| American business professionals are uninspired. | | | | on every desk, in every home-remains consistent to |
| Surprised? Don't be. The fact is, only 10% of | | | | this day. The power of a vision set everything in |
| employees look forward to going to work and most | | | | motion. |
| point to a lack of leadership as the reason why, | | | | 3. Sell the benefit |
| according to a recent Maritz Research poll. "But it | | | | Always remember, it's not about you, it's about |
| doesn't have to be that way. All business leaders | | | | them. In Gallo's first class at Northwestern's Medill |
| have the power to inspire, motivate, and positively | | | | School of Journalism, he was taught to answer the |
| influence the people in their professional lives," | | | | question, "Why should my readers care?" That's the |
| according to a recent story in BusinessWeek Online. | | | | same thing you need to ask yourself constantly |
| Carmine Gallo, a communications coach and author, | | | | throughout a presentation, meeting, pitch, or any |
| and the focus of this article-did his own research, and | | | | situation where persuasion takes place. |
| in his new book, Fire Them Up!, reveals techniques | | | | Your listeners are asking themselves, what's in this |
| common to the leaders who best know how to | | | | for me? Answer it. Don't make them guess. |
| inspire their employees, colleagues, customers, and | | | | 4. Tell more stories |
| investors. I'm often asked to define and identify the | | | | Inspiring leaders tell memorable stories. Few business |
| qualities and attributes of great leaders. I think Gallo | | | | leaders appreciate the power of stories to connect |
| has pretty much nailed it. | | | | with their audiences. |
| Techniques to help you inspire and motivate your | | | | Gallo was working with one of the largest producers |
| employees, colleagues, and customers. | | | | of organic food in the country. He couldn't recall |
| For the past year, Carmine Gallo has been | | | | most, if any, of the data they used to prove organic |
| interviewing renowned leaders, entrepreneurs, and | | | | is better. But he remembered a story a farmer told. |
| educators-from different backgrounds, generations | | | | He said when he worked for a conventional grower, |
| and industries-who have an extraordinary ability to | | | | his kids could not hug him at the end of the day |
| sell their vision, values, and themselves. | | | | when he got home. His clothes had to be removed |
| Together, they possess all the tools he believes "you | | | | and disinfected. Now, his kids can hug him as soon as |
| need to transform yourself into an extraordinary, | | | | he walks off the field. No amount of data can replace |
| electrifying, and enthusiastic leader who | | | | that story. "And now guess what I think about when |
| communicates with power, passion, confidence and | | | | I see the organic section in my local grocery store?", |
| charisma!" | | | | he says." "You got it. The farmer's story. Stories |
| After studying their communications "secrets", Gallo | | | | connect with people on an emotional level. Tell more |
| came up with seven techniques that he believes can | | | | of them." |
| easily be adopted in your own professional | | | | 5. Invite participation |
| communications with your employees, clients, and | | | | Inspiring leaders bring employees, customers, and |
| investors. | | | | colleagues into the process of building your company |
| 1. Demonstrate enthusiasm-constantly | | | | or service. This is especially important when trying to |
| Inspiring leaders have an abundance of passion for | | | | motivate young people. The command and control |
| what they do. You cannot inspire unless you're | | | | way of managing is over. Instead, today's managers |
| inspired yourself. Period. Passion is something that | | | | solicit input, listen for feedback, and actively |
| can't be taught. You either have passion for your | | | | incorporate what they hear. Your people want more |
| message or you don't. Once you discover your | | | | than a paycheck. They want to know that their |
| passion, make sure it's apparent to everyone within | | | | work is adding up to something meaningful. |
| your professional circle. | | | | 6. Reinforce an optimistic outlook |
| "Richard Tait sketched an idea on a napkin during a | | | | Inspiring leaders speak of a better future. Robert |
| cross-country flight, an idea to bring joyful moments | | | | Noyce, the co-founder of Intel said, "Optimism is an |
| to families and friends. His enthusiasm was so | | | | essential ingredient of innovation. How else can the |
| infectious that he convinced partners, employees, | | | | individual favor change over security?" Extraordinary |
| and investors to join him. He created a toy and game | | | | leaders throughout history have been more optimistic |
| company called Cranium." "Walk into its Seattle | | | | than the average person. |
| headquarters," Gallo says, "and you are hit with a | | | | Winston Churchill exuded hope and confidence in the |
| wave of fun, excitement, and engagement the likes | | | | darkest days of World War II. Colin Powell said that |
| of which is rarely seen in corporate life. It all started | | | | optimism was the secret behind Ronald Reagan's |
| with one man's passion." | | | | charisma. Powell also said that optimism is a force |
| 2. Articulate a compelling course of action | | | | multiplier, meaning it has a ripple effect throughout an |
| Inspiring leaders craft and deliver a specific, | | | | organization. Speak in positive, optimistic language. Be |
| consistent, and memorable vision. A goal such as "we | | | | a beacon of hope. |
| intend to double our sales by this time next year," is | | | | 7. Encourage potential |
| not inspiring. Neither is a long, convoluted mission | | | | Inspiring leaders praise people and invest in them |
| statement destined to be tucked away and | | | | emotionally. Richard Branson has said that when you |
| forgotten in a desk somewhere. | | | | praise people they flourish; criticize them and they |
| A vision is a short (usually 10 words or less), vivid | | | | shrivel up. Praise is the easiest way to connect with |
| description of what the world will look like if your | | | | people. When people receive genuine praise, their |
| product or service succeeds. | | | | doubt diminishes and their spirits soar. Encourage |
| Microsoft's Steve Ballmer once said that shortly after | | | | people and they'll walk through walls for you. |
| he joined the company, he was having second | | | | By inspiring your listeners, you become the kind of |
| thoughts. Bill Gates and Gates' father took Ballmer | | | | person people want to be around. Customers will |
| out to dinner and said he had it all wrong. They said | | | | want to do business with you, employees will want |
| Ballmer saw his role as that of a bean counter for a | | | | to work with you, and investors will want to back |
| startup. They had a vision of putting a computer on | | | | you. |
| every desk, in every home. That vision-a computer | | | | |