This presentation was created by Jon DiGreogry who is the founder of Cantaloupe TV. He presented it on October 24 in Indy for a fun, interactive session on how to strategically leverage the emotional connections created by video storytelling to move your audience through your sales cycle. Videos mentioned in the presentation: 1. Simon Sinek "The Golden Circle" http://www.ted.com/talks/simon_sinek_how_great_leaders_inspire_action.html 2. SunKing CANvitational http://divvy.cantaloupe.tv/storybooks/a05e50d0-8e62-4e2d-b73a-6be21216a32a/preview#episode/1 3. "The Everyday Runner" by run.com http://divvy.cantaloupe.tv/storybooks/0f73da42-ecc6-4110-b664-8adff114f150/preview 4. StoryCorps "Danny and Annie" http://storycorps.org/animation/danny-and-annie/ 5. Kroger http://www.youtube.com/watch?v=krnIYGy8IQE 6. Whole Foods "Tomorrow Somewhere New" http://www.darkrye.com/content/tomorrow-somewhere-new 7. Rockwell http://link.backlight.tv/poda/videos/rje-the-generation-chair-360.html 8. SmallBox http://link.backlight.tv/podb/videos/manifesto-1861.html 9. RJE

1. WE CREATE EMOTIONAL CONNECTIONS
THROUGH AUTHENTIC STORYTELLING
BY PLANNING, PRODUCING AND
PRESENTING ONLINE VIDEO
Thursday, October 24, 13

2. My brother can do really cool
“wheelies” on his motorcycle!
Thursday, October 24, 13

3. My brother can do really cool
“wheelies” on his motorcycle!
My brother Jimmy is really good at doing “wheelies” on his motorcycle! In fact, he can execute them so well that it looks almost
effortless as he motors down the road. Amazingly, at the drop of a dime, he can lift the front wheel of his motorcycle while
traveling at a high rate of speed and can hold the front wheel up in the air for really, really, long distances at a time. Mom, who is
scared for Jimmy’s safety, says that if he doesn’t stop soon Jimmy with ultimately crash his motorcycle and get hurt real, real bad.
In reality, Mom really hates seeing him do wheelies since it was those very same type of wheelies that attracted Dad’s girlfriend to
him.
Dad was showing off on his motorcycle in the local pub parking lot when Dad’s not yet new girlfriend was walking out to put more
money in the parking meter. Stunned by the ribbing the accelerator and popping up his front tire really caught Shellie's eye since
Mom, who is scared for Jimmy’s safety, says that if he doesn’t stop soon Jimmy with ultimately crash his motorcycle and get hurt
real, real bad. In reality, Mom really hates seeing him do wheelies since it was those very same type of wheelies that attracted
Dad’s girlfriend to him. Dad was showing off on his motorcycle in the local pub parking lot when Dad’s not yet new girlfriend was
walking out to put more money in the parking meter. Stunned by the ribbing the accelerator and popping up his front tire really
caught Shellie's eye since
Amazingly, at the drop of a dime, he can lift the front wheel of his motorcycle while traveling at a high rate of speed and can hold the
front wheel up in the air for really, really, long distances at a time. Mom, who is scared for Jimmy’s safety, says that if he doesn’t
stop soon Jimmy with ultimately crash his motorcycle and get hurt real, real bad. In reality, Mom really hates seeing him do
wheelies since it was those very same type of wheelies that attracted Dad’s girlfriend to him.
Thursday, October 24, 13

4. My brother can do really cool
“wheelies” on his motorcycle!
My brother Jimmy is really good at doing “wheelies” on his motorcycle! In fact, he can execute them so well that it looks almost
effortless as he motors down the road. Amazingly, at the drop of a dime, he can lift the front wheel of his motorcycle while
traveling at a high rate of speed and can hold the front wheel up in the air for really, really, long distances at a time. Mom, who is
scared for Jimmy’s safety, says that if he doesn’t stop soon Jimmy with ultimately crash his motorcycle and get hurt real, real bad.
In reality, Mom really hates seeing him do wheelies since it was those very same type of wheelies that attracted Dad’s girlfriend to
him.
Dad was showing off on his motorcycle in the local pub
parking lot when Dad’s not yet new girlfriend was walking
out to put more money in the parking meter. Stunned by
the ribbing the accelerator and popping up his front tire
really caught Shellie's eye since Mom, who is scared for
Jimmy’s safety, says that if he doesn’t stop soon Jimmy
with ultimately crash his motorcycle and get hurt real, real
bad. In reality, Mom really hates seeing him do wheelies
since it was those very same type of wheelies that attracted
Dad’s girlfriend to him. Dad was showing off on his motor
cycle in the local pub parking lot when Dad’s not yet new
girlfriend was walking out to put more money in the parking
meter. Stunned by the ribbing the accelerator and popping
up his front tire really caught Shellie's eye since.
Thursday, October 24, 13

5. Thursday, October 24, 13

6. Thursday, October 24, 13

7. Thursday, October 24, 13

8. My brother can do really cool
“wheelies” on his motorcycle!
My brother Jimmy is really good at doing “wheelies” on his motorcycle! In fact, he can execute them so well that it looks almost
effortless as he motors down the road. Amazingly, at the drop of a dime, he can lift the front wheel of his motorcycle while
traveling at a high rate of speed and can hold the front wheel up in the air for really, really, long distances at a time. Mom, who is
scared for Jimmy’s safety, says that if he doesn’t stop soon Jimmy with ultimately crash his motorcycle and get hurt real, real bad.
In reality, Mom really hates seeing him do wheelies since it was those very same type of wheelies that attracted Dad’s girlfriend to
him.
Dad was showing off on his motorcycle in the local pub
parking lot when Dad’s not yet new girlfriend was walking
out to put more money in the parking meter. Stunned by
the ribbing the accelerator and popping up his front tire
really caught Shellie's eye since Mom, who is scared for
Jimmy’s safety, says that if he doesn’t stop soon Jimmy
with ultimately crash his motorcycle and get hurt real, real
bad. In reality, Mom really hates seeing him do wheelies
since it was those very same type of wheelies that attracted
Dad’s girlfriend to him. Dad was showing off on his motor
cycle in the local pub parking lot when Dad’s not yet new
girlfriend was walking out to put more money in the parking
meter. Stunned by the ribbing the accelerator and popping
up his front tire really caught Shellie's eye since.
Thursday, October 24, 13

9. Let’s Get Uncomfortable:
Find An Emotional Connection
Thursday, October 24, 13

10. Emotional Connection =
ACHIEVING COMMON GROUND
Achieving Common Ground =
Opening the door to TRUST & BELIEVABILITY!
Thursday, October 24, 13

11. Trust & Believability =
Positive Decision Making Without
FEAR, UNCERTAINTY & DOUBT!
Thursday, October 24, 13

12. Where’s the ROI?
Without Story = $1.49 / With Story = $197.50
Thursday, October 24, 13

13. What is the ROI of your Mother?
Thursday, October 24, 13

14. WHAT DO YOU WANT VIDEO TO DO FOR YOU?
“I want video to help me____________!”
Thursday, October 24, 13

15. PLAN
PRESENT
Thursday, October 24, 13
PRODUCE
PERSUADE

16. PLAN
PRESENT
Thursday, October 24, 13
PRODUCE
PERSUADE

17. Thursday, October 24, 13

18. PLAN
Thursday, October 24, 13
BOLT ON
AUDIENCE
EMOTION
DELIVERY
COST

19. PLAN
Thursday, October 24, 13
BOLT ON
AUDIENCE
EMOTION
DELIVERY
COST

20. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
A plan for attaching video storytelling
to sales and marketing processes...
Thursday, October 24, 13

21. PLAN
Thursday, October 24, 13
BOLT ON
AUDIENCE
EMOTION
DELIVERY
COST

22. PLAN
Thursday, October 24, 13
BOLT ON
AUDIENCE
EMOTION
DELIVERY
COST

23. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
Where Be Your People?
01: Fran
02: Dan
03: Claire
04: Bob
Identify them by the stage of your sales cycle...
Thursday, October 24, 13

24. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
Meet Fran
Meet Dan
Meet Claire
Meet Bob
FOUND
DIGEST
CONFIRM
BELIEVE
!
≈
?
AWARE
CURIOUS
$
I LIKE IT
$$
I’M BUYING
BUY AGAIN
INTRODUCE
TELL
PROVE
REINFORCE
WHY
ABOUT US
CLIENT STORY
BEST PRACTICES
Thursday, October 24, 13

25. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
01: Fran
02: Dan
03: Claire
04: Bob
FIND
DIGEST
CONFIRM
BELIEVE
≈
!
?
UNAWARE
AWARE
$
I LIKE IT
$$
I’M BUYING
BUY AGAIN
INTRODUCE
TELL
PROVE
REINFORCE
WHY
ABOUT US
CLIENT STORY
BEST PRACTICES
Thursday, October 24, 13

26. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
FRAN: Why Story
Thursday, October 24, 13

27. WHY DO YOU DO WHAT YOU DO?
Thursday, October 24, 13

28. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
01: Fran
02: Dan
03: Claire
04: Bob
FIND
DIGEST
CONFIRM
BELIEVE
≈
!
?
UNAWARE
AWARE
$
I LIKE IT
$$
I’M BUYING
BUY AGAIN
INTRODUCE
TELL
PROVE
REINFORCE
WHY
ABOUT US
CLIENT STORY
BEST PRACTICES
Thursday, October 24, 13

29. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
DAN: About Us Story
Thursday, October 24, 13

30. WHAT NEEDS TO BE SUPER CLEAR?
Thursday, October 24, 13

31. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
01: Fran
02: Dan
03: Claire
04: Bob
FIND
DIGEST
CONFIRM
BELIEVE
≈
!
?
UNAWARE
AWARE
$
I LIKE IT
$$
I’M BUYING
BUY AGAIN
INTRODUCE
TELL
PROVE
REINFORCE
WHY
ABOUT US
CLIENT STORY
BEST PRACTICES
Thursday, October 24, 13

32. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
CLAIRE: Client Story
Thursday, October 24, 13

33. WHAT DO YOU DO BEST?
Thursday, October 24, 13

34. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
01: Fran
02: Dan
03: Claire
04: Bob
FIND
DIGEST
CONFIRM
BELIEVE
≈
!
?
UNAWARE
AWARE
$
I LIKE IT
$$
I’M BUYING
BUY AGAIN
INTRODUCE
TELL
PROVE
REINFORCE
WHY
ABOUT US
CLIENT STORY
BEST PRACTICES
Thursday, October 24, 13

35. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
BOB: Best Practices Story
Thursday, October 24, 13

36. WHAT NEW THING ARE YOU EXCITED ABOUT?
Thursday, October 24, 13

37. PLAN
Thursday, October 24, 13
BOLT ON
AUDIENCE
EMOTION
DELIVERY
COST

38. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
What is an Emotional Connection?
Heart
Thursday, October 24, 13
Data
Distribution
Personal

39. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
SIMON SINEK: Start With Why
Thursday, October 24, 13

40. Thursday, October 24, 13

41. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
Facts & Data
Gut Feeling
Thursday, October 24, 13

42. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
Why is Why important? Cart before the horse
02. Secondary
Emotional Connection
Thursday, October 24, 13
01. Primary
Emotional Connection

43. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
Horse before the cart...
02. Secondary
Emotional Connection
Thursday, October 24, 13
01. Primary
Emotional Connection

44. PLAN
Thursday, October 24, 13
BOLT ON
AUDIENCE
EMOTION
DELIVERY
COST

45. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
Think “How Aggressive?” Ongoing Conversation
Thursday, October 24, 13

46. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
No recipe for the One Hit Wonder...
Thursday, October 24, 13

47. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
77,519,723
CONGRATULATIONS! You now know there are
over 77 million people dumber than you...
Thursday, October 24, 13

48. PLAN
Thursday, October 24, 13
BOLT ON
AUDIENCE
EMOTION
DELIVERY
COST

49. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
How much you got? Please provide a budget...
Thursday, October 24, 13

50. PLAN
BOLT ON : AUDIENCE : EMOTION : DELIVERY : COST
Think Phone Bill! What can you spend monthly?
Thursday, October 24, 13

51. PLAN
PRESENT
Thursday, October 24, 13
PRODUCE
PERSUADE

52. AUTHENTIC
STORY
CLIENT VS. VIEWER
HURDLES
Thursday, October 24, 13
PRODUCE

53. AUTHENTIC
STORY
CLIENT VS. VIEWER
HURDLES
Thursday, October 24, 13
PRODUCE

54. PRODUCE
AUTHENTIC : STORY : CLIENT VS VIEWER : HURDLES
We actually CAN handle the truth...
Thursday, October 24, 13

55. PRODUCE
AUTHENTIC : STORY : CLIENT VS VIEWER : HURDLES
Tell us something
REAL about you or
your business...
Thursday, October 24, 13

56. AUTHENTIC
STORY
CLIENT VS. VIEWER
HURDLES
Thursday, October 24, 13
PRODUCE

57. PRODUCE
AUTHENTIC : STORY : CLIENT VS VIEWER : HURDLES
Story is the fastest way to achieve Common Ground
Thursday, October 24, 13

58. PRODUCE
AUTHENTIC : STORY : CLIENT VS VIEWER : HURDLES
What makes a Story?
?
Question
Thursday, October 24, 13
Journey
Reflection
Reward
Story

59. PRODUCE
Thursday, October 24, 13
AUTHENTIC : STORY : CLIENT VS VIEWER : HURDLES

60. PRODUCE
Thursday, October 24, 13
AUTHENTIC : STORY : CLIENT VS VIEWER : HURDLES

61. PRODUCE
Thursday, October 24, 13
AUTHENTIC : STORY : CLIENT VS VIEWER : HURDLES

62. AUTHENTIC
STORY
CLIENT VS. VIEWER
HURDLES
Thursday, October 24, 13
PRODUCE

63. PRODUCE
AUTHENTIC : STORY : CLIENT VS VIEWER : HURDLES
Client
F
Facts
Data
Compliance
Viewer
V
Thursday, October 24, 13
Relevant
Believable
Reward

64. PRODUCE
AUTHENTIC : STORY : CLIENT VS VIEWER : HURDLES
Client
F
Facts
Data
Compliance
Viewer
V
Thursday, October 24, 13
Relevant
Believable
Reward

65. PRODUCE
Thursday, October 24, 13
AUTHENTIC : STORY : CLIENT VS VIEWER : HURDLES

66. PRODUCE
Thursday, October 24, 13
AUTHENTIC : STORY : CLIENT VS VIEWER : HURDLES

67. AUTHENTIC
STORY
CLIENT VS. VIEWER
HURDLES
Thursday, October 24, 13
PRODUCE

68. PRODUCE
AUTHENTIC : STORY : CLIENT VS VIEWER : HURDLES
Breaking down hurdles with story...
Thursday, October 24, 13

69. PLAN
PRESENT
Thursday, October 24, 13
PRODUCE
PERSUADE

70. PRESENT
Thursday, October 24, 13
DEEPER DIVE
SOCIAL STORY
CROSS DATABASE

71. PRESENT
Thursday, October 24, 13
DEEPER DIVE
SOCIAL STORY
CROSS DATABASE

72. PRESENT
DEEPER DIVE : SOCIAL STORY : CROSS DATABASE
Where next? What’s next?
Thursday, October 24, 13

73. PRESENT
Thursday, October 24, 13
DEEPER DIVE : SOCIAL STORY : CROSS DATABASE

74. PRESENT
Thursday, October 24, 13
DEEPER DIVE
SOCIAL STORY
CROSS DATABASE

75. PRESENT
Thursday, October 24, 13
DEEPER DIVE : SOCIAL STORY : CROSS DATABASE

76. PRESENT
Thursday, October 24, 13
DEEPER DIVE
SOCIAL STORY
CROSS DATABASE

77. PRESENT
DEEPER DIVE : SOCIAL STORY : CROSS DATABASE
Do you work
with partners?
Thursday, October 24, 13

78. PRESENT
Thursday, October 24, 13
DEEPER DIVE : SOCIAL STORY : CROSS DATABASE

79. PRESENT
Thursday, October 24, 13
DEEPER DIVE : SOCIAL STORY : CROSS DATABASE

80. PLAN
PRESENT
Thursday, October 24, 13
PRODUCE
PERSUADE

81. EXCUSE
ONGOING
NOT ABOUT YOU
Thursday, October 24, 13
PERSUADE

82. EXCUSE
ONGOING
NOT ABOUT YOU
Thursday, October 24, 13
PERSUADE

83. PERSUADE
MARKETING
VIDEOS
EXCUSE : ONGOING : NOT ABOUT YOU
{
Meet Trigger
TOUCH
DON’T CARE
ONGOING
CARE
ence
i
Aud ift
Sh
Meet Fran
Meet Bob
DIGEST
CONFIRM
BELIEVE
{
Getting
permission
to interrupt!
Thursday, October 24, 13
Meet Claire
FOUND
SALES
VIDEOS
Meet Dan
!
≈
?
AWARE
CURIOUS
$
I LIKE IT
$$
I’M BUYING
BUY AGAIN
INTRODUCE
TELL
PROVE
REINFORCE
WHY
ABOUT US
CLIENT STORY
BEST PRACTICES

84. PERSUADE
MARKETING
VIDEOS
EXCUSE : ONGOING : NOT ABOUT YOU
{
Meet Trigger
TOUCH
DON’T CARE
ONGOING
CARE
ence
i
Aud ift
Sh
Meet Fran
Meet Bob
DIGEST
CONFIRM
BELIEVE
{
Getting
permission
to interrupt!
Thursday, October 24, 13
Meet Claire
FOUND
SALES
VIDEOS
Meet Dan
!
≈
?
AWARE
CURIOUS
$
I LIKE IT
$$
I’M BUYING
BUY AGAIN
INTRODUCE
TELL
PROVE
REINFORCE
WHY
ABOUT US
CLIENT STORY
BEST PRACTICES

85. PERSUADE
Thursday, October 24, 13
EXCUSE : ONGOING : NOT ABOUT YOU

86. PERSUADE
EXCUSE : ONGOING : NOT ABOUT YOU
Everyone Has A Blurry Space
Thursday, October 24, 13

87. PERSUADE
EXCUSE : ONGOING : NOT ABOUT YOU
THE ARTICLES
{
Meet Trigger
TOUCH
DON’T CARE
ence
i
Aud ift
Sh
Meet Fran
FOUND
THE ADS
DIGEST
{
!
CURIOUS
INTRODUCE
CON
≈
?
AWARE
Thursday, October 24, 13
Mee
Meet Dan
I LIKE IT
TELL
PR

88. EXCUSE
ONGOING
NOT ABOUT YOU
Thursday, October 24, 13
PERSUADE

89. PERSUADE
EXCUSE : ONGOING : NOT ABOUT YOU
✆
Thursday, October 24, 13

90. PERSUADE
EXCUSE : ONGOING : NOT ABOUT YOU
✆
Thursday, October 24, 13
$

91. PERSUADE
EXCUSE : ONGOING : NOT ABOUT YOU
4 weeks
✆
Thursday, October 24, 13
$

92. PERSUADE
18
mn
✔
Thursday, October 24, 13
EXCUSE : ONGOING : NOT ABOUT YOU
4 weeks
✆
$

93. PERSUADE
18
mn
✔
Thursday, October 24, 13
EXCUSE : ONGOING : NOT ABOUT YOU
4 weeks
✆
$

94. PERSUADE
18
mn
✔
Thursday, October 24, 13
EXCUSE : ONGOING : NOT ABOUT YOU
4 weeks
✆
$

95. PERSUADE
EXCUSE : ONGOING : NOT ABOUT YOU
18
mn
✔
Thursday, October 24, 13
4 weeks
▶
▶
▶
▶
✆
$

96. PERSUADE
EXCUSE : ONGOING : NOT ABOUT YOU
x
18
mn
✔
Thursday, October 24, 13
▶
▶
▶
▶
4 weeks
✆
$

97. PERSUADE
EXCUSE : ONGOING : NOT ABOUT YOU
x
18
mn
✔
Thursday, October 24, 13
▶
▶
▶
▶
4 weeks
✆
$

98. PERSUADE
EXCUSE : ONGOING : NOT ABOUT YOU
x
18
mn
✔
4
Thursday, October 24, 13
▶
▶
▶
▶
4 weeks
✆
$

99. PERSUADE
EXCUSE : ONGOING : NOT ABOUT YOU
x
18
mn
✔
4
Thursday, October 24, 13
▶
▶
▶
▶
4 weeks
✆
$

100. PERSUADE
EXCUSE : ONGOING : NOT ABOUT YOU
Email Clicks WITH
Embedded video
Thursday, October 24, 13
Email Clicks WITHOUT
Embedded video

101. WhatPERSUADE EXCUSE : ONGOING : NOT ABOUT YOU
is an Emotional Connection?
Heart
Data
Distribution
Personal
EMOTIONAL
EQUITY!
Thursday, October 24, 13

102. PERSUADE
Thursday, October 24, 13
EXCUSE : ONGOING : NOT ABOUT YOU

103. EXCUSE
ONGOING
NOT ABOUT YOU
Thursday, October 24, 13
PERSUADE

104. PERSUADE
EXCUSE : ONGOING : NOT ABOUT YOU
Who gets your permission to keep interrupting?
To work... it can’t be about you. So get over it!
Thursday, October 24, 13

105. Thursday, October 24, 13

106. AUDIENCE ALLOCATION
E TO
CUSRUPT
EX R
INTE
Meet Trigger
TOUCH
DON’T CARE
ONGOING
CARE
e
ienc
Aud ift
Sh
Meet Fran
Meet Dan
Meet Claire
Meet Bob
FOUND
DIGEST
CONFIRM
BELIEVE
AGE
S ST ITY
E
SAL ONAL
S
PER
r
avio
Behange
Ch
R
YOURY
STO
Thursday, October 24, 13
!
≈
?
AWARE
CURIOUS
$
I LIKE IT
$$
I’M BUYING
BUY AGAIN
INTRODUCE
TELL
PROVE
REINFORCE
WHY
ABOUT US
CLIENT STORY
BEST PRACTICES

107. THE ARTICLES
EXCUSE TO
INTERRUPT
{
{
STORYBOOK
00: Earl
E
ENGAGE
ONGOING
INDUSTRY
Thursday, October 24, 13
02: Dan
03: Claire
04: Bob
FIND
THE ADS
01: Fran
DIGEST
CONFIRM
BELIEVE

108. Thursday, October 24, 13