Charisma and Your Business The 8 Secrets to Make Your Business Magnetic

Transcription

1 Charisma and Your Business The 8 Secrets to Make Your Business Magnetic The opinions of the contributors expressed herein do not necessarily state or reflect those of the International Carwash Association, its directors or employees. Reference herein to any specific commercial products, process, or service by trade name, trademark manufacturer, or otherwise, shall not constitute or imply an endorsement, recommendation, or support by the International Carwash Association. The International Carwash Association makes no warranty, express or implied, nor does it assume any legal liability or responsibility for the accuracy, completeness, or usefulness of any information, product, or process described in these materials. All commentary and information provided by the speakers represents individuals opinion only. The International Carwash Association makes no recommendation or representation regarding such market information and commentary. All such information and commentary is subject to change without prior notice. Any prediction, estimation and projection is not necessarily indicative of future performance and is for reference only. The International Carwash Association will not accept any responsibility or liability of any kind with respect to such information or opinion expressed herein. Investment involves risk. Past performance of any business opportunity is no guide to its future performance. The information or investment opportunities expressed herein may not be suitable for all investors. Before making any investment decision, investors should read and understand the relevant nature, risks, terms and conditions of an investment opportunity and be capable of and wiling to assume the associated risks in light of their own investment objectives, financial circumstances or particular needs and exercise their independent judgment. If needed, investors should seek independent professional advice. 1

2 It is the policy of the International Carwash Association to comply with all antitrust and competition laws. The fundamental objective of the antitrust laws is to protect and promote free and fair competition. These laws reflect the belief that a competitive marketplace will enable consumers to obtain the highest quality goods and services at the lowest price. The Association supports the public policies embodied in these laws, and it is the Association's policy to comply fully with them. Thus, out of an abundance of caution, if today's discussion appears to implicate, to any degree, prohibited topics such as pricing, price fixing, market allocation, boycotts, exclusive dealings, resale restrictions or preferential treatment, such discussion shall be terminated immediately. Any questions about the propriety of a discussion should be raised immediately with the Association s legal counsel. KORDELL NORTON, CSP 2

3 3

4 4

5 Tasteful, practical, all American 5

6 Tasteful, practical, all American The Experience 6

7 Skill Know How Vigor Boldness Fortitude Backbone Gumption Grit Sand 7

8 8

9 Charisma Indescribable Indefinable Magic Magnetic Mystique Fairy Dust Secret Sauce Je ne sais quoi Engaged! 9

10 Charisma is a certain quality of an individual personality by virtue of which he is set apart from ordinary men and treated as endowed with supernatural, superhuman, or at least specifically exceptional powers or qualities. Max Weber The Theory of Social and Economic Organization Charisma is the magical, and magnetic lifting quality of an offering, person, or organization for which the customer (follower) feels there is no substitute. Charisma runs counter to the status quo. Kordell Norton, CSP 10

11 In our research, people are willing to pay almost 50% more... for intensely fascinating product From: Fascinate Your 7 Triggers to Persuasion and Captivation by Sally Hogshead Source: Gallup 11

12 12

13 Charismatic Leaders are effect 65% of the time in comparison to 35% for non-charismatic. Agle & Sonnenfeld, 1994 What happens for the charismatic individual? Better performance reviews Bigger raises More creative They are happier Better relationship with fellow workers Given more authority and power Are seen as more motivated Charismatic Leadership in Organizations Jay A. Conger, Rabindra N. Kanungo 13

14 A 5% increase in customer retention can yield between 25% to 100% improvement in profits Fred Reichheld Bain & Company If you do build a great experience, customers tell each other about that. Jeff Bezos CEO - Amazon BusinessWeek Online, August

15 15

16 Disney, Apple, Harley-Davidson, Tiffany, Trader Joe s, Costco, Circ de Solei, Starbucks, Dyson, Panera, 5 Guys Hamburgers, Southwest Airlines, Virgin Airlines, Cabela s, Amano Chocolate, Panera, Seidman Cancer Center, Gerber Poultry, Blue Man Group, IBM, Coca-Cola, Blue Door Café, the music of James Newton Howard, Hans Zimmer or John Williams, The Beatles Oprah, Bill Clinton, Steve Jobs, Gandhi, Ronald Reagan, Marilyn Monroe, Dr. Morris Beverage, Al Williams, J. Martell Bird, Jim Dixon and Mike Talentino 16

17 Going Beyond Customer Wow Extreme Service For Engagement Transactions out...transition In Setting the Stage... All business is GO business Leveraging Clout, Power and Influence A 5-Ton Canary can sleep anywhere it wants. Once upon a time.... The Imperative for Industrial Strength Teachers Unconventional...the power of mavericks, misfits and mavens Without Vision, everyday is Monday The Attraction and Inspiration found in the Future The Value of Uniqueness in Individuals Being 1,000% better than the competition The End Game. Success or Significance? 17

18 Robert O. Brinkerhoff Western Michigan University 18

19 19

20 20

21 A = Arena... Setting the Stage 21

22 22

23 23

24 24

25 25

26 26

27 Contrasts Stories are the creative conversion of life itself into a more powerful, clearer, more meaningful experience. They are the currency of human contact. Robert McKee 27

28 28

29 29

30 I believe that this nation should commit itself to achieving the goal, before this decade is out, of landing a man on the moon and returning him safely to earth. John F. Kennedy May 25,

31 What we sell is the ability for a 43-year-old accountant to dress in black leather, ride through small towns, and have people be afraid of him. Richard Teerlink President & CEO Harley Davidson "Aoccdrnig to a rscheearch at Cmabrigde Uinervtisy, it deosn't mttaer in waht oredr the ltteers in a wrod are, the olny iprmoatnt tihng is taht the frist and lsat ltteers be at the rghit pclae. The rset can be a toatl mses and you can sitll raed it wouthit porbelm. Tihs is bcuseae the huamn mnid deos not raed ervey lteter by istlef, but the wrod as a wlohe." 31

32 We spend 95% of our mental residence in the past and future 32

33 33

34 34

35 35

36 Playing the Piano Oil painting Brain Surgery Tie your shoes laces Driving a clutch How to be charismatic 36

37 Chairs Sideways Sit Other s Space The Arm Touch Handshakes 3 rd Plane The Head Nod Limbic Resonance Covering Geography with your butt Head Tilt and Touch The non-point EPRS Futzing The See Zone Smiles Eye Contact Jail Bars RainBrows Smile Voice Charisma Voice Tone Drop 2 Second Answer Pause Wizard of Pause 2 Second Departure Gaze Gratitude Soul to Soul... Listening "Kennedy had it. He was inspiring and magnetic. He gave us hope. [He] radiated that onward-and-upward good feeling. Helen Thomas Veteran White House reporter 37

38 Recounted by Robert Stein...then editor of Redbook American Heritage Magazine, Nov/Dec

39 Not defined by you Given & Sensed by the other (listener/customer/follower) Chairs and adjoining chairs The sideways sit Other s space (arm touch) 39

40 The Head Shake Limbic Resonance Oscillator neurons 40

41 The Head Shake Limbic Resonance Oscillator neurons Butt & Geography Head Tilt & Head Touch The See Zone Smiles 41

42 The See Zone Smiles Eye Contact The See Zone Smiles Eye Contact Jail Bars 42

43 The See Zone Smiles Eye Contact Jail Bars Rain Brows Smile Voice (wag the tail) Somber Voice (grrrrrr) Tone Drop 2 Second Pause Wizard of Pause 2 second departure (silence AND gaze) 43

44 EPRS It is not what you know.. It is the questions you ask that shows your intelligence! 80% of Charisma is Felt Warmth, Presence, Love, Charity Gratitude>Appreciation>Charity Viva La Difference Soul to Soul... Listening with Love! 44

45 45

46 Do you want to sell sugar water for the rest of your life, or do you want to come with me and change the world? Or do you want to be significant? Put a dent in the universe 46

47 Thank You for Attending this Session! Please help us improve the quality of our show by completing your session evaluation. 47