Do your employees, colleagues, and clients seem motivated? Are they enthusiastic? Inspired? If not, it may be your fault -- at least that's what author Carmine Gallo believes.
"You have the power to inspire anyone, anywhere, anytime," Gallo writes in "Fire Them Up!" (Wiley 2007). "Whether you are a Fortune 500 chief executive or the head of a household, you are in the motivational business."
And Gallo knows a thing or two about motivation. A communications coach for some of the world's most renowned companies, Gallo teaches top executives how to motivate and inspire their employees, colleagues, and customers.
"The word 'inspire' means to elicit fervent enthusiasm," Gallo explains. "In other words, to fire people up!" Throughout his book, Gallo uses real-world examples from famous brands and businesses, such as Google, Apple, and Starbucks, to show exactly what it takes to light that fire of enthusiasm. In the process, he reveals his "7 Simple Secrets," some techniques for selling yourself and your ideas in order to influence those around you.
"The techniques are called 'simple secrets' because they really are simple," Gallo writes. "All you have to do is adopt the model in your everyday communications: presentations, pitches, meetings, speeches, interviews, emails, Webcasts, blogs, or however you articulate your story to those you intend to influence."
What's in a name? Not much.
Throughout his book, Gallo reinforces that anyone can inspire and influence those around them, regardless of the label on their business card. "Your existing title is irrelevant," he points out. "The only thing that matters is that you want to be more captivating and confident in the way you speak."
For example, in the first chapter, Gallo introduces an awe-inspiring entrepreneur with Cranium, which creates award-winning games, books, and toys. Although Richard Tait is technically Cranium's cofounder, his title is "Grand Poo Bah." Seriously -- that's really his title. "He has an untraditional title but a remarkable ability to electrify the people around him," Gallo writes. "Don't sweat the title. Achieve results. Your title will take care of itself."
Get emotional
Gallo points out that the biggest mistake many business leaders make is not connecting emotionally with their employees, colleagues, and customers. "Unfortunately, few leaders communicate meaning, hope, and optimism," he says. According to Gallo, you can't influence those around you unless you create a genuine connection with them.
"If you fail to connect, you will lose the admiration of the people you hope to influence," Gallo explains. On the other hand, if you speak with confidence and charisma, radiate optimism, and build emotional connections, you'll be well on your way to business success. "A door will open to a new world of achievement because the stories you tell will have the power to inspire, motivate, and persuade," Gallo writes.
Tell them what they want to hear
Consumers generally won't buy a product or service unless they know they'll benefit from it in some way. "People are inspired when they know how your product or service will improve their lives," Gallo explains. "Every time you try to attract a customer, the person on the other end of the conversation is asking herself whether she wants to be a part of your business or run the other way."
In other words, when you're seeking out new clients, selling insurance, or pitching some type of financial product or service, you have to clearly present the benefit to the customer. "Make no mistake: When you speak, your listeners are asking themselves one question: What's in it for me?" Gallo writes. "It's the one question that should be answered not once, but throughout your communication. By answering this one question, you will stand apart from your competitors, inspire your clients, and enjoy far more success than you ever imagined."
"This book is based on observations and interviews with dozens of extraordinary men and women who communicate visions that are irrepressible, irresistible, and wildly contagious," Gallo explains. "If you are ready to take your place among them, the 7 Simple Secrets will take you there."
Amy Bell is a freelance writer and frequent contributor to the Agent's Sales Journal. Visit her Web site at www.writepunch.com or email her at amy@writepunch.com. "Fire Them Up!" is available at Amazon.com or through www.carminegallo.com.
