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The Image of the Industry
Bring Sexy Back
Graham Corporate Communications
There are Only 3 Jobs
Doers Managers Leaders
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Doers
Produce the product Carry out the orders Fulfill the mission
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Managers
Define the operations Enforce the rules Increase productivity
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Leaders
Identify the dream Motivate the team
The Island of Happiness is: Sexy
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What is Sexy?
Can an Industry Be Sexy?
Tasty as an Apple Likable Facebook Fun as a good Google
You are a Televisionand you are always on
When you: Walk in the room,
we are watching Speak,
we are listeningYou choose to be “must-see TV” or canceled
Wanna Have a Beer?
All things being equal... Election Job Promotion Relationship Sale
Likeability is the final decision maker
Likeability“The 55%-38%-7% Rule"
55% Face and Body 38% Sound of Voice 7% Actual Words
Likeability Remove the Walls
Face: open, helpful Voice: warm with inflection Body: open, energized
LikeabilityMake the Connection
Eye Contact Pause Silence
The Likable LeaderThe Helpful Head
Listen
Don’t’ sell. Ask questions. Solve problems
Likable + Helpful = Competent
The Helpful Head: Drop the jargon...
You are competent, if you help me.
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In the “Blink” of an eye… What doctor will be sued?
No difference in: Quality of information Details of medication Patient’s condition
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Sounds like Likeability to Me
In 40 seconds of garbled recordings, judges heard:
DisinterestDisrespectDominance
Sounds like Likeability to Me
Dominance got sued.Concern did NOT get sued.
Dominance does not help the listener. Concern HELPS the listener.
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Don’t Prove You’re a ProfessionalProve You Are a Human Being
Likeability- Make your audience feel special
The Science of Happiness:Shawn Achor
Job Success: 25% from IQ75% from optimism, support, & ability to see stress as a challenge not a threat
Long-term Happiness:10% external world90%- how your brain sees the world.
Change your happiness, change reality
Raise Your Level of Positivity
Intelligence rises Creativity rises Energy rises 31% more productive 37% better sales Doctors 19% faster
correct diagnosis
“The central driver of productive performance is the quality of a
person’s inner work life.”
Research by Teresa Amabile & Steven Kramer
“The Power of Small Wins”To truly engage people …
Help them see their progress
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Making Personal Progress
Catalysts- set goals, help with the work, provide resources, learn from problems, and listen to ideas
Nourishers- encouragement, respect, recognition, opportunities to connect
What Helps “Inner Work Life?”
Inhibitors- fail to provide support, fail to solve problems, interfere with the work.
Toxins- disrespect, distrust, disregard for emotions, interpersonal conflict, discouragement
What Hurts “Inner Work Life?”
Honest Complimentsthe verbal open face
You will have influence with your listenerswhen your listeners know
you are listening
What is a Compliment?
A relationship building tool that is: Simple Sincere Specific Helpful
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Why Compliment?
Inspires and motivatesBuilds trustPoints out a person’s specific
valueModels & encourages humanity
“Everybody likes a compliment.” Abraham Lincoln
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How to Compliment
Notice an improvement or specific value Why are you happy to work with them? What would you miss if she/he left? include a specific example
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Accept a Compliment
"Thank you. You made my day." "Thank you. I appreciate hearing that.”
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Your Turn:
Learn the Facts, Make a Connection
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Practice Your LikeabilityImprove Your Impact
Making the Industry Image:More Likable, Happier, & Sexier
You can improve the personality, creativity, and confidence of the industry:
Media Regulators Watchdogs
Change your happiness, change reality
Customer Innovation is Sexy
Companies with major investments in innovation grew much faster that those with smaller investments in innovation.
Among products, processes, business models, supplier solutions and customers:
Customer Innovation was the most profitable type of innovation
The Late-Blooming Sexuality of Herbal Essences
Questions?
Successful ConnectionsTake Them to the Island of Happiness
Captain Jerry Hyde:
Take Down Walls Make ConnectionsHelp Others Win
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Graham Corporate Communicationsmaking the complicated simple and the simple powerful®
CONTACT:Bill Graham
Copyright © 2011Facebook
www.GrahamCC.com
