Florida Society of Association Executives

1. Florida Society of Association Executives Improve your Likeability  Improve your Impactaccess your hidden treasures that connect and motivate

2. Steve Jobsthe importance of face-to-face • “There’s a temptation in our networked age to think that ideas can be developed by e-mail and iChat, • that’s crazy.”

3. Communication is not: • Speaking • Writing • Giving a presentation • Running a meeting These are activities

4. Communication • Is not an activity Communication is a result

5. Communication is a One Way Street

6. The Likable Communicator

7. You are a Televisionand you are always on When you: • Walk in the room, we are watching • Speak, we are listening You choose to be “must-see TV” or canceled

8. Wanna Have a Beer? All things being equal... • Election • Job/Promotion • Membership • Relationship Likeability is the final decision maker

9. Likeability“The 55%-38%-7% Rule" • 55% Face and Body • 38% Sound of Voice • 7% Actual Words

10. LikeabilityRemove the Walls • Face: open, helpful • Voice: warm with inflection • Body: open, energized

11. LikeabilityMake the Connection • Eye Contact • Pause • Silence

12. LikeabilityThe Helpful Head • “Your job is not to sell, but rather to help customers solve problems.” • “Your job is to understand all of your customers’ needs” Listen

13. “Don’t Sell; Solve Problems” Rank Store Yearly $/SF Avg (Like Target) $400 #20 Guess $510 #15 Sam’s Club $632 #10 Best Buy $831 #5 Game Stop $1009 #2 Tiffany’s $2974 #1 Apple $5626

14. Oprah WinfreyThe Helpful Leader Be on the Same Team advocating and debating are different

15. Don’t Prove You’re a ProfessionalProve You Are a Human Being Likeability- Make your audience feel special

16. Practice Doesn’t Make Perfect; Perfect Practice Makes Perfect

17. Graham Corporate Communications making the complicated simple and the simple powerful® CONTACT: Bill Graham 917-705-0663 bill@grahamcc.com #BillGrahamCC Facebook www.GrahamCC.com