Charisma is rooted in values and feelings. To persuade others, you must use powerful and reasoned rhetoric, establish personal and moral credibility, and then rouse followers’ emotions and passions. Charisma is not all innate; it’s a learnable skill or, rather, a set of skills that have been practiced since antiquity.

Charisma Is A Learnable Skill

<ul><li>Charismatic speakers help listeners understand, relate to, and remember a message. A powerful way to do this is by using metaphors, similes, and analogies.</li><li>Stories and anecdotes also make messages more engaging and help listeners connect with the speaker. Even people who aren’t born raconteurs can employ them in a compelling way.</li><li>Contrasts are also important because they combine reason and passion; they clarify your position by pitting it against the opposite, often to dramatic effect.</li></ul>

Connect, Compare, and Contrast

Rhetorical questions might seem overused, but charismatic leaders use them all the time to encourage engagement. Questions can have an obvious answer or pose a puzzle to be answered later.Three-part lists are another old trick of effective persuasion because they distill any message into key takeaways. Why three? Because most people can remember three things; three is sufficient to provide proof of a pattern, and three gives an impression of completeness.

Engage and Distill

<ul><li>Expressions of moral conviction and statements that reflect the sentiments of the group—even when the sentiments are negative—establish your credibility by revealing the quality of your character to your listeners and making them identify and align themselves with you.</li><li>Setting high goals helps charismatic leaders demonstrate passion—and inspire it in their followers—But one must also convey confidence that the goals can be achieved.</li></ul>

Show Integrity, Authority, and Passion

Transform yourself into the person others want to follow.

Stashed ideas

Learning Charisma

The most successful sales professionals in any organization are usually the ones that have consciously or unconsciously mastered the fundamentals I’m about to share with you. In my company Pure Green Franchise, I teach all our team members that there are no short-cuts, and in any communication, the battle is won before it even starts. If I ever hear a sales professional say he or she is going to “wing it,” I know that he or she is not prepared.Flawless execution of the following communication strategies is par for the course.

4 Golden rules of a Sales Pitch

Based on whom you are meeting with or talking to, you should cater your dialogue to that person's level.Refrain from using any fancy vocabulary and instead use more straightforward words. When dealing with C-level executives and high-level entrepreneurs, use more technical terminology. It’s really that simple. Be respectful of people by catering to your audience.

Know Your Audience

It is important to show up prepared for any meeting. Before a meeting with someone that you haven’t met, you should Google the person or look him or her up on LinkedIn to find out about his or her background, work history and where he or she went to college, and look for common ground like people or places that you both know. Using this knowledge strategically can help you develop rapport more quickly.If you are meeting with someone for a business meeting, you should know background information on his or her company in advance of the meeting.&nbsp;

Show Up Prepared

Erickson’s work on matching and mirroring is widely used in business settings. Mirroring or matching body posture helps build rapport. For example, if you are in a business meeting and someone is sitting back in his or her chair with his or her arms crossed, by subtly leaning back in your chair and crossing your arms, you can indirectly build rapport by speaking to the person's subconscious. By actively practising and gauging the results, you will be surprised by how well it works, and you will eventually start doing it naturally.

Match and Mirror

Imagine you are in the elevator with a person that can change the game for your business. You have a very limited window of time to take advantage of this opportunity.In just two sentences, you should be able to articulate what your company does and why anyone should care. Also, people can tell from your delivery if you are sincere in your message, and they are subconsciously judging whether you believe in your own pitch. While your pitch is just the start, people will decide if they want to do business with you based on your pitch.

Mastering The Elevator Pitch

The success of any pitch is won by sharpening the saw and not hacking away. 

4 Powerful Communication Strategies to Win Any Sales Pitch

There are more effective ways to reach the right decision makers than growing LinkedIn followers and social media posts. Influencer marketing continues to thrive. Most people think of social media influencers as teenagers on TikTok or beauty experts on Instagram. However, a growing segment focuses on C-suit leadership providing B2B initiatives through their social media outlets.

Influencer marketing

Consumers increasingly rely on ratings and personal reviews. As a result, a negative review on Google or Yelp can pose severe consequences for a B2C business. This is true for a B2B too. People are often influenced by their peers' opinions and less by elaborate marketing campaigns. Reaching out to senior leaders can help authenticate you as a major voice in your industry.

Benefits of B2B influencer marketing

In B2B influencer marketing from the senior leadership level, interesting information on social media platforms can provide a unique experience. Your viewpoint can be promoted on topics you have expertise in and help you reach a targeted and engaged audience.

How B2B influencer marketing works

Up to now, you may have focused on blogs on LinkedIn or Medium or use a monthly newsletter. But a successful B2B influencer needs more thought and an organised plan. How to design and implement a comprehensive social media campaign:<ul><li dir = "auto">Define your goals. If you are a great writer, then use it to plan your thought leadership activities.</li><li dir = "auto">Meet your audience. Find which social media platforms draw your potential customers.</li><li dir = "auto">Share your thoughts and expertise. Focus on sharing valuable, actionable insights.</li><li dir = "auto">Engage with your audience.</li><li dir = "auto">Keep an eye on the metrics, then tailor your future content.</li></ul>

Building your industry leadership position

Being a successful B2B influencer takes some initial thought, followed by an organized plan.

Council Post: How Senior Leadership Can Make Effective B2B Influencers

“The Curse of Knowledge: when we are given knowledge, it is impossible to imagine what it's like to lack that knowledge.”

There are two steps in making your ideas sticky: Step 1 is to find the core. Step 2 is to translate the core using the SUCCESs checklist.<ol><li dir = "auto">S - simplicity. It is uncomplicated.</li><li dir = "auto">U - unexpectedness. It's surprising.</li><li dir = "auto">C - concreteness. It's easily understood.</li><li dir = "auto">C - credibility. It's factual.</li><li dir = "auto">E - emotional. Making people care.</li><li dir = "auto">S - story. It is wrapped in a story.</li></ol>Compare the CEO phrase, "let's maximize shareholder value", to JFK's idea, "Put a man on the moon and return him safely by the end of the decade." The idea is simple, unexpected, concrete, credible, emotional, and a story.

Six qualities that make an idea stick

To make an idea sticky, keep it simple. The idea should be stripped down to its core, where there is nothing left to take away. Use fewer bullet points. Use easy words. Reduce the ideas. The more we reduce the information, the more the idea will stick.&nbsp; An example of using the core: Southwest uses "We are the low-cost airline." Every decision involves meeting this concrete yet simple goal.

Make an idea sticky with simplicity

Use the unexpected to keep the attention. Humans thrive on thinking in patterns. When a pattern is disrupted, it is more easily remembered. To make an idea stickier:<ul><li dir = "auto">Identify the core message</li><li dir = "auto">Consider what is counter-intuitive or surprising to your key message. The surprise should make sense after you think about it, but it's not something you've anticipated.</li><li dir = "auto">Interrupt the guessing, then fix it.</li></ul> A TV commercial started as a car commercial with a happy family travelling in a car. Suddenly, a speeding car crashes into it. No one saw it coming. It was really a safety ad.

Unexpected ideas

Concrete ideas are easy to remember. Something is concrete when it can be described or seen with the human senses. A v-8 engine is concrete, high-peformance is abstract. Novices see concrete detail as concrete detail, but an expert sees concrete detail as symbols of a pattern. The problem is that when we know more, we forget that we're shifting into the abstract.&nbsp;&nbsp; For example, the jury sees the concrete aspects of a trial, the clothing, manner, specific procedure. The judge sees all in terms of legal precedent and past lessons.

Concrete ideas

How to create credibility when you don't have a true authority, such as experts, tradition, etc. <ul><li>Use an anti-authority. A dying smoker can make the point that smoking is bad for you.&nbsp;</li><li>Use concrete details. A person's knowledge of details is often viewed as expertise. Telling fascinating Civil War anecdotes with lots of interesting details can make the narrator credible.</li><li>Use statistics. Use statistics correctly to illustrate a relationship.</li><li>Use the Sinatra Trest. "if I can make it there, I can make it anywhere." Making use of one test case to make the idea credible.</li><li>Use testable credentials.</li></ul>

Credible ideas

The goal of making a message emotional is to make people care. Feelings inspire people to take action. <ul><li>The easiest way to make people care is to form creative associations between something they already care about and something they don't care about (yet).&nbsp;</li><li>Appealing to self-interest. A common mistake is to emphasize a feature over benefits. For example, telling people you have the best seed instead of stating that it will give them the greenest lawn.</li><li>Appealing to identity. Focusing on intangibles such as self-esteem or a sense of duty is more powerful than focusing on money.</li></ul>

The emotional component of stickiness

The right stories make people act. Stories encourage a mental stimulation that burns an idea into the mind. For example, a flight simulator is more effective than flashcards in training a pilot. Good stories are collected and discovered rather than produced. There are three influential stories to look for: <ol><li>The challenge plot: The classic underdog, rags to riches, or triumphing over adversity.&nbsp;</li><li>The connection plot: People who develop a relationship that bridges gaps.</li><li>The creativity plot: Making a mental breakthrough, solving a difficult problem, or creating an innovative solution.</li></ol>

Stories make ideas sticky

NEW YORK TIMES BESTSELLER • The instant classic about why some ideas thrive, why others die, and how to improve your idea’s chances—essential reading in the “fake news” era. Mark Twain once observed, “A lie can get halfway around the world before the truth can even get its boots on.” His observation rings true: Urban legends, conspiracy theories, and bogus news stories circulate effortlessly. Meanwhile, people with important ideas—entrepreneurs, teachers, politicians, and journalists—struggle to make them “stick.” In Made to Stick, Chip and Dan Heath reveal the anatomy of ideas that stick and explain ways to make ideas stickier, such as applying the human scale principle, using the Velcro Theory of Memory, and creating curiosity gaps. Along the way, we discover that sticky messages of all kinds—from the infamous “kidney theft ring” hoax to a coach’s lessons on sportsmanship to a vision for a new product at Sony—draw their power from the same six traits. Made to Stick will transform the way you communicate. It’s a fast-paced tour of success stories (and failures): the Nobel Prize-winning scientist who drank a glass of bacteria to prove a point about stomach ulcers; the charities who make use of the Mother Teresa Effect; the elementary-school teacher whose simulation actually prevented racial prejudice. Provocative, eye-opening, and often surprisingly funny, Made to Stick shows us the vital principles of winning ideas—and tells us how we can apply these rules to making our own messages stick. BONUS: This edition contains an excerpt from Chip Heath and Dan Heath's Switch.