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The Edge 365

New Thinking that Drives Marketing Results

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  • Jon Rivers

Master the Power of Storytelling and Win More New Business

A Business team listening to their female colleague storytelling at a brainstorm meeting

The year is 2020.

You are a provider of cutting-edge business management software.

And you have been invited to present your company and your solutions to a prospective client.

Before you put that presentation together, stop, and think about these questions:

How many people in that conference room will be wearing 3-piece suits? I can tell you: 0 (zero)

How many of them will be taking notes with fountain pens? I can tell you: 0 (zero)

How many rotary phones will be in that room? I can tell you: 0 (zero)

Dress codes have changed dramatically. Tablets have replaced fountain pens. Rotary phones only exist in museums. So why would your presentation look like this?

All the above information on this incredibly boring PowerPoint slide can be found on your website. Why would you want to promote cutting-edge technology with an old school look like that? Are you afraid of not looking corporate enough? Well, get over it.

The men and women in that conference room want to get to know you. Because people do not buy from strangers. Who are you? Really. What is your unique story? Really. That is what the men and women around that conference table want to find out. Tell them something about you and your company that they do not already know.

Maybe you are a soccer coach, and you have used your coaching skills to build a winning team of technology experts who work together toward a shared goal.

Maybe you are a chess champion, and you have used your aptitude for a forward-thinking strategy to stay ahead of the technology curve, always anticipating the next move.

Maybe you are a master chef, and that avocation has given you great insight into the importance of using only the highest quality of ingredients to achieve a superior outcome.

These can all be part of your unique story.

Now let us go back to your PowerPoint presentation. Instead of the boring slide above, perhaps your presentation could look like this:

And then you can elaborate. What is new, different, and better about your company that makes it unique, that sets it apart from the competition.

You are bold.

You are innovative.

You are not afraid to be colorful.

You love brainstorming new ideas.

And your clients benefit from your unique attributes.

That is the power of storytelling. That is how you win more new business.

If I were to tell you my unique story, I would not begin with my background in technology. I would begin by telling you that I hail from England and my wife hails from Sri Lanka. We are raising our children to appreciate the unique histories and traditions of both countries, as well as the history and traditions of our new American homeland. I use those skills every day in my interactions with clients, in my quest to understand each client’s unique needs. In other words, I practice what I teach.

Let Marketing Monarchs help you tell your unique story.

Visit us at Marketing Monarchs, email me at, or call 617.256.6178.

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About the Author

Jon Rivers – Jon has been recognized as a pioneer within the partner channel as a digital marketing expert for his leadership in helping partners develop social brands, marketing strategies, and content to drive successful marketing campaigns.

Before starting Marketing Monarchs, Jon spent many years working in the Microsoft Dynamics ERP ecosystem system. Jon serves on various boards, including Directions North America, IAMCP (International Association of Microsoft Channel Partners), and CMA (Channel Marketing Alliance).



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