guy

Enchantment The Art of Changing Hearts, Minds, and Actions

Guy Kawasaki Friday, March 4, 2011

1

Achieve Likability

Friday, March 4, 2011

“Pan Am” smile Zygomatic major muscle

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Make a Duchenne smile

Orbicularis oculi muscle

Friday, March 4, 2011

Dress for a tie

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Under-dressing: “I don’t respect you”

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Over-dressing: “I am better than you�

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Equal-dressing: “We’re peers”

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Shake it PH = √ (e2 + ve2)(d2) + (cg + dr)2 + π{(4<s>2)(4<p>2)}2 + (vi + t + te)2 + {(4<c>2 )(4<du>2)}2 •Eye contact throughout •Appropriate verbal greeting •Duchenne smile •Grip and firm squeeze •Cool, dry, and moderately smooth hand •Mid-point position between the two of you •Medium level of vigor •Two or three seconds Friday, March 4, 2011

2

Friday, March 4, 2011

Achieve Trustworthiness

Trust others

Friday, March 4, 2011

Bake, donâ&#x20AC;&#x2122;t eat

Friday, March 4, 2011

Default to “yes” Friday, March 4, 2011

3

Friday, March 4, 2011

Get Ready

Do something DICEE Deep Intelligent Complete Empowering Elegant

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Make it short, sweet, and swallowable

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Conduct a

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4

Friday, March 4, 2011

Launch

Tell a story

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Plant many seeds

Friday, March 4, 2011

Use salient points Miles/gallon

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vs.

Yearly cost

Use salient points Miles/gallon

Degrees

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vs.

Yearly cost

vs. Heating costs

Use salient points Miles/gallon

Degrees

Gigabytes Friday, March 4, 2011

vs.

Yearly cost

vs. Heating costs vs.

Number of songs

5

Friday, March 4, 2011

Overcome

Provide social proof

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Find a bright spot

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Enchant all the influencers

Friday, March 4, 2011

Enchant all the influencers

Friday, March 4, 2011

Enchant all the influencers

Friday, March 4, 2011

Enchant all the influencers

Friday, March 4, 2011

Enchant all the influencers

Friday, March 4, 2011

Enchant all the influencers

Friday, March 4, 2011

6

Endure

“Loving Memory of Jerry Garcia” by Stephen Dorian Miner

Friday, March 4, 2011

Donâ&#x20AC;&#x2122;t use money

Friday, March 4, 2011

Donâ&#x20AC;&#x2122;t use money

Friday, March 4, 2011

Invoke reciprocation

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Build an ecosystem

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7

Friday, March 4, 2011

Present

Customize the

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Customize the

Friday, March 4, 2011

Sell your dream

iPhone â&#x2030; $188 of parts + AT&T Friday, March 4, 2011

10 10 slides

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10 10 slides

20 minutes

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20

10 10 slides

20 minutes 30-point font

20 This is 30 This is 20 This is 10

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8

Friday, March 4, 2011

Use Technology

Remove the speed bumps

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Provide value Information Insights Assistance Friday, March 4, 2011

Engage Fast

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Engage Fast

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Many

Engage Fast

Friday, March 4, 2011

Many

Often

9

Friday, March 4, 2011

Enchant Up

Drop everything else

Friday, March 4, 2011

Prototype fast

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Deliver bad news early

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10

Friday, March 4, 2011

Enchant Down

Provide MAP

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Provide MAP Mastery

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Provide MAP Mastery Autonomy

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Provide MAP Mastery Autonomy Purpose Friday, March 4, 2011

Empower action

Friday, March 4, 2011

Suck it up

Mike Rowe, Dirty Jobs Friday, March 4, 2011

Friday, March 4, 2011

Friday, March 4, 2011

Enchantment Slides by AnaFxFz.com Copies from Gina@garage.com

Friday, March 4, 2011