CIO Storytelling: The Power of Storytelling to Influence

Mary Stanhope

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Need for a Clear

Message

To share your vision, you need to be seen, heard, and understood.

People do not always choose the best ideas they choose the ideas they can understand the fastest.

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Common Problem

What we think we are saying to people and what they actually hear are different

Common mistakes that cause confusion

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© for Peanuts is held by United Future Syndicate Inc and use allowed under the fair use clause of Copyright Law

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Why a Story?

• Your brain has 2 primary goals

1. Survive and thrive

2. Conserve energy

• A story narrative follows a well-worn path in the brain

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Stories organize information in a way that people are compelled to listen

22X

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Neural coupling

Dopamine

Mirroring

Cortex Activity

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Favorite Movie?

STAR WARSROCKY

Toy Story

Matrix

The Shawshank Redemption

Dead Poets Society

The Princess Bride

The Lion King

The Godfather

Lord of the RingsSpider Man

Jaws VACATION

Saving Private Ryan

© iMarket2 LLC 2018 – www.imarket2.com – info@imarket2.com © for Star Wars held by Lucasfilm Ltd. a subsidiary of The Walt Disney Company and use allowed under the fair use clause of Copyright Law

© iMarket2 LLC 2018 – www.imarket2.com – info@imarket2.com © Rocky held by Metro-Goldwyn-Mayer Inc. and use allowed under the fair use clause of Copyright Law

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There is a PERSON who wants SOMETHINGbut a PROBLEM is in their way.

Framework of a Story

They meet a GUIDE, who gives them a PLAN

to overcome and calls them to ACTION.

They are able to avoid FAILUREand achieve SUCCESS.

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How this Applies to You?

• Use a story framework

– To build a story around your listener

– To inspire change

– To convey the value of their ideas

– To engage and influence others

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Who is your audience? What do they want?Why can’t they get it?

Framework of a Story

You are the guide.You have experience & understand their problem.You have a plan.

Your plan will transform the situation, avoiding failure and achieving success

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Identify the Hero of your Story

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Encounters Problems

Next you build their interest…

By relating to their problems, the story is about them

… and they are interested in listening!

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You are the “Guide”

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A Guide Shows Empathy

• People recognize you as a guide when you show compassion for their problem

• Empathy statements start like– I understand how it feels…

– Nobody should have to…

– Like you, I am frustrated..

– I also believe …

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They are Listening,

Now What?

Decisions requires commitment

Commitments are risky

Risk creates a sense of discomfort and uncertainty

You need to motivate the person to more forward

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End with the Transformation

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Communicate the Transformation

• Top resolutions

– Winning power and position

– Make the person complete

– Achieve self realization or acceptance

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Construct a Story Narrative

I understand your frustration with slow applications. You deserve an efficient work environment.

My plan to ____________________________.

Will provide employees across all organizations dependent on _________.

Challenged by poor application interaction and lacking confidence in the data results.

To avoid manual rework, increase production times and trust the results they receive.

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To increase buy-in,

remember to:

Engage your audience by making them the center of the story

Use empathy to show you understand what they want

Paint a picture of how their day to day is transformed with your idea

Thank you!

mary@imarket2.comwww.imarket2.com info@imarket2.com