Tuesday, March 22, 2011

Guy Kawasaki’s “Enchantment” Really Does Enchant

by Adam C. Engst

Baseball manager Leo Durocher has been much quoted for noting that “Nice guys finish last.” And certainly it seems that attitude, snark, and general bad behavior are guaranteed ways of attracting attention, whether on the Internet or in the real world. But attention doesn’t necessarily equate with desired results, and former Apple evangelist Guy Kawasaki (“The Macintosh Way,” “Rules for Revolutionaries,” and many other titles) argues in his latest book, “Enchantment: The Art of Changing Hearts, Minds, and Actions,” that there’s a better way of not just getting what you want, but also bringing about a voluntary and enduring change in others.

That better way, of course, is to enchant them, and while the word feels slightly stretched to fit into Kawasaki’s usage, the book repeatedly emphasizes that the goal is not to manipulate people into following your cause or buying your product, but to transform them into true believers and loyal customers. This separates “Enchantment” from many other business and marketing books, where the goals often seem to justify the means.

Despite a few humorous asides about the role of enchantment in marriage, “Enchantment” focuses on the business world, cutting across huge swaths of the work-life landscape and explaining how to employ enchantment regardless of whether you’re an employee with a boss, a boss with employees, a marketer looking to increase sales, an entrepreneur launching a new product, or even a community organizer trying to attract volunteers.

With twelve chapters, each containing a number of short sections, “Enchantment” is easily scanned and a quick read, though going through the book once in order is a good idea to ensure you’re exposed to the early chapters on likability and trustworthiness, personal qualities essential for creating enchantment. Next come four chapters on preparing, launching, overcoming resistance, and making enchantment endure — these chapters are the core of the book, focusing as they do on helping you achieve your goals in a successful and lasting manner.

Read Adam's Complete Review

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