by Nan Toskey
We all love stories, everybody knows that … but why are stories such a powerful way to influence others?
“A powerful yet subtle shift occurs when you seek to influence people to make “wise” decisions rather than the “right” ones.” –Annette Simmons
Annette Simmons – Six Kinds of Stories
To date my favorite guru on the influential power of stories is Annette Simmons. My favorite book titles are “The Story Factor” and “Whoever Tells the Best Story Wins“. Her insightful breakdown of influential stories into six categories recommends that if you want to use story to influence others (and who doesn’t?) … ponder these Six Kinds of Stories:
As a rule, we are not influenced by those we do not trust. We need to know someone before we can really trust them … and earning our respect takes time. Who-I-Am stories illustrate a personal experience or a true story that speaks to our personality, our character, and ultimately our likeability and trust worthiness.
Human beings have an innate sense of fairness and reciprocity. Sure, our bottom line is “What’s in it for us?”, but we don’t bother asking until we understand ‘What’s in it for them?”. Why-I-Am-Here stories illustrate a personal experience or a true story that conveys our motivations, which ultimately reveals if our intentions are genuinely good.
In theory, we all understand that life is a never ending cycle of ups and downs. But when we’re in the real world experiencing obstacles, or listening to why we should overcome for “the cause” … we are not on board unless we “SEE” the goodness of the pay back. Vision stories connect struggle to the meaningful light at the end of the tunnel.
Any teachable moment involves demonstrating various results arising from different actions. Yet to truly influence behavior one must first ask the audience’s question “WHY should I CHANGE?” Teaching stories use the power of human experience to communicate beyond end results to what makes certain actions more worthwhile.
Skepticism is a natural first response to any proposed change. Understandably, because to accept something new means to sacrifice something else. I-Know-What-You’re-Thinking stories validate unspoken objections to soften fixed positions of resistance.
Though “actions speak louder than words” … a story about those actions is the next best thing to being there. Values-In-Action Stories use personal experience to communicate doing the right thing (when no one was looking) … or lessons learned when a different choice was made.