Behavioral Science For Brands: Leveraging behavioral science in brand marketing.

Interview: Will Storr, author of The Science of Storytelling, on how great stories persuade and inspire action

16 snips
Nov 12, 2025
In this engaging discussion, Will Storr, bestselling author and journalist, dives into the power of storytelling and its impact on persuasion in marketing. He explores how humans are inherently wired for narratives that shape identity and belief. Storr explains the concept of 'story-being' and illustrates it with the example of Theranos, showing how seductive narratives can overshadow rational thinking. He also highlights the importance of identity-driven advertising, the simplicity of messaging, and how curiosity can ignite engagement.
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ADVICE

Sell Identity, Not Features

  • Appeal to identity with precise, specific cues that match your audience's status game and heroes.
  • Use concrete visuals and cultural markers (like Apple's Think Different) rather than product specs to trigger identification.
ADVICE

Make Futures Visual And Specific

  • Be specific and visual when defining the audience's desired future; vagueness kills storytelling.
  • Describe one clear, screenable future (like JFK's moon goal) to galvanize action.
ADVICE

Use Obstacle + Goal As Your Core

  • Structure communications as overcoming an obstacle in pursuit of a goal; without that it's not a story.
  • Create identifiability by making the character relatable so audiences emotionally connect and remember it.
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