graham corporate communications. doers managers leaders 2

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

917-705-0663bill@grahamcc.com

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www.GrahamCC.com