Book Review: Made to Stick
Book Review: Made to Stick
1) Simplicity: One great idea stated (or displayed) well. A classic sticky message is a proverb (”A rolling stone gathers …” and “A bird in the hand is worth …”). The message is short, concrete, and wise.
2) Unexpectedness: Challenging your knowledge creates curiosity. A message that starts with a provocative question gets the reader invested in the message (”Which of these animals is more likely to kill you? A shark or A deer?”).
3) Concreteness: Nouns are remembered better than verbs. Showing something is much better than talking about it.
4) Credibility: Do you believe the messenger? The more details you provide, the more believable the message. Does the messenger personally know the benefit to the problem you’re solving?
5) Emotions: Do you care about the message? The message needs to focus on a specific (”concrete”) individual. Does the messenger really care about solving a problem?
6) Stories: We seldom remember facts. We remember stories. It’s how we’re wired.
Crafting a message that uses these values is not trivial. You need to make sure you have something worth remembering, something that matters to improving someone’s life. You need to pique interest and provide useful information.
Book Review Made to Stick - To learn more about this author, visit Jay Hamilton-Roth's Website.
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Have you ever wondered why you remember what you do? The authors have distilled the essence of “sticking” (remembering a message) into 6 principles (”SUCCES”):
1) Simplicity: One great idea stated (or displayed) well. A classic sticky message is a proverb (”A rolling stone gathers …” and “A bird in the hand is worth …”). The message is short, concrete, and wise.
2) Unexpectedness: Challenging your knowledge creates curiosity. A message that starts with a provocative question gets the reader invested in the message (”Which of these animals is more likely to kill you? A shark or A deer?”).
3) Concreteness: Nouns are remembered better than verbs. Showing something is much better than talking about it.
4) Credibility: Do you believe the messenger? The more details you provide, the more believable the message. Does the messenger personally know the benefit to the problem you’re solving?
5) Emotions: Do you care about the message? The message needs to focus on a specific (”concrete”) individual. Does the messenger really care about solving a problem?
6) Stories: We seldom remember facts. We remember stories. It’s how we’re wired.
Crafting a message that uses these values is not trivial. You need to make sure you have something worth remembering, something that matters to improving someone’s life. You need to pique interest and provide useful information.
Book Review Made to Stick - To learn more about this author, visit Jay Hamilton-Roth's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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