How Storytelling Enhances Customer Loyalty and Boosts Revenue
When you consider the variety of video marketing strategies available, storytelling comes out on top as one of the most effective. Whether you’re running ads or posting videos to YouTube, stories are powerful.
Compared to ads that simply describe a product’s features or show it being used, ads that feature stories perform better. Great stories create bonds, trust, and can even foster a sense of purpose in ways that flat advertising can’t accomplish. All of this leads to higher conversions, more sales, and stronger loyalty. If you want loyal brand advocates, great storytelling will help you accomplish that goal.
What’s so great about stories?
Storytelling is a fundamental aspect of human communication. Stories have the power to create connection, rapport, affinity, and intrigue. And that’s exactly why brands that promote their products and services through authentic, powerful stories stand out from the crowd.
If your goal is to turn leads into loyal customers with video marketing, you need to implement powerful storytelling.
Storytelling drives sales through emotional connection
The majority of decisions people make are emotional, and it’s no secret that targeting emotions is the basis of every marketing strategy. For example, some video advertisements use fear to sell products, while others tap into a sense of urgency. These are effective angles, but storytelling taps into emotions at a deeper level, which drives better sales and long-term loyalty. Here’s why:
· Stories are remembered more vividly. Compared to bare facts, people are more likely to remember information when it’s presented as a story that evokes emotion. This helps to establish brand recognition and trust over time.
· Stories create stronger emotional connections. People are more likely to buy from a brand when they feel an emotional connection to the products and services. Targeting impulse purchases through simple emotions like fear only reaches people on the surface. Storytelling addresses deeper emotions, like creating a sense of belonging or purpose in life. That’s the kind of connection that generates brand ambassadors.
· Stories generate word-of-mouth advertising. If you want recommendations, you need to create an emotional connection. According to statistics, 71% of people will recommend a brand when they feel emotionally connected.
· Stories create more loyalty. The more people feel connected to a brand through a story that makes them feel like they’re part of a cause, the more likely they are to remain loyal.
· Stories can make people feel seen, heard, and understood. Leads with shared experiences are more likely to align with brands that make them feel seen and heard.
· Stories can make people feel like they’re part of a movement. Whether you’re starting your own movement or joining an existing one, when you use storytelling to bring your customers into a movement, they’ll feel great about themselves each time they interact with your brand. When you instill a deep sense of purpose in your customers that aligns with their values, that’s when they’ll become your best brand ambassadors.
When your customers see themselves as part of a bigger story, you go from selling products and services to selling inclusion in a movement. Creating this sense of belonging fosters loyalty, and will end up making your brand truly unique even in a crowded market.
For example, the bottled water market is more than saturated (pun intended), but a relatively new brand called Liquid Death has been able to find incredible success selling canned water. While all the other water brands tell boring stories about how they bottle their spring water at the source or add electrolytes, Liquid Death sells a lifestyle by marketing water like it’s beer, appealing to an edgy, anti-establishment, rebellious crowd. Valued at $1.4 billion, they use heavy metal imagery, dark humor, and fake horror movie trailers to make water cool.
That’s storytelling at its finest. It’s also a perfect example of how people buy stories and packaging rather than products. Instead of focusing on water’s features like everyone else, Liquid Death created an entire movement that makes people feel like they’re part of a rebellious group.
Storytelling can help you stand out among the competition
In any industry, the brand who tells the best story wins. You can’t just introduce your product, describe all of its features, and expect the sales to pour in. You need to give people a reason to choose you over the competition, even when your product is obviously great. That requires telling a story that aligns your brand with a bigger, relatable vision.
In most markets, even the most amazing products don’t sell without a good story. Unless it’s something highly practical, like a package of sheet metal screws, people don’t buy products – they buy lifestyles, ideas, and dreams marketed through stories.
6 Tips for creating powerful stories
If you’re ready to take your video marketing to the next level, start thinking about weaving a powerful story into your content. Here are 6 tips to get going.
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1. Tap into your market’s deepest desires
According to customer satisfaction data published by Harvard Business Review, people are highly motivated by the following 10 things:
· A desire to stand out from the crowd
· Having confidence in the future
· Enjoying a sense of wellbeing
· Feeling a sense of freedom
· Feeling a sense of thrill
· Feeling a sense of belonging
· Protecting the environment
· Being themselves
· Feeling secure
· Succeeding in life
All 10 of these things can be incorporated into your brand’s storytelling regardless of your industry. Not all motivators will be relevant to every brand, but this is what drives people the hardest to spend money and become loyal fans. And you don’t even need to be selling a physical product to use these. For example, in order to secure votes, politicians tell a story that paints a picture of hope for the future, while alternative fashion brands make clothes that help people project a unique identity into the world.
2. Be bold
Storytelling requires being bold. If your story is too plain or boring, it won’t capture much attention. The boldest stories drive the highest rates of success. But that doesn’t mean you need to shock people. It just means you need to take a stand on something and not hold back.
Patagonia is a great example of a brand that doesn’t just align with a bold movement – they lead one. The company sells durable outdoor clothing that lasts longer than average brands, and people consider them to be one of the best in the industry. However, it’s not the quality of their clothing that earned them all that recognition.
The brand was built around a commitment to sustainability, quality, and social responsibility while selling quality products. They’ve made some bold moves by donating more than $10 million to environmental groups, and the company’s founder, Yvon Chouinard, gave the entire company (worth around $3 billion) to a nonprofit dedicated to fighting climate change.
Other brands sell comparable quality products, but aren’t as well known because they don’t anchor themselves in a purpose. Even people in the outdoor space are unaware of lesser-known brands that make comparable clothing. If those brands started using storytelling in their marketing campaigns, they’d build a stronger reputation and gather more loyal customers.
3. Use testimonials and case studies
Incorporating real-life examples into your video marketing will reinforce your story by reducing skepticism, adding authenticity and emotional impact, and most importantly, building credibility. You could have the most amazing story in the world, but without credibility, you’ll have a harder time getting sales.
A whopping 93% of people say reviews impact their purchase decisions. People trust real people over what brands say about their products. You’ll get more sales when your market can see themselves in other people’s stories.
Case studies may seem like a presentation of facts, but they actually showcase an emotional before-and-after transformation. If you can weave testimonials and case studies into your videos, you’ll have an advantage over your competition.
4. Align with an existing cause
Many people are just waiting for the opportunity to support a cause they align with, but won’t take action until a trusted brand paves the way. When you align with an existing cause, you tap into existing emotions, which immediately makes your message relatable and persuasive. It’s much easier to generate loyalty by telling a familiar story.
When you align with an existing cause, you automatically have a story to tell. It doesn’t need to be your personal story. Once you take on a cause, it becomes your fight. You get to tell the world what’s going on with that particular cause, and get your customers to rally their support for the cause and your brand.
It’s harder to convince people they need to care about a new cause. However, when they’re already emotionally connected to a cause, your brand can seamlessly become an extension of what they already align with.
5. Show victory over defeat
Regardless of what stories you decide to weave into your video marketing content, make sure you always show victory over defeat. People will feel most inspired by watching others go from zero to hero, from losing to winning, from struggling to overcoming.
For example, companies that seek donations to bring clean water to third-world countries show communities struggling with dirty water, their daily hardships, and the moment their lives change when clean water arrives.
When you tap into your market’s deepest desires and fears, you can construct a relatable story that depicts their own struggles so they’ll see themselves as the hero or victor in your story.
6. Make your customers part of your story
You may have noticed that some brands make their customers part of their story. This is one of the most powerful strategies you can employ. Nothing will make people feel more connected to your brand and your movement than the ability to participate in some way. Here are some examples:
GoPro
In 2018, GoPro launched their “Be a Hero” campaign where they asked customers to submit their GoPro videos capturing exciting moments for the chance to win part of a $1,000,000 prize. The video submissions posted to YouTube have received millions of views.
Doritos
From 2007-2016, Doritos ran their “Crash the Super Bowl” campaign, asking fans to make their own commercials. The best picks aired during the Super Bowl, automatically making fans advertising co-creators.
Starbucks
In 2014, Starbucks ran a “White Cup Contest,” where customers submitted hand-drawn doodles on their cups and some of those designs were featured on a reusable cup.
Video is the ultimate storytelling platform
Video is the most powerful way to tell a story because it combines visuals, emotion, and sound in a way that plain text can’t. Written content can be inspiring, but seeing real people, hearing their voices, and seeing them overcome their struggles hits deeper by making the story feel more personal.
Powerful, visual storytelling doesn’t just sell – it makes people feel something, creates connection, drives action, and generates belief in your brand.
Ready to tell a story that sells? Let’s create your next powerful video!
Brands that win are building strong emotional connections by telling relatable stories. And nothing tells a better story and inspires action faster than video.
If you’re ready to create high-impact videos that leverage powerful storytelling, we can help. Whether you’re looking to align your brand with a cause, create your own movement, or use storytelling to tap into your audience’s deepest desires, contact us today and let’s bring your story to life!
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