THE SCIENCE OF 
STORYTELLING 2 
We will be starting at 11:02 am PT. 
Use the Chat Pane in GoToTraining to Ask Questions! 
Or #StoryTalk on Twitter 
Webinar video and 
presentation deck will be 
available later today
BEFORE WE BEGIN 
Webinar 11.3.14: The Relationship Era: 
Creating Authentic Customer 
Relationships in a Clutter World 
Bob Garfield 
Co-host: NPR’s On the Media 
Author – Can’t Buy Me Like 
What do you want to hear about?
Introductions 
Your guides for today’s conversation 
Jake Cerf 
Product Marketing Manager @ StoryBox 
@jakecerf 
Justin M. Nassiri 
Founder & Chief Storyteller @ StoryBox 
@jnassiri1
TODAY’S GOAL: 
To learn how to use customer 
storytelling to engage your 
community, drive sales, and 
increase referrals
AGENDA 
1 Recap of Part 1 
2 Setting goals + benchmarks 
3 Knowing what stories work 
4 How, where & when to use these stories 
5 Questions & Next steps
1 RECAP OF PART 1
Stories resonate with 
us on a deeply 
emotional level 
Stories are: 
1. Inherently accessible 
2. Profoundly retained 
3. More likely to be shared
stôrē/teliNG/ 
A company’s practice of empowering 
its community to share their unique 
experience with the world
PART 1 KEY TAKEAWAYS: 
1 People remember stories more than anything else 
Customers share their stories in different ways 2 
Reward your community for sharing their story today 3 
Provide examples and guidelines to receive quality 
stories 
4
2 SETTING GOALS + BENCHMARKS
“Ready, FIRE, aim mentality”
When it comes 
to KPIs 
… you tell me?
Every battle is won 
before it is ever fought. 
-- Sun Tzu, The Art of War 
“
Why are goals essential for customer 
storytelling?
#1: Frame the 
story for your 
boss & the 
world
#2: 
Make sure your 
tracking is in place 
from day 1
#3: 
Make sure you’ve got 
enough gas to reach 
your goals
What to measure?
Engagement Metrics 
1. Referral Traffic 
2. Increased Time on Site 
3. Interactions 
4. CTRs
Participation 
1. Creating content 
2. Shares 
3. Votes
Participation by content creation is the most 
common KPI…but it shouldn’t be
Participation is one 
component of many 
1. 1% of a community is 
content creators; 99% are 
content consumers 
2. Participation is 100% based 
on traffic and incentives 
3. Overlooks the value of 
using content broadly to 
drive community 
interactions & sales 
For more insight on 
participation, refer to The 
Science of Storytelling 1
Sharing & Virality 
Metrics 
1. Sales 
2. Email CTR 
3. Ad CTR 
4. Social Media Mentions
The “soft metrics” 
1. Brand Affinity 
2. Share of Voice 
3. Brand Perception 
4. Customer Loyalty 
Great benefits, but require 
advanced tracking & surveys
Consumer insights may prove more compelling 
than the data itself
Example data from anonymous 
client 
100% 
98% 
96% 
94% 
92% 
90% 
88% 
86% 
Submissions Votes 
Source: StoryBox client data 
YouTube 
Twitter 
Instagram 
Video 
Photo 
• Videos (submitted & 
YouTube) received a 
disproportionate amount 
of votes 
• Instagram content 
received less votes than 
expected 
Content by Source 
Look for consumer 
insights for future 
campaigns
Example data from anonymous 
client 
Content Subject by Location 
31% 
Source: StoryBox client data 
Look for consumer 
insights for other 
marketing programs 
• Indoor imagery most 
predominant content 
• Imagery guidance to 
appeal to target 
demographics 
54% 
15% 
Indoors 
N/A 
Outdoors 
Image Content 
Woman 51% 
Man 10% 
Child 9% 
Woman & Child 5% 
Couple 4% 
Dog 4%
Remember: Establishing a dialogue and program 
requires iteration and refinement
3 KNOWING WHAT STORIES WORK
Willingness to 
Participate 
81% 
50% 
25% 
10% 
• People differ in how they 
would like to share their 
story 
• People are affected 
differently by viewing 
different types of content 
To maximize impact 
and participation, 
provide multiple ways 
to participate 
Source: StoryBox client data
Impact on 
KPIs 
Coming soon: 
Part 2 
10.30.13 
Source: StoryBox client data 
Nothing in the world is 
worth having or worth 
doing unless it means 
effort, pain, difficulty 
-- Theodore Roosevelt
Remember the ALC Ice Bucket Challenge?
If the Ice Bucket Challenge were text 
instead of video… 
Brr… this water is so cold. #IceBucketChallenge!!! 
WOW! F-ing FREEZING! #IceBucketChallenge. 
@BillNye, @BarryO – don’t leave me hanging fellas. Just iced 
myself (not Smirnof) and this is cold! #IceBucketChallenge 
3-2-1 Dunk! Woohoooo! That’ll get you up in the morning. 
This #IceBucketChallenge is no joke. @RandyQ @JillianDay 
you two are up next
Video leads in customer 
engagement 
Hover over: 
4.5X longer than photos 
2.2X longer than text 
View time: 
60% longer than photos 
41% longer than text
Visual content 
elicits the most 
clicks 
Video is: 
37% higher than 
photos 
223% higher 
than text 
Photos are 134% 
higher than text
1.8M Equivalent words for 1 minute of video 
90% Amount of information transmitted to brain visually 
3X Increase in traffic for posts with video vs. text 
100%Increase in time on site for retailers with video 
40% People who respond better to visual content than 
text 
90% Online shoppers who find video helpful in making 
buying decisions 
64% How much more likely a customer is to buy a 
product with an online video 
http://www.videobrewery.com/blog/18-video-marketing-statistics 
http://blog.hubspot.com/blog/tabid/6307/bid/33423/19-Reasons-You-Should-Include-Visual-Content-in-Your-Marketing-Data.aspx
A few tactical recommendations for making the 
most of visual content
Be Topical
Be Topical 
Oreos 100-day campaign: 
100 stories of of creativity, 
humor, and cultural 
awareness 
• Gained 1 million 
Facebook fans 
• 195% increase in fan 
interactions
Enable custom creations
Help customers create 
custom creations 
AT&T You’ve got a Case: 
Fans send customizable 
videos to their friends 
• 12 million impressions 
($1.5 M) 
• 56% participation 13-25 
year olds
Promote giveaways and freebies
Promote Giveaways & 
Freebies 
Heineken Squad Numbers: 
Soccer jersey included in 
every crate of beer. Fans 
submit photos wearing their 
shirt for a chance to win 
all0inclusive trip to Europe 
Cup. 
• 30% growth in crate sales 
• 120k Facebook Fans 
gained
Use a # with every campaign
Use a # with every 
campaign 
Lancome #BareSelfie: 
Encouraged fan selfies sans 
makeup to celebrate their new 
DreamTone 
• 500 photos submitted 
• Generated 50% of sales 
for DreamTone 
• 4% conversion rate for 
DreamTone
Challenge users in new ways
Challenge Users in New Ways 
Heineken Crack the US Open: 
A “Where’s Waldo” style app where users 
search for one individual amongst fans 
seated at the event 
• 1,500 participants in 3-days 
• 20% increase in Instagram followers
Take followers behind the scenes
Take followers behind 
the scenes 
Airbus A350 Launch: Creating 
buzz of their maiden flight with 
real time photos, videos, and 
Vines 
• 10M Impressions 
• 4,000 new followers in one 
day 
• #1 trending topic
Use a # with every 
campaign 
Airbus A350 Launch: Creating 
buzz of their maiden flight with 
real time photos, videos, and 
Vines 
• 10M Impressions 
• 4,000 new followers in one 
day 
• #1 trending topic 
Want more? 
How Images Make Content More Shareable 
StoryBox White Paper & Infographic 
11.6.14
4 WHERE, WHEN, AND HOW TO USE 
THESE STORIES
Quick Poll!
Participation over 
time 
Most participation 
occurs during the 
workday 
• Majority occurs from 9:00- 
5:00pm PST 
• Includes created content 
only (not aggregated 
stories) 
1200 
1000 
800 
600 
400 
200 
0 
Submissions by Time of Day 
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 
Source: StoryBox client data 
57%
Participation over 
time 
Most participation 
occurs early in work 
week 
• 68% of participation 
occurs Mon - Thurs 
• Peak participation time is 
2:00pm PST on Tuesday 
900 
800 
700 
600 
500 
400 
300 
200 
100 
Submissions by Day of Week 
68% 
Source: StoryBox client data 
- 
Mon Tue Wed Thu Fri Sat Sun
Participation over 
time 
1,000 
800 
600 
400 
200 
- 
Mon Tue Wed Thu Fri Sat Sun 
Source: StoryBox client data 
• Mobile participation peaks on Saturdays (50% vs 20%) 
• Desktop still leads participation (but shrinking quickly) 
Mobile 
Uploads 
Recorded 
Participation by Device Type over Time
Use your customer stories’ 
everywhere 
Website: homepage, product 
page, community page, about us 
page 
Social: give shout-outs to 
participants (and also drive more 
stories) 
Email: Dedicated emails & 
newsletters. Tailor to demographic 
information
Use your customer stories’ 
everywhere 
Digital Ads: Static or interactive 
ads featuring customer stories 
TV: Standalone stories, edit 
promos, or pre-screen 
Billboards: Digital or static 
banners
1 KEY TAKEAWAYS: 
Don’t start your campaign until your goals and KPIs 
are in place 
1 
Some of your most important takeaways will be the 
consumer insights behind the data 2 
Although it’s harder to get, visual content is more 
powerful than other types of content 3 
Use your stories far and wide to connect with 
potential customers 
4
GIVE CUSTOMERS A MEANS TO TELL 
THEIR STORY. QUESTIONS?

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The Science of Storytelling 2

  • 1. THE SCIENCE OF STORYTELLING 2 We will be starting at 11:02 am PT. Use the Chat Pane in GoToTraining to Ask Questions! Or #StoryTalk on Twitter Webinar video and presentation deck will be available later today
  • 2. BEFORE WE BEGIN Webinar 11.3.14: The Relationship Era: Creating Authentic Customer Relationships in a Clutter World Bob Garfield Co-host: NPR’s On the Media Author – Can’t Buy Me Like What do you want to hear about?
  • 3. Introductions Your guides for today’s conversation Jake Cerf Product Marketing Manager @ StoryBox @jakecerf Justin M. Nassiri Founder & Chief Storyteller @ StoryBox @jnassiri1
  • 4. TODAY’S GOAL: To learn how to use customer storytelling to engage your community, drive sales, and increase referrals
  • 5. AGENDA 1 Recap of Part 1 2 Setting goals + benchmarks 3 Knowing what stories work 4 How, where & when to use these stories 5 Questions & Next steps
  • 6. 1 RECAP OF PART 1
  • 7. Stories resonate with us on a deeply emotional level Stories are: 1. Inherently accessible 2. Profoundly retained 3. More likely to be shared
  • 8. stôrē/teliNG/ A company’s practice of empowering its community to share their unique experience with the world
  • 9. PART 1 KEY TAKEAWAYS: 1 People remember stories more than anything else Customers share their stories in different ways 2 Reward your community for sharing their story today 3 Provide examples and guidelines to receive quality stories 4
  • 10. 2 SETTING GOALS + BENCHMARKS
  • 11. “Ready, FIRE, aim mentality”
  • 12. When it comes to KPIs … you tell me?
  • 13. Every battle is won before it is ever fought. -- Sun Tzu, The Art of War “
  • 14. Why are goals essential for customer storytelling?
  • 15. #1: Frame the story for your boss & the world
  • 16. #2: Make sure your tracking is in place from day 1
  • 17. #3: Make sure you’ve got enough gas to reach your goals
  • 19. Engagement Metrics 1. Referral Traffic 2. Increased Time on Site 3. Interactions 4. CTRs
  • 20. Participation 1. Creating content 2. Shares 3. Votes
  • 21. Participation by content creation is the most common KPI…but it shouldn’t be
  • 22. Participation is one component of many 1. 1% of a community is content creators; 99% are content consumers 2. Participation is 100% based on traffic and incentives 3. Overlooks the value of using content broadly to drive community interactions & sales For more insight on participation, refer to The Science of Storytelling 1
  • 23. Sharing & Virality Metrics 1. Sales 2. Email CTR 3. Ad CTR 4. Social Media Mentions
  • 24. The “soft metrics” 1. Brand Affinity 2. Share of Voice 3. Brand Perception 4. Customer Loyalty Great benefits, but require advanced tracking & surveys
  • 25. Consumer insights may prove more compelling than the data itself
  • 26. Example data from anonymous client 100% 98% 96% 94% 92% 90% 88% 86% Submissions Votes Source: StoryBox client data YouTube Twitter Instagram Video Photo • Videos (submitted & YouTube) received a disproportionate amount of votes • Instagram content received less votes than expected Content by Source Look for consumer insights for future campaigns
  • 27. Example data from anonymous client Content Subject by Location 31% Source: StoryBox client data Look for consumer insights for other marketing programs • Indoor imagery most predominant content • Imagery guidance to appeal to target demographics 54% 15% Indoors N/A Outdoors Image Content Woman 51% Man 10% Child 9% Woman & Child 5% Couple 4% Dog 4%
  • 28. Remember: Establishing a dialogue and program requires iteration and refinement
  • 29. 3 KNOWING WHAT STORIES WORK
  • 30. Willingness to Participate 81% 50% 25% 10% • People differ in how they would like to share their story • People are affected differently by viewing different types of content To maximize impact and participation, provide multiple ways to participate Source: StoryBox client data
  • 31. Impact on KPIs Coming soon: Part 2 10.30.13 Source: StoryBox client data Nothing in the world is worth having or worth doing unless it means effort, pain, difficulty -- Theodore Roosevelt
  • 32. Remember the ALC Ice Bucket Challenge?
  • 33. If the Ice Bucket Challenge were text instead of video… Brr… this water is so cold. #IceBucketChallenge!!! WOW! F-ing FREEZING! #IceBucketChallenge. @BillNye, @BarryO – don’t leave me hanging fellas. Just iced myself (not Smirnof) and this is cold! #IceBucketChallenge 3-2-1 Dunk! Woohoooo! That’ll get you up in the morning. This #IceBucketChallenge is no joke. @RandyQ @JillianDay you two are up next
  • 34. Video leads in customer engagement Hover over: 4.5X longer than photos 2.2X longer than text View time: 60% longer than photos 41% longer than text
  • 35. Visual content elicits the most clicks Video is: 37% higher than photos 223% higher than text Photos are 134% higher than text
  • 36. 1.8M Equivalent words for 1 minute of video 90% Amount of information transmitted to brain visually 3X Increase in traffic for posts with video vs. text 100%Increase in time on site for retailers with video 40% People who respond better to visual content than text 90% Online shoppers who find video helpful in making buying decisions 64% How much more likely a customer is to buy a product with an online video http://www.videobrewery.com/blog/18-video-marketing-statistics http://blog.hubspot.com/blog/tabid/6307/bid/33423/19-Reasons-You-Should-Include-Visual-Content-in-Your-Marketing-Data.aspx
  • 37. A few tactical recommendations for making the most of visual content
  • 39. Be Topical Oreos 100-day campaign: 100 stories of of creativity, humor, and cultural awareness • Gained 1 million Facebook fans • 195% increase in fan interactions
  • 41. Help customers create custom creations AT&T You’ve got a Case: Fans send customizable videos to their friends • 12 million impressions ($1.5 M) • 56% participation 13-25 year olds
  • 43. Promote Giveaways & Freebies Heineken Squad Numbers: Soccer jersey included in every crate of beer. Fans submit photos wearing their shirt for a chance to win all0inclusive trip to Europe Cup. • 30% growth in crate sales • 120k Facebook Fans gained
  • 44. Use a # with every campaign
  • 45. Use a # with every campaign Lancome #BareSelfie: Encouraged fan selfies sans makeup to celebrate their new DreamTone • 500 photos submitted • Generated 50% of sales for DreamTone • 4% conversion rate for DreamTone
  • 46. Challenge users in new ways
  • 47. Challenge Users in New Ways Heineken Crack the US Open: A “Where’s Waldo” style app where users search for one individual amongst fans seated at the event • 1,500 participants in 3-days • 20% increase in Instagram followers
  • 48. Take followers behind the scenes
  • 49. Take followers behind the scenes Airbus A350 Launch: Creating buzz of their maiden flight with real time photos, videos, and Vines • 10M Impressions • 4,000 new followers in one day • #1 trending topic
  • 50. Use a # with every campaign Airbus A350 Launch: Creating buzz of their maiden flight with real time photos, videos, and Vines • 10M Impressions • 4,000 new followers in one day • #1 trending topic Want more? How Images Make Content More Shareable StoryBox White Paper & Infographic 11.6.14
  • 51. 4 WHERE, WHEN, AND HOW TO USE THESE STORIES
  • 53. Participation over time Most participation occurs during the workday • Majority occurs from 9:00- 5:00pm PST • Includes created content only (not aggregated stories) 1200 1000 800 600 400 200 0 Submissions by Time of Day 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 Source: StoryBox client data 57%
  • 54. Participation over time Most participation occurs early in work week • 68% of participation occurs Mon - Thurs • Peak participation time is 2:00pm PST on Tuesday 900 800 700 600 500 400 300 200 100 Submissions by Day of Week 68% Source: StoryBox client data - Mon Tue Wed Thu Fri Sat Sun
  • 55. Participation over time 1,000 800 600 400 200 - Mon Tue Wed Thu Fri Sat Sun Source: StoryBox client data • Mobile participation peaks on Saturdays (50% vs 20%) • Desktop still leads participation (but shrinking quickly) Mobile Uploads Recorded Participation by Device Type over Time
  • 56. Use your customer stories’ everywhere Website: homepage, product page, community page, about us page Social: give shout-outs to participants (and also drive more stories) Email: Dedicated emails & newsletters. Tailor to demographic information
  • 57. Use your customer stories’ everywhere Digital Ads: Static or interactive ads featuring customer stories TV: Standalone stories, edit promos, or pre-screen Billboards: Digital or static banners
  • 58. 1 KEY TAKEAWAYS: Don’t start your campaign until your goals and KPIs are in place 1 Some of your most important takeaways will be the consumer insights behind the data 2 Although it’s harder to get, visual content is more powerful than other types of content 3 Use your stories far and wide to connect with potential customers 4
  • 59. GIVE CUSTOMERS A MEANS TO TELL THEIR STORY. QUESTIONS?