prior Knowlege
The“Make Sense” Filter
An ambulance pulled up to the emergency room entrance.
The crew wheeled in a stretcher. The patient was a teenager who had been in a bad car
accident. The ER physician gave the boy a quick once over and
said, ”He needs to get into surgery, immediately. But I can’t operate on him, he’s my son!"
The physician, who was not the boy's father, was telling the truth. Who was the physician?
The physician is his mother.
The Implication for Marketing: It’s difficult, if not impossible
to erase prior knowledge
No matter how hard you try, it is extremely difficult for people to “Unthink” who you are.
Audience Storyteller
Story
Stories Are “Relational”
Doug Lipman- Story Dynamics
Audience Storyteller
Story
The Story - Audience Relationship
Mirror Neurons
Processors
Neural Net“Story Filter
(Identification)
Can I see myself
in the story? Sensory Inputs
The Identification Fliter
Identification
Sympathy Empathy
Situational Fit Emotional Fit
I Can See Myself In A Similar Situation
I Can Identify With The Feelings Of The Actor
Empathy Drivers
I hold the same belief/value
I experience the same feeling
Cause Outcome
Audience Storyteller
Story
Stories Are “Relational”
How well do audiences relate to the storyteller?
Content Made Sense Identification/Empathy
Delivery
How the story is told Perceived Motive of the Storyteller
Motive
ManipulateSellShare
Implain Explain Control
2+2=
Implaning- We Like to Come To Our Own Conclusions
Andrew Stanton Writer of Toy Story, Wall-E, & Finding Nemo
There is seven-eights of it under water for every part that
shows. Anything you know you can
eliminate only strengthens your iceberg.
It is the part that doesn’t show.
Ernest Hemingway
The Iceberg Principle
Hemingway’s 6-Word Story
For Sale: Baby Shoes Never Worn.
We don’t like to be told what to think. We’d rather be told what to think about.
Story reveals meaning without committing the
error of defining it
Hannah Ahrent, Political Theorist
What’s A Story?
Towards a Definition of Story:
Tale, novel, play, motion picture, comic serial, radio play, television show
video game, interactive story, photograph,
music
Definition
A recounting of a sequence of events
A narration of an incident or a series of events
Today I got out of bed, brushed my teeth, fed the cat, ate breakfast and then drove to my office.
(don’t wait for the movie!)
A Narrative about a
CharacterMotivated To Do
Something
Story
This morning John swam 50 laps of the pool Then he rested up for 3 minutes
And swam 50 more. He did the same thing in the afternoon.
A Narrative about a
Character Motivated To
Do Something
To Accomplish Some Goal
Story
This morning John swam 50 laps of the pool Then he rested up for 3 minutes
And swam 50 more. He did the same thing in the afternoon.
John is training for the Olympics.
This morning John swam 50 laps of the pool Then he rested up for 3 minutes
And swam 50 more. He did the same thing in the afternoon.
John is training for the Olympics.
John lost his legs while fighting in Afghanistan
A Narrative about a
Character Motivated To Do
Somehthing
To Accomplish Some Goal
Who Must Overcome
Some Obstacle
Story
A Narrative about a
Character Doing Something
Motivated To Accomplish Some
Goal
While Trying To Overcome
Some Obstacle
Using The Same Structure For A Brand Story
Brand GoalObstacle
A Narrative about a
Motivated To Accomplish Some
Goal
Goal ?
Using The Same Structure For A Brand Story
A Narrative about a
Purchase Behavior?
Goal ?
Using The Same Structure For A Brand Story
Affinity
Goal
Using The Same Structure For A Brand Story
Affinity Purchase Repeat WOM Raving Fans
A Narrative about a
Affinity
Goal
Character Motivated To Do
Something
Brand
Using The Same Structure For A Brand Story
A Narrative about a
Affinity
Goal
Make great products.
Provide great service.
Brand
Using The Same Structure For A Brand Story
“People don’t buy what we do. They buy why we do it.”
I
Simon Sinek
Start With Why
(Actually, they buy what we do AND why we do it)
Motive
ManipulateSellShare
Implain Explain Control
The extent to which people can identify with your motive is the extent to which you will achieve brand affinity.
A Narrative about a
Affinity
GoalBrand
Share AnImportant, Authentic
Belief/Value
Using The Same Structure For A Brand Story
Objects in Mirror May Appear Closer Than They Are
Look where you’ve been
Archetypal Analysis
Personify Your Brand
www.bit.ly/Brandcharacters
Free Guidebook on How To Use Archetypal Analysis
The Rebel: Dollar Shaver Club
A Narrative about a
Share AnImportant, Authentic
Belief/Value
Affinity?Brand GoalObstacle
Using The Same Structure For A Brand Story
Awareness
Comprehension
Trust
For People Like Me
Four Obstacle Levels
I
II
III
IV
Now What? •Don’t worry so much about telling your story.
Worry about what your story is.
•Use Story Strucutre to Define Your Story
•Do Less Explaning and More Implaning
•To achieve brand affinity, do less selling and more sharing
Then, LIVE YOUR STORY!
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