Graham Corporate Communications

 Doers  Managers  Leaders 2

 Produce the product  Carry out the orders  Fulfill the mission 3

 Define the operations  Enforce the rules  Increase productivity 4

 Identify the dream  Motivate the team The Island of Happiness is: Sexy 5

 Tasty as an Apple  Likable Facebook  Fun as a good Google

When you:  Walk in the room, we are watching we are watching  Speak, we are listening we are listening You choose to be “must-see TV” or canceled

All things being equal...  Election  Job  Promotion  Relationship  Sale Likeability is the final decision maker

 55% Face and Body  38% Sound of Voice  7% Actual Words

 Face: open, helpful  Voice: warm with inflection  Body: open, energized

 Eye Contact  Pause  Silence

Listen Don’t’ sell. Ask questions. Solve problems

The Helpful Head:  Drop the jargon...  You are competent,  if you help me.

No difference in:  Quality of information  Details of medication  Patient’s condition 15

In 40 seconds of garbled recordings, judges heard: DisinterestDisrespectDominance 16

Dominance got sued. Concern did NOT get sued. Dominance does not help the listener. Concern HELPS the listener. 17

Likeability- Make your audience feel special

Job Success:  25% from IQ  75% from optimism, support, & ability to see stress as a challenge not a threat Long-term Happiness:  10% external world  90%- how your brain sees the world. Change your happiness, change reality

 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 21

 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

 Inhibitors- fail to provide support, fail to solve problems, interfere with the work.  Toxins- disrespect, distrust, disregard for emotions, interpersonal conflict, discouragement

You will have influence with your listeners when your listeners know you are listening

A relationship building tool that is:  Simple  Sincere  Specific  Helpful 25

 Inspires and motivates  Builds trust  Points out a person’s specific value  Models & encourages humanity “Everybody likes a compliment.” Abraham Lincoln 26

 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 27

 "Thank you. You made my day."  "Thank you. I appreciate hearing that.” 28

29

You can improve the personality, creativity, and confidence of the industry:  Media  Regulators  Watchdogs Change your happiness, change reality

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

Captain Jerry Hyde: Take Down Walls Make Connections Help Others Win 35

making the complicated simple and the simple powerful ® CONTACT: Bill Graham Copyright © 2011 Facebook