A study of over 1,400 marketing campaigns by the Institute of Practitioners in Advertising in the UK found that campaigns selling on emotion only were 32% effective. Worse still, campaigns selling on logic only were 16% effective. Blah!
More strikingly, campaigns combining logic and emotion were 26% effective. The use of logic brought the effectiveness down.
Emotion in decision making is a very strong driver. Have a read of my Blog, “Telling Tales to Boards” which encourages the use of emotive story-telling to influence.
Your challenge with data is to build compelling, emotion-stirring storylines based on data that is trustworthy. That means data you trust and your stakeholder trusts.
Many stakeholders are sceptical of data. That’s understandable. We have all been exposed to misrepresented data and what I like to call “quantifornication” where data has been mishandled or misinterpreted.
My tip. Start with your data, not big data. There is a compelling, emotion-stirring storyline right there. You just need to go looking.
Bryan's new book teaches you practical methods to cut through with your advice and make the impact you want to make. Available on Amazon or order here now.
YOUR DECISIONS DEFINE YOU.
Available on Amazon or order here now.
Bryan Whitefield works with strategic leaders across all sectors to help organisations harness uncertainty – uncertainty is the strategic leader’s best friend. He is the author of DECIDE: How to Manage the Risk in Your Decision Making and Winning Conversations: How to turn red tape into blue ribbon. He is the designer of the Risk Culture: Build Your Tribe of Advocates Program for support functions and the Winning Conversations: How to Engage Program for internal advisors. Both can be booked individually or in-house. For more information about Bryan, please click here.