Trailer: To sell yourself, you need to overcome that fear of the unknown; with Graham Brown of Pikkal

Ultimately, people don't buy stuff. They buy what stuff does for them. And the reason why we need to communicate and why we need comms or marketing as an industry is because we don't understand what stuff does for them or does for us. You know, if you're a startup founder and you're pitching to an investor, you're not pitching anything apart from an idea or a story. But this is the journey that's really important, right? So you have to convince that person that it's a good thing to do. It's an unknown. And this is the interesting part of the human psychology is that the thing we fear most is the unknown. So that's what good entrepreneurs and good storytellers can do. They can connect the unknown future to the known experience. Why do entrepreneurs have that kind of fear of doing? It is because they don't see storytelling as something that they should be doing or they feel that they should be relying on fact and data to sell themselves.