Sue and John have a little baby. His name is Jack. Jack is 10 weeks old and cries a lot. Sue and John don’t know how to stop Jack’s crying. They get very nervous of his crying, they sleep poorly, they are agitated, tired and scared. One day, a good friend gives them a present. It is a baby carrier and it’s supposed to help calm their baby. John decides to give the baby carrier a try. Jack loves the carrier. He instantly relaxes, stops crying and falls asleep. From that moment on, Sue and John carried Jack in their baby carrier all day long.
Storytelling is a great strategy to use on your product pages. But why is storytelling such an effective tool to use on your product pages? And how could you use storytelling on your own e-commerce site yourself? In this blog post, I’ll explain why storytelling is effective on product and sales pages. I will also share some tips on how you could use storytelling on your product pages.
You’ll probably use storytelling without knowing it
Most of you will already be using storytelling on their product pages. You just don’t realize it yet. It’s actually rather hard to write product pages without telling a story. In your copy, you’ll probably already are describing why your product is so very awesome. Most of you will use examples to do that. Examples are stories.
You’ll probably have some reviews or testimonials on your site as well. These are stories too. Maybe you did not think about these things as stories, but that’s what they are. Treating examples, cases, reviews, and testimonials as little stories will help you improve your product pages for sure. Let’s look at some tips on how to effectively use storytelling on your product pages.
Why is storytelling such an effective strategy to use on product pages?
Show, don’t tell…
Storytelling is effective in product pages because it allows you to show people why your product is so very awesome, instead of just telling them that. I could tell you all about our fantastic SEO courses (they truly are amazing), but it would be much more convincing if I showed you why they are amazing.
A story about a client that did not understand SEO at first and made some major improvements (and a lot of money) would be much more convincing, than me telling you about it. A baby carrier company could tell you about their product and how it soothes and relaxes babies, but the story of baby Jack from the intro of this post is probably more convincing.
Focus on the problem instead of the product
Stories need a problem and focussing on the problem usually results in great sales copy. Remember the four elements of a good story I wrote about in my previous post? For a good story, you’ll need a character, a problem, action, and a solution. If you use stories on your product pages, you’ll automatically shift away from your product to the problem and the solution your product offers. Your sales copy will benefit from that!
How to use storytelling on product pages?
Stories are a great way to convince people to buy your product. Let’s look at three simple ways to use storytelling on your product pages.
Reviews and testimonials are little stories
Every review, every testimonial is a little story. You probably know that testimonials increase trust. Real customers, share real experiences. Those experiences increase trust.
Treating testimonials and reviews as stories will allow you to make them more powerful! A good story requires a character, a problem, action, and a solution. If you ask people to write testimonials, ask them to use the four elements as well. That way, testimonials will read as little stories.
Ask people to tell a little bit about themselves. Make them human; make sure that people can relate to this person. A good story also needs a problem. Ask people to talk about their situation before using your product. Ask them why they purchased your product (that’s the action in the story) and how their situation changed after they started using your product (the solution).
Collect user stories
Collect success stories! You can ask people to write testimonials, but you can also ask for input and write the stories yourself.
Ask your customers to share their experiences with your products. Ask them how the product improved their lives. Use that feedback of your customers to write little stories. Add photos and details of these persons to show your audience that these are real people. Pictures or even video of people actually using your product would be even more impressive. Your customers’ success stories are a great way to show new users why your product is so very awesome.
The introduction of this blog post is an example of a short user story. Sue and John had a problem: Jack, their baby, wouldn’t stop crying. They tried a product: the baby carrier, and it solved their problem.
Write example stories
Explaining what your product does can be rather challenging. Often, this type of content can be a bit dry. Explaining all the features of the Yoast SEO plugin does not necessarily make for compelling copy. Using an example story could clarify a lot.
In an example story you could, for instance, introduce a persona that is facing a problem. Perhaps the persona wants to get more traffic to her site but does not know where to start. In the story, you’ll explain how your product solved the problem of the persona in your story. We could highlight our most important features of Yoast SEO in the story and show a remarkable increase in traffic after the persona started using these features. Another cool way to do this is by using Web Stories, a short series of images or other content that help you tell a story in a visual way.
Conclusion on storytelling and product pages
Stories are a great way to convince people to buy a product. Using stories will automatically shift the focus of your copy away from your product to the problem and your audience. That’s a good thing; it’ll make your sales copy much more engaging!
Stories are particularly powerful if people can relate to the characters in your stories. Always make sure your stories on your product pages are about real people. Add details to make the stories more real and lively. That’ll make it easier for people to relate to the characters in your stories. Add photos and videos to make the stories even more real.
In the final post in this series about storytelling, I’ll discuss why storytelling is good for SEO.
Read more: SEO copywriting: the ultimate guide »