• by John Miller , October 3, 2014

Truth: Logic rarely spurs action.

And yet, more and more, we (marketers) are focused on metrics. We rack our brains trying to figure out how to move prospective customers logically through the sales funnel. We create content based on algorithms and probabilities.

And while doing this, we wish and pray that we can have a monstrous breakthrough success, the kind of overnight sensation that Malcolm Gladwell or Jonah Berger might write about some day.

Well, it ain’t gonna happen if your nose is down in a spreadsheet. Because emotion, not numbers, is the gasoline that fuels marketing awesomeness.  Yes, it’s true that you can’t ignore the numbers, but you also can’t be a slave to them. There are a lot of marketers out there who are slaves to the numbers. And I think it’s because they’re afraid to trust their emotions; it’s safer to hide behind the numbers.

When I was a kid, one of my heroes was basketball Hall of Famer Julius “Dr. J” Erving. He was Michael Jordan before Michael Jordan, able to jump from the foul line and dunk. He was cool. He had style. You’d think it was always easy for him because of his awesome athletic talent. But Erving once told an interviewer that the key to his success was that he “dared to be great.” Think about it: How do you know if you can dunk from the foul line if you’re afraid to ever try? How do you become great without the courage to risk failure?

And yet, a lot of corporate content is decidedly not courageous. A courageous content strategy needs to focus on developing emotional stories. Yup, it’s story time.

There’s plenty of evidence that emotion-driven stories work, helping brands connect to customers. Our brains are wired for stories; we’ve been telling them to each other for thousands of years. They spark the brain. Really. Researchers have found that stories have the power to fire neurons, get us excited, and get us to feel emotion. When our emotions are engaged, we’re far more likely to be spurred into action (like buying), and we’re far more likely to remember the story and to retell it.

Of course, to make that happen, you need to be compelling. This is easy if you’re talking about energy drinks, less so if you’re selling ERP software. But it’s not impossible. The key is to find the emotion.

Hint: It’s not on your spreadsheets, and it’s not on those text-filled, bullet-point-riddled PowerPoints. Even with something as dry as ERP software, there is a human element to be found: Was the warehouse still able to deliver the product because the cloud-based ERP kept business flowing smoothly despite the massive power outage? Did the fact that it was up and running enable heroic action on the part of the warehouse workers? Now you’re telling a story people will remember. Now you’re firing their emotions.

Utilizing a story structure enables you to embed facts within the narrative, which makes those facts much stickier. The story gets the neurons firing, and the facts become memorable because they’re attached to a great story.

Creating a great story isn’t easy. Stories, even corporate stories, require drama. And most executives don’t like drama. They prefer a nice, smooth ride -- a rosy picture that doesn’t provide any ammunition for naysayers and competitors. That makes a certain amount of sense. It’s safe. But it’s boring, and ultimately it limits your success.

To create great content, you need to dare to be great.

That’s how you win.