Category: Storytelling

How can you use stories to increase the engagement of your customers? Can you also earn more on your products and services?

  • What Don’t You Know About Being Creative?

    What Don’t You Know About Being Creative?

    Do you think you’re creative? How do you define being creative? Many people would say that being creative means solving problems in a non-standard way. But I’m afraid it’s a little more complicated than that.

    The American psychologist Mihály Csíkszentmihályi, who is famous for his theory of Flow, carried out some research on creative people and… creativity. Where did he find the people for his research? Of course, at an Art College. Students were given this task: look at a group of objects on a table and paint a still-life picture. So this was the same as they did every day at College.

    Listen to the famous Flow TED Talk

    Csíkszentmihályi observed that the students approached this task in two different ways: some quickly had an idea, set up the objects and started drawing. The others looked at the objects from all sides for a long time before actually starting work. Still the result was that every student fulfilled the brief and drew a still-life picture. But, was it possible to compare the value of the pictures?

    The psychologists pulled in some experts and invited a group of artists to assess the quality of the pictures, naturally without knowing who drew which picture. And what happened? The first group, whose intention was just to complete the task, got significantly lower marks for their work than the second group. Csíkszentmihályi called this second group “problem finders”.

    When we think about what makes creative people visionary and special, we don’t usually think about their ability to solve problems, but rather about their ability to see problems which no-one else saw previously. Coco Chanel with her “little black dress”, Steve Jobs with his iPhone and Mark Shuttleworth with his vision of a Linux eco-system: these are not people who solved problems which already existed nor are they solving problems which currently exist. They find problems which are waiting to be solved, and usually the solving itself is done by others.

    Why am I writing about this? Because that’s the future for our line of business. Advertising agencies who only solve problems are doomed. Michael O’Leary, MD at Ryanair, claimed in an interview in the august edition of Marketing Magazine that “agencies are useless, expensive and serve up rubbish”. And I agree. I don’t agree that this applies to all agencies, but I agree that it applies to those agencies whose role is, as I see it, to “design logos and brochures”. A client comes to such an agency and says: “Design a logo and leaflet for me”. So what does the agency do? Of course, it designs a logo and brochure.

    Click on the image to read more about Michael’s approach to marketing

    But a client who sees clearly his or her problem is just one step away from solving that problem. In the era of the Internet and omni-present information, finding a solution to any problem often means … just searching in Google. But Google cannot solve a given problem if someone does not know that a given problem exists. Finding problems to solve is the future for all types of creative agencies, whether they are interactive agencies, advertising agencies, brand agencies or social media agencies.

    When Rockefeller paid a car mechanic for some work, do you know what the mechanic famously said to Rockefeller? According to the story, Rockefeller paid him ten dollars. At that time, that was really a lot of money. The mechanic justified his bill: “For hitting something somewhere with a hammer: 1 dollar. For knowing which thing to hit and where: 9 dollars.” If you don’t know the story, check it out on Google. Actually that’s an easy fix!

  • Minimum Viable Audience

    Minimum Viable Audience

    Eric Ries popularized the concept of MVP – Minimum Viable Product. MVP is a product or service that is good enough for the customers to start paying for it (it gives them return on investment) but still needs some polish. But adding those finishing touches would require putting in the effort (and often money) that a young ever-changing company cannot afford yet. Lean startup methodology says — in essence — make a quick-and-dirty prototype and start selling as soon as possible; if you produce and they buy, start improving. It is thus a great method for testing if the market is ready for what you are trying to build. But is it the one and only method?

    Build And They Will Come

    Eric Ries “The Lean Startup”
    Eric Ries popularized the concept of MVP in his book “The Lean Startup”

    Build it and they will come is a philosophy characteristic for the factory era. Remember the time when the consumers told one another that oranges showed up in a store on the corner? And then bought those oranges in heaps, without looking at their quality or customer service? It was a crowd whose needs were largely unmet — all you had to do was to produce and they appeared. Today the same consumer can choose from ten different kinds of oranges in five stores. The information that oranges appeared in a store does not affect him in the slightest bit anymore, he’s more likely to be wandering around the store than fighting at the shelf or standing in line for his goods. A line for a new PlayStation or an iPhone? Forget it! Maybe in America. Our reactions are calmer — we’ll order, wait…

    I’ll tell you a secret. Do you know where people stand in lines today (but nobody can see those lines anymore because they queue in the privacy of their homes)? They line up to get information on products. A conference introducing the new iPhone has a huge, global audience, they’re watching it live. They are the most engaged fans, the first wave. The second wave reads the information about the device on the following day along with the morning press. You can be certain that it is them: the first and the second wave, who will order the new phones ahead of the others.

    Information Is The New “Build”

    Why am I telling you this? Because I want you to be aware that telling about a product or service is the new produce and they will come for this generation of consumers. If you manage to gather a big enough audience, you can start your production lines without fear, you can invest in prototypes or promotional campaign. But the thing you need at the very beginning is called Minimum Viable Audience, your own crowd that will be fueling your marketing machine (big or small, it’s up to you). But without the audience, your prototypes will pass unnoticed. 

    So the next time you plan your marketing actions, introducing a new product line to the market, commencing the works on the prototype should only come after having asked the question: what should my minimum viable audience look like? What kind of people they are, what message should they receive, how can I reach them in a most effective way? If you plan this step carefully the people will be standing in lines before even you start selling anything. This is the best scenario you can imagine.

    Case Study: Minimum Viable Audience

    On February 9th, 2012 a game studio called Double Fine Productions started a Kickstarter project for their new game, Broken Age. Kickstarter is a crowdfunding platform — you can tell people about your product there and if they deem it worthy, they will help you finance it. There is no better way of testing your audience than to actually ask for their money.

    Broken Age project was credible — people who founded Double Fine Productions had worked for Lucasarts on legendary games such as Grim Fandango, then successfully released their own Brutal Legend. And they were good at telling their own story. They were aiming at raising 3 million dollars.

    On March 14, 2012, the Kickstarter project ended. It took Broken Age only a month to raise $3,336,372 USD, a record even at Kickstarter’s standards. All the backers (people who paid money) were promised a copy of the game and some bonuses — if your support was big enough you could even have a character in the game named after you.

    Double Fine Productions was the first in a very long line of independent game developers who first found their minimum viable audience, and only then started production.

  • Three Stages of the Writing Process

    Three Stages of the Writing Process

    I am sure that you have been in this situation before. The deadline for your university coursework is approaching all too fast. Therefore you have a Grand Plan to Get to Work ASAP. It’s Saturday morning, you’ve cleaned your flat and caught up on all your TV shows… So you take a seat in front of your computer with a strong resolution to get at least half of the work done. You open up a blank page in Word and begin. Two hours later… you’ve decided on the ideal font. You spend the next two hours setting the margins perfectly. The amount of text you’ve written so far? Zero.

    Is it your fault? It’s not, regardless what all the coaches try to tell you. Well, not all of it. The fault partly lies in the choice of the wrong tools. The writing process can be divided into three stages and Word (or any other classic text editor) should only come up in the third and final stage. So what do we do beforehand?

    Stage One: Inspiration

    The famous “writer’s block” doesn’t result from lacking an idea. It’s not like you stare at an empty page on your screen and no ideas pop up in your head. I would say the opposite is true — you have way too many ideas! And do you know what the problem is? A computer keyboard is a tool that engineers would call a single input stream device. Using a keyboard (or a pen if you want to just write down a line of text) requires your stream of thoughts to be organized. However, it’s not always so. Our brain works on the principle of loose associations, processing a lot of threads at the same time. To start off, you need to tame this chaos. First in your head and then using external tools. How to deal with it?

    • Do not start writing by opening a computer and a text editor! The conceptual part is based on loose associations. A blinking cursor requires a single stream of thought and only adds to your stress.
    • A piece of paper, pencil, loose sketches are your friends. Loose sketches better reflect the natural work process of your brain.
    • The result of this stage is the text outline. The things that come to your mind (and which are noted down) are divided into those you want to write about and those that you can skip.

    When you’re done sorting out things that are useful and useless… go for a walk, take a shower, take a break. Because you will have to repeat this process. And now that you have decided what you are going to write about, you have to figure out how to write about it. Meaning: how to connect the dots. And again, loose sketching and mind maps will be your friends. Ready? Your text outline not only consists of the key elements but also includes logical connections between them.

    Stage Two: Writing

    What do you use for writing? Word (or another similar program)? That’s not good… Why? Let me tell you a story.

    One day a client came to my company asking to design his business cards. He was an accountant who already had the whole thing quite thought through — he even brought a draft of the design for his business cards. Everything would have been wonderful if not for the fact that the sketch was done… in Excel.

    Are you smiling now indulgently? Well, you shouldn’t. The accountant created the business card in Excel for two reasons. Firstly, because he could. Secondly, because he didn’t know what other, better tool to use. They’re the same reasons why you write your texts in Word; because you can and do not know of a better tool. Meanwhile, better ones exist. Why?

    Writing is a difficult process. Cutting and bending words to yield to your will only make your brain squirm to find ways to get out of it. It tries to procrastinate, coming up with easier tasks, the effects of which are visible immediately, not just after a few hours. Such tasks as choosing fonts for example. Setting colors. Checking your e-mail or Facebook also seems to do the trick. When there is a blank sheet of paper in front of you and you’re aware that another 50 pages need to be filled, how do you deal with it?

    • Make your computer… a typewriter. I know at least a few writers who have an old-school laptop on their desk just for writing. It’s main advantage? It is not connected to the internet. There are no programs on it except the simplest text editor. You can’t do anything else but write on it.
    • Find a simpler text editor. The disadvantage of Word (and others like it) is the notion “because you can”. Only once you have a text to transform should you be focusing on changing fonts or adjusting the margins. There is a category of editors which we call distraction free — they do not have any interface elements except the cursor. You cannot do anything except write in them. What do I recommend? Calmy Writer (application for Chrome), iA Writer (Windows, Mac), Ulysses (Mac). There’s a blog post over at VentureHarbour comparing the apps. Check it out!
    • Most of the tools recommended above support Markdown. It’s a markup language that allows you to format texts as you type. It sounds awful, but learning it will take you three minutes. And when you start writing in Markdown, you will not go back to traditional formatting.

    The result of this stage is… your text is almost ready! There are many people who finish writing at this point. However, one more task awaits us.

    Stage Three: Editing

    We call Word a text editor because it is ideally suited for this stage. It allows you to format the text and have your fun with choosing fonts, setting margins or colors. But text editing is still working on its fluidity and style.

    • Read the text aloud to see how it “flows”. Reading out loud will allow you to catch logical errors in the construction of sentences or phrases that do not sound too clear.
    • Delete unnecessary words. There is no one rule to determine which words are “unnecessary”. You can have a more descriptive style and plant adjectives and adverbs in each sentence, or you can also write more to the point. It’s your readers who determine what they like.
    • Avoid repetition. Unless it’s a conscious exercise. Also pay attention to all kinds of linguistic clichés. For example, describing athletes as “fit as a fiddle” is a cliché. Find your own style.
    • Punctuation and signs show that you are not a slave to the keyboard. On a standard keyboard you will not find the “correct” quotes symbol, and you’ll be looking in vain for hyphens — long lines like this . This is something Word can help you a lot with.

    The effect of this stage will be a well-formatted, effortless text that you can publish with a clear conscience.

  • Seven Chores of a Content Creator: How To Improve Your Writing?

    Seven Chores of a Content Creator: How To Improve Your Writing?

    The first: write

    Do it each and every day, not only when inspiration strikes. Write for yourself, your diary or that bin icon on your desktop, don’t necessarily write for your blog exclusively. The purpose of this is to create a certain set of habits and procedures to help you with preparing your texts. We’ll touch more on said procedures later in the article but as a foreword let me tell you this: writing is a skill that – if left untended – chips and fades away. Write for your personal stash because quite frankly – not all of your texts will be good enough. You are, of course, free to publish the ones you feel are solid, but remember that publishing everything you write isn’t the best idea. 

    The second: the persona

    Be mindful of who you’re writing for and adapt your text, vocabulary, and arguments to what you know. You’ll find many great persona-building tools on the web, I highly recommend the following:

    • Personapp.io
    • Xtensio Persona

    How to use your persona? In your texts, remember to refer to what people already know – you’ll gain extra credibility! If you’re writing for bodybuilders in the LA area throw in some flavor text like “I’m sure you’ve hit Santa Monica to flex those muscles and work your daily set” It will make the text more relatable and your readers will feel it’s written especially for them. A persona influences what and how you write – your style, vocabulary, jokes and of course, topics! (If you’re writing a blog for fitness aficionados in the Chicago area, it’s generally a bad idea to glorify that deep dish pizza you ate at Bartoli’s last night).

    The third: the purpose

    Once we’re absolutely sure who we’re writing for, one of mankind’s greatest questions comes into play: why?

    A good text is useful to the readers. To what degree it satisfies their needs is another issue altogether (some people may want to learn something from you, others might also want to experience something). If you don’t write with your purpose in mind, you’re bound to stray and muck about.

    What does the reader want to learn? You have a few tools at your disposal which will help you find topics for your articles. The first of them are micro-moments. Google – based on the analysis of the browser queries – selected four categories of information that people are looking for, they are:

    • I-want-to-do (How to enable screen filters to help with color blindness on my iPhone X?)
    • I-want-to-know (How can I tell an avocado is ripe?)
    • I-want-to-buy (Best cigar stores in downtown Chicago)
    • I-want-to-go (What to see in Austin, TX?)

    There’s more about micro-moments in a separate article. Suffice it to say, adapting this approach will significantly diversify your posts!

    The second method which I use to find new topics (Still bearing in mind that I want to write things of use) is browsing industry forums. Take for instance LinkedIn or Quora which offer thematic groups. Whether you’re writing about planning a wedding or cooking, you’re bound to find a treasure-trove of inspirations among the questions asked by your potential readers. 

    The fourth: the work

    One of Pixar’s storytelling rules states that if something fun to talk about, it’s probably hard to listen to. In terms of blogging, I’d rephrase it into: if it’s easy to write, reading it isn’t worth much. Research is invaluable, seeking bits and bobs of trivia for the text or digging up unknown facts – these toils yield the best results and give the readers a feeling that your article was well worth the read and that they have learned something new. Think about it, you came up with an idea to write a text about disposing Halloween decorations. If you write just it off the top of your head, what you write will be nothing more than your personal thoughts on the subject – something that just about anybody can muster. I tend to consider such blogs nothing more than trivial chitchat or slightly harsher – to YouTube reaction videos, entertaining, sure – but of little intellectual value and I steer clear of them, because I fear that in a moment of weakness I could commit such a text myself. But! If you do your work right, find the information about Halloween decorations, ask the readers what they tend to do with theirs, do an interview with a woman who divorced her husband because of flushing thousands of dollars in decorations down the drain each year (provided you can find one!) – THAT will be a text worthy of my attention. 

    In my case, the creative process is as follows:

    • I jot down all of the aforementioned points (Whom am I writing for, what do I want to write about, what is the purpose of writing it);
    • I jot down what I already know (This is the “off the top of my head” bit) and I don’t move an inch further until I manage to write down things I have to put actual effort in finding (data which interest me, surnames of the researchers and so on);

    Third and most important part is…

    The fifth: how do you want to tell the story?

    Start off with a story? That’s a fantastic method. Best make sure that you have a story at the ready with two elements: humor (or any other emotion for that matter) and a good punchline (in the form of a good moral or a surprising ending). A story is by no means mandatory – but it helps. Instead of one, you can present a particular example to which you’ll return in your text (just like the story about what to do with Halloween decorations). Concrete things are an essential element of what you write. 

    The fifth “chore” is the point at which you can inject your own style into what you’re writing about. Jokes which amuse you (What do we call a group of eight hobbits? A hobbyte!), sayings which you commonly use (aw mah gerd! , Wot N’ Tarnation?! ) or comparisons (New taxes are about as welcome as an outhouse breeze). Thanks to these, you can talk about widespread ideas in a way unique to you. 

    The sixth: the title

    The strategic place of your article. When it comes to attracting the attention of your readers, the title does 80% of the work. Suffice it to say, it’s worth ironing out all the kinks before you let the final title fly. You can use one of the so-called fascination triggers (In her book “Fascinate” Sally Hogshead described seven of them, I’ve taken the liberty of selecting four which work wonders with article titles):

    • Lust – the promise of pleasure: “7 Best scenes of ripping off Halloween decorations from the sidings”
    • Mystique – you tell the readers that they don’t know something: “Want not, waste not! Top 5 uses for old Halloween decorations that will blow your mind!”
    • Alarm – you’ll lose something if you don’t act NOW: “Tons of discarded Halloween decorations secreting poisonous substances into the ground waters!”
    • Vice – Show how others fall: “Fail compilation: Funniest Halloween decoration blunders!”

    The seventh: redact

    Be sure to read through the text before you press “submit” and think about how you can improve it. First and foremost: make sure it isn’t too wordy, are the commas in all the right places? Next, give it to someone who could be your potential reader. Is everything clear? Is the language comprehensible? 

    If everything is as it should be… Publish!