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The Art of Changing Hearts,
Minds, and Actions
Enchantment
Guy Kawasaki
guy@alltop.com
Achieve Likability
1
Zygomatic
major muscle
“Pan Am” smile
Orbicularis oculi
muscle
Make a
Duchenne smile
Dress
for a tie
Under-dressing:
“I don’t
respect you”
Over-dressing:
“I am better
than you”
Equal-dressing:
“We’re peers”
Shake it
•Eye contact throughout
•Appropriate verbal greeting
•Duchenne smile
•Grip and firm squeeze
•Mid-point position between the two of you
•Cool, dry, and moderately smooth hand
•Medium level of vigor
•Two or three seconds
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
Achieve
Trustworthiness2
Trust others
Bake, don’t eat
Default
to
“yes”
Get Ready
3
Do something DICEE
Deep
Intelligent
Do something DICEE
Do something DICEE
Deep
Complete
Empowering
Elegant
Intelligent
Make it short, sweet,
and swallowable
Make it short, sweet,
and swallowable
Conduct a
premortem
Launch4
Tell a story
Plant many seeds
Use salient points
Miles/gallon Yearly costsvs.
Dollars Months of foodvs.
Gigabytes
Number of
songs
vs.
Overcome
5
Provide social proof
Find a bright spot
Enchant all the influencers
Endure
“Loving Memory of Jerry Garcia” by Stephen Dorian Miner
6
Don’t rely on money
Invoke reciprocation
Build an ecosystem
Present
7
Customize the
introduction
Sell your dream
iPhone ≠ $188 of parts + AT&T
This is 30
This is 20
This is 10
30-point font
20 minutes
10 slides 10
20
Use Technology8
Remove the
speed bumps
Remove the
speed bumps
Sungevity
Provide value
Information
Insights
Assistance
Engage
Fast Many Often
Enchant Up
9
Drop everything else
Prototype fast
Deliver bad news early
Enchant Down10
Provide a MAP
Mastery
Autonomy
Purpose
Empower action
Suck it up
Mike Rowe, Dirty Jobs
Resisting you is futile.
Enchantment
Text “mac” to 44133
PDF from Gina@garage.com
Slides by AnaFxFz.com
Enchantment v3.0

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Enchantment v3.0