Telling a story? Some are better than others
There’s long been this meme out there that “story telling” is the key to wine marketing and P.R. The theory goes that we humans are social critters who like hearing about each other. So wineries have been urged to “tell their stories.” This is why their newsletters and websites talk about the family dog, or the owners’ new grandchild, or the Mexican vineyard director who’s been with the winery for 23 years.
Stories are nice things, and I’m not saying that wineries shouldn’t tell them. But there’s always been something suspect about the theory that stories boost sales. The first fallacy is this: Since everybody has a story, if they’re all telling them, then they all cancel each out, resulting in a net effect of zero.
Are some stories inherently more interesting than others? I suppose so. I mean, human interest gravitates toward tales about redemption and struggle; the story of a blind winemaker is more touching than that of yet another multi-millionaire who decides to buy a lifestyle and then tells everybody about it in agonizingly pretentious detail. (“Bob and Mary tired of life in their Beverly Hills mansion, so they bought 120 acres on Pritchard Hill and…” Well, we’ve all heard versions of that one a little too often, haven’t we?)
Still, they story-telling myth persists. Yesterday, I got a blast email from a marketing company that contained this link to an article entitled “The Art and Power of Digital Storytelling.” It held some undeniable truths: “One of the most valuable skills any writer and content producer may have is the ability to tell a story. Good stories draw the audience in. Great stories make them care. And when people care, they share those stories—and keep coming back for more.”
Now, it’s hard to deny any of this. Humans sat around fires in caves tens of thousands of years ago listening to stories. Maybe the men folk described how one of them died while hunting this woolly Mammoth they were all eating now. Maybe a shaman told how the sun god jumped up onto the back of a turtle every morning, thereby assuring the continuity of life. Even today, a good story told ‘round the dinner table will get everyone laughing. And every Saturday or Sunday morning, in church or synagogue, a priest, minister or rabbi tells stories to enlighten and inspire.
It’s hard for me to put my finger on exactly what I find so cynical or off-putting about using stories to sell products. It’s even more than that: it’s when consultants, who earn their living at this sort of stuff, tell their clients to use stories to sell products, and then hire them to do it. I like and respect P.R. and marketing, but when I see this sort of thing, it creeps me out. For example, in the above-cited article, one piece of advice the author gives is for story tellers to “Find the humanity at the center of a situation.” Now, speaking as a journalist, I can tell you that if you’re writing a story about someone, if there’s something intensely human at its core, that will make the story better. Indeed, it’s hardly worth writing otherwise. The other day, I was reading a story in the San Francisco Chronicle about inner-city teens who are managing to create lives for themselves despite the grinding poverty and fearsome crime rates of some of our cities. (I live in Oakland and this is of particular resonance to me.) There are some truly inspirational stories about kids, and the brave, committed mentors who are trying to help them.
But it’s a lot different telling a story about winery owners who, let’s face it, are usually affluent, haven’t particularly suffered, don’t have much inspiration to offer, and who, after all is said and done, are telling their stories in order to sell their wines! In fact, in the article, it says the author should ask himself or herself “What is the point of telling this story?” Good question. Is the point to sell wine? That’s not a very good reason to tell a story. Well, maybe it is, from the proprietor’s point of view, but it’s not a very good reason for anyone to read it, much less to “keep coming back for more.”
Incidentally, have you noticed a very important issue that’s been absent from this discussion? Quality. You can have the best story in the world, and if you’re making mediocre wine, nobody cares anyway, unless all they care about is a “story.”