Connecting Matters to Sell…and to Influence

palmer_decker-blog

As we ramp up next week’s reveal of our annual Top 10 of 2016, it’s always an interesting effort to trim and tuck to make the list as robust and complete as possible. We consider memorable moments, and we also think back about the people who have influenced us. This week, we nod in memoriam to The King, Arnold Palmer.

Google makes things pretty easy to research, and if you look up the net worth of Arnold Palmer ($675M) and compare it to the net worth of Jack Nicklaus ($280M), you might wonder why and how that can be? Palmer definitely helped lift golf to a higher level of popularity, however you can’t argue who had more success on the golf course. Jack Nicklaus with overall wins and majors.

Heads up: You’re not reading a golf blog, there’s a communication purpose here…

We can all learn so much from marketers and advertisers. They know what people like, what people follow and what we all trust. This is why nearly 50 companies wanted Arnold Palmer to represent their brand. To name a few: Rolex, Cadillac, United Airlines, MasterCard, Hertz and Sears all used him as an ambassador to represent them. As we send leaders, executives or product managers on road shows – do we think about the critical piece of connecting with others and showing passion about the product or company?

Arnold Palmer connected with people through his pure likability and the passion he exuded in all things. He also had a unique ability to smile with his eyes, which gave off warmth, compassion and care. From Palmer, it felt genuine, as many remembered, it stretched beyond signing autographs or waving to adoring fans….Yes, a famous athlete really could connect with the masses.

Palmer radiated confidence – he was even known as “Mr. Charisma.” When we break this down, that’s because he looked at people, smiled and shared strong energy with his voice. Whether it’s in a product pitch or even an engineering conversation about code, we can all use these same techniques to connect.

Bring the passion.

Be intentional about it, and smile more with your eyes. After all, connecting is what matters.

Baader-Meinhof Phenomenon

It’s a term that doesn’t get used often, although we all talk about it quite often. You know someone who bought a car or was thinking of buying that car. Then all of a sudden, they see the same car all around them and wonder what happened? That’s Baader-Meinhof Phenomenon, and it … Continue reading

Think Before You Link

You wouldn’t walk into a networking event with a bag on your head or hand out business cards that say, “Call to talk more about me.” Yet too many of us are generic or self-centered in our approach on LinkedIn. Influential communicators work to create a complete communications experience for … Continue reading

Learnings from Vin Scully – A Legend Passing on Legendary Principles

As we approach the final weeks of the legendary Vin Scully announcing for the Dodgers (67 years!), it’s important that his lessons don’t go unnoticed. Tom Verducci had a great write-up for Sports Illustrated, and we recommend all to read. We took something away from his article, of course tied … Continue reading

Club Trip? Yes, Please!

So many companies reward their top people with a trip. Destination: Hawaii, Mexico, Sonoma or somewhere exotic that feels like a getaway. Earlier this year, I even saw a bunch of top medical sales professionals in Park City, Utah enjoying a club retreat (as we were on day 10 of … Continue reading

Three Reasons Your Message Isn’t Getting Through

What if almost half of everything you say isn’t getting through? Actually, if you have young kids, as we do, you’re probably thinking that about half of it getting through is pretty darn good. Well, maybe it’s debatable that it’s okay when you’re dealing with kids (although we don’t actually … Continue reading

Did You Read My Email?

If you’ve ever said or sent that question, you need these email tips. What’s the matter with emails? We read (and write) them when we’re sitting at our desks, moving between meetings (or sometimes even during meetings), hopping on the subway, standing in line for lunch, watching Netflix or even … Continue reading

Too Much Executive Presence?

Many Fortune 500 companies have high potential (HiPo) leadership programs that work together over weeks and come together to deliver a final presentation on a project or idea to the top leadership and CEO. We sometimes get the chance to be brought into these programs to cultivate “executive presence” among these rising leaders. Over the course … Continue reading

Sorry, I’m Not Sorry

“I’m sorry, you go first.” “I’m sorry, I need to grab something.” “Sorry, can I scoot by you?” How often do you start a statement with a quick, “I’m sorry…”? This Pantene ad hits home how overused the phrase is – especially by women. In the opening of the ad, … Continue reading

Is There a Second Tier Audience?

We’ve all done it. Opened the previous deck. Tweaked a few slides. Updated the numbers on the corresponding leave-behind, then scrambled off to the next presentation, meeting or coffee. Most of the time, it works. The new client or contact gets the bulk of the information you wanted to share, … Continue reading