Now, what is a narrative? It is a concept that refers to the communication of a value proposition through storytelling, that is, telling a story about the brand and its products. Through this narrative, we seek not only to reflect the values and essence of the brand, but also to connect with the challenges that the potential client has and that our products or services solve.
understand how to solve them, and how to put them into practice. They educate prospects to see that they have challenges ahead that they do not yet understand and that need to be considered and faced, not only for the good of the company, but for their position in it as a leader of an area.
Let's see a practical case
Let's think about a company specialized in user experience in Argentina, which has been in the market for 5 or 6 years and has had the opportunity to work with large companies such as banks or insurance companies.
They have credentials from having worked with important brands and, probably, success stories on which to base themselves to show the impact they can generate in the business and how they solved challenges that other companies in the sector may have.
One of those challenges may be having helped one of the country's largest banks to malaysian numbers 100% digitalize its loan application process. Surely this may be a need that other banks have as well.
Through these narratives, we seek to connect with decision-makers from other banks so that they understand that the digitalization of sales processes is a challenge that cannot be ignored and that not transforming digitally has costs.
How do we do it? By helping the prospect see that not facing that challenge has serious consequences for the company's own position and showing them the ways to solve it while educating them on the Journey, that is, the path they have to take to make the decision. Hence the importance of building a precise and focused narrative and executing its communication appropriately.
The result of all this communication will be the possibility of contacting new banks, new managers, new decision-makers within these banks, which will allow the opening of commercial conversations. And, through these conversations, the company's teams will be able to develop their pitch and use these meetings and encounters as spaces for inquiry to find new opportunities within this potential client.
If you are looking to take this step towards achieving a consistent pipeline with focus accounts, at Pragmática we can help you develop narratives that generate real business opportunities.