Made to Stick: Why Some Ideas Survive and Others Die

by Chip Heath

A few years later, after Denning had left the World Bank, he devoted himself to spreading the lessons he’d learned about storytelling. In 2001, he wrote a very insightful book called The Springboard. Denning defines a springboard story as a story that lets people see how an existing problem might change. Springboard stories tell people about possibilities. One major advantage of springboard stories is that they combat skepticism and create buy-in. Denning says that the idea of telling stories initially violated his intuition. He had always believed in the value of being direct, and he worried that stories were too ambiguous, too peripheral, too anecdotal. He thought, “Why not spell out the message directly? Why go to the trouble and difficulty of trying to elicit the listener’s thinking indirectly, when it would be so much simpler if I come straight out in an abstract directive? Why not hit the listeners between the eyes?” The problem is that when you hit listeners between the eyes they respond by fighting back. The way you deliver a message to them is a cue to how they should react. If you make an argument, you’re implicitly asking them to evaluate your argument—judge it, debate it, criticize it—and then argue back, at least in their minds. But with a story, Denning argues, you engage the audience—you are involving people with the idea, asking them to participate with you. Denning talks about engaging the “little voice inside the head,” the voice that would normally debat...