May 19, 2023
In today's fast-paced world, attention spans are
shorter than ever. By making stories concise, engaging, and to the
point, marketers can cater to the needs of overwhelmed audiences
while still delivering powerful messages. Short stories leave out
unnecessary details while retaining the most critical elements,
ultimately making them more memorable and easier to digest.
David Paull considers short stories to be particularly
useful tools in marketing and communications. He cites the
popularity of TED Talks as evidence that people are drawn to
concise yet impactful stories. In the podcast, he discusses the
importance of refining messages through a careful editing process,
distilling them down to their most essential aspects, and making
them as powerful and engaging as possible. In this episode:
- Unleash the potential of behavioral storytelling to
revolutionize your branding and marketing efforts.
- Learn how Dialsmith dials offer an innovative way to
non-consciously measure audience reactions.
- Discover how to implement the RSPCT framework for
designing impactful and convincing messages.
- Realize the significance of concise, emotionally
charged stories for capturing your audience's interests.
- Leverage testimonials and social proof to amplify
your persuasion techniques.
- 00:00:00 - Introduction,
Melina Palmer introduces David Paull, CEO of Dialsmith and founder
of Lillian Labs. She highlights David's expertise in using
storytelling to build brands and introduces his behavioral
- 00:04:02 - Dialsmith,
David Paull talks about Dialsmith, his insights technology company
that develops dials used in focus groups during presidential
debates and State of the Union addresses. He also discusses the
online version of the dials and the consultancy arm of the company,
- 00:11:56 - Storytelling,
David shares his journey in becoming interested in storytelling
through his work on strategic communications and messaging. He
talks about how he got involved with the Story Conference in
Nashville and the experiments and thought exercises he did on
cognitive biases and behavioral economics.
- 00:15:33 - Behavioral Storytelling,
David Paul explains how he blends insights and storytelling to
create behavioral storytelling. He provides an example of working
with clients on climate issues and how they isolate the real
problem and test their messaging with the market. The goal is to
take the audience on an emotional or intellectual journey that
leads to action.
- 00:19:25 - TEDxPortland,
David Paul discusses his involvement with TEDxPortland, the largest
indoor TEDx in the world. He talks about the importance of having a
diverse group of speakers and how they select the speakers for the
- 00:16:25 - The RSPCT Framework,
David Paull discusses his RSPCT Framework, which involves
determining the real problem for the target audience, understanding
what's at stake if the problem is not solved, identifying the
perfect outcome, crafting an effective call to action, and
providing testimonials and social proof for added credibility.
- 00:19:23 - The Danger of Stressing the Problem,
Melina Palmer and David Paull discuss how stressing the problem too
much can lead to unintentional normalization of the behavior you
want to change. Instead, they highlight the importance of including
testimonials and social proof to make the audience feel comfortable
with the solution being proposed.
- 00:24:56 - Tips on Delivering a TED Talk,
David Paull shares his experience as a speaker coach for
TEDxPortland. He emphasizes the importance of keeping talks short,
with a focus on big original ideas and tangible takeaways. He also
recommends a strong emphasis on editing to distill the message down
to its most essential elements.
- 00:27:38 - The Power of Short Stories,
Melina Palmer and David Paull highlight the power of a short story
to convey complex ideas in a short amount of time. They use
examples from famous TED Talks, including one that was only two
minutes and fifty-two seconds long. They emphasize the importance
of making every word count to deliver a compelling message that
resonates with the audience.
- 00:30:24 - Make It as Short as Possible,
David Paull shares a quote from Albert Einstein about making
- 00:31:51 - Finding the Real Problem,
The first step in problem-solving is identifying the real problem.
Keep peeling back the layers until you find the underlying issue by
asking "why" until there's nowhere else to go. Then determine
what's at stake and what the perfect outcome would be if the
problem is solved.
- 00:32:34 - Using Storytelling to Evoke Emotion,
Describing the perfect outcome in a way that can be felt is
crucial. Storytelling evokes emotion, making it easier for people
to make a decision. The call to action should demonstrate how your
solution solves the real problem, alleviates what's at stake, and
delivers the perfect outcome.
- 00:33:13 - Testimonials and Social Proof,
Sharing testimonials and social proof will help people feel
comfortable. It's important to tap into how people process
information and make decisions. Using quantifiable data is better
than squishy information when demonstrating the effectiveness of a
- 00:33:47 - Additional Resources,
The podcast episode mentions additional resources, including
episodes on Herding and Social Proof, as well as a link to Michelle
Auerbach's episode on the importance of emotion in decision-making.
All resources can be found here in the show notes.
- 00:34:08 - Conclusion,
Melina's top insights from the conversation, a recap of the RSPCT
framework, and items for you to consider as you implement what you
learn. What stuck with you while listening to the episode? What are
you going to try? Come share it with Melina on social media --
you'll find her as @thebrainybiz everywhere and as Melina Palmer on
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