Here’s how I’d approach these three stories to truly connect with a client:

1. The Story of Self:

This is about your own conviction, your “why”. It’s about sharing your personal journey and how it led you to believe in this vision for your client.

• Example: “You know, when I first walked into your headquarters, I felt this incredible energy. Not just in the people, but in the very walls of this place. I saw the legacy of [mention a specific achievement or historical moment for the company], and I realised this isn’t just another project for me. This is about contributing to something bigger, something truly special. I believe we can achieve [mention a specific aspect of the vision], because I’ve seen firsthand how this company thrives on challenges.”

Key elements:

• Personal anecdote: Share a specific observation or experience that sparked your belief.
• Emotional connection: Convey your genuine enthusiasm and passion for the vision.
• Credibility: Demonstrate your understanding of the client’s history and values.

2. The Story of Us:

This is where you build common ground, highlighting shared values and experiences that connect you and your client.

• Example: “Remember when we talked about your commitment to sustainability? That resonated deeply with me. My own background in [mention relevant experience] has shown me the power of responsible business practices. We both believe in creating long-term value, not just short-term gains. That shared belief is why I’m confident we can achieve [mention a specific goal related to sustainability].”

Key elements:

• Shared values: Identify and emphasize common beliefs or principles.
• Relevant experiences: Draw parallels between your experiences and the client’s.
• Collaborative language: Use “we” and “us” to reinforce the sense of partnership.

3. The Story of Now:

This is about creating a sense of urgency, explaining why action is needed now.

• Example: “Look at the market today. Disruption is everywhere. Our competitors are already investing in [mention specific technology or trend]. We have a window of opportunity to seize the initiative, to become the leader in [mention specific area]. But that window is closing fast. If we wait, we risk being left behind. Now is the time to act boldly and decisively.”

Key elements:

• Market context: Highlight relevant trends, challenges, or opportunities.
• Sense of urgency: Emphasize the time-sensitive nature of the situation.
• Clear consequences: Explain the risks of inaction and the potential rewards of action.

By weaving these three stories together, you can create a powerful narrative that resonates with your client on a personal and emotional level, ultimately inspiring them to embrace your vision and take action.