Anne Miller — Words Matter Make What You Say Pay!
ANNE MILLER
Presentation & Sales Specialist
Author | Speaker | Coach
Words Matter – Make What You Say Pay!

METAPHOR MINUTE ARCHIVE

Metaphor Minute: Metaphors On Broadway

The METAPHOR MINUTE Newsletter by Anne Miller
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July 15, 2014

Water Polo, Anyone?
 

Who doesn’t love to receive fan mail! When John Betz, sent me an email with “An Apostate of Left-Brain Communication” in the subject box and followed it with the message below, I knew his story had to be in The Metaphor Minute. Since an apostate is someone who forsakes his religion, cause, party, etc., I was curious to see what turned John away from exclusive left-brain thinking to becoming a fan of right brain thinking, the mental home of metaphors.

John, The Apostate
His email said, “Your book (The Tall Lady with the Iceberg: the power of metaphors to sell, persuade & explain anything to anyone) changed the way I frame my research reports. While facts and figures are still at the core, wrapping them in metaphorical language not only helps clients better comprehend the research, but makes it more enjoyable for them to read. I can say that because of the testimonials we have received. (emphasis mine) I have you to thank for helping make that happen.

(Thank you, John, and I am delighted that you are a fellow Metaphorian.)

John, The New Apostle
I should explain. John is Global Technical Strategist at Vermilion Technical Research, a boutique research firm in Minneapolis. He writes and sells equity research to institutional money managers. He faces the same challenge anyone does who has to present left-brain analytical and fact-driven information:
How do you package left-brain information into vivid and engaging reading experiences?

Wrap It in Metaphor
Here’s an excerpt from a longer April, 2014 report he wrote that illustrates his solution. Notice how John hooks his readers’ curiosity immediately with an analogy in the title: “The market’s water polo match.” Then, he follows through on his theme in the technical explanation.

The general weakness in these indices, however, masks the severity of declines in many leadership Groups and Sectors. The best analogy would be that of a water polo match. Above the surface, the back and forth is visible and at least somewhat orderly; but beneath the surface, that’s where the melee unfolds. And underneath the surface of the U.S. indices, one time leadership segments and names are getting pummeled: biotechs, 3D printers … For most of these names, in the absence of identifiable long-term support, we view their 200-day Mas as the technical “lines in the sand.”

How much more engaging, meaningful and impactful the water polo analogy is than a simple recitation of facts.

His Visual Thinking Beyond Reports
John’s appreciation for the power of metaphor to engage and shape thinking is also reflected in the way he sees his work and describes it to clients.
 
He is a private pilot and, using his love for aviation, he describes his firm’s portfolio managers as the pilots who take care of the passengers, the clients, and his particular role is like a windsock, helping investors see the direction of the markets and keeping them aligned with the trends and protecting them from getting blown off-course.

Unique, memorable, and reassuring.

What is your hobby? If you analogized your hobby to your work, what is your role? How would that affect how you work and how you relate to, and communicate with, clients?

Never Be Boring Again
Learn from John. Even the most left-brain businesses benefit from right-brain communication.

Anne Miller
Make What You Say Pay — With Metaphors.


If you liked this newsletter, please share it
with friends and colleagues. Thank you! 
   

P.S. For more information on John's firm, visit www.vermilioncap.com

Master the Art of Selling with Metaphors
Now Available in print, on Kindle & as Audiobook
The Tall Lady With the Iceberg: the power of metaphors to sell, persuade, & explain anything to anyone.

“Filled with fresh thinking, this book should be a "must read" for all salespeople and business leaders who want to take their communication skills to the next level.”

-Jill Konrath, Author, SNAP Selling.
*Chosen Top Sales Book of the Month for April by Top Sales World*



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Tell me about YOUR Metaphor Minute, a time you used a metaphor or an analogy to make your point, overcome an obstacle, close a sale, or wow an audience, and receive a signed copy of The Tall Lady or Make What You Say Pay!. Simply call me at 212 876 1875 and tell me what you did or email me at amiller@annemiller.com


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Links I Like:

Great Resources:


"The best arguments
dazzle with metaphor"

Gerry Spence,
Media Commentator & Lawyer

The Original “Metaphorically Selling” that spawned a movement, now with 25 New Stories.  Available in print, ebook & (new) audiobook formats.
Click here

Special Offer: Buy 50 copies and get a free seminar. Call 212-876-1875 or email
me for details

7 Signs You Need A Metaphor (Visual Language)

  1. Your listener is not paying attention
  2. Your listener is stuck on an objection
  3. Your listener is confused
  4. Your listener sees no difference between you and your competition
  5. You want to drive home a point vividly and memorably
  6. You have to wiggle out of a difficult situation
  7. You want to wow or motivate a larger audience

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 "The Metaphor Minute" is a brief monthly note with examples from business, media, or politics that illustrate the power of metaphors and analogies to make a point, solve a problem, and get results. Use these stories to stimulate high pay-off metaphoric thinking in your business. © 2013. Anne Miller. -- PERMISSION TO REPRINT -- Feel free to reprint in company newsletters or articles. Just include ©2013, Anne Miller, author, "Metaphorically Selling," amiller@annemiller.com
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