Cues

Chapter 1

 

Cue for Charisma

 

Who is the most charismatic person you know?

 

This is one of my favorite questions to ask audiences. People immediately shout out their answers. "My dad!" or "My teacher!" or "My best friend!"

 

The next question is where things get more interesting. I ask, "What makes someone charismatic?"

 

Typically, I hear crickets. People rack their brains to come up with the answer. They venture, "Well, it's, you know, that feeling?" Why is it that we struggle to define charisma, even though we immediately recognize it in others?

 

In a groundbreaking study from Princeton University, researchers found that highly charismatic, likable, compelling people demonstrate a special blend of two specific traits: warmth and competence. It's a simple equation:

 

This formula is a powerful blueprint for every interaction. And it can completely change the way you communicate if you know how to use it.

 

According to the research, warmth and competence cues account for 82 percent of our impressions of others.

 

First, we quickly assess someone's warmth, answering the question: Can I trust you?

 

Then we look for competence, answering the question: Can I rely on you?

 

And this formula isn't just at play when making a first impression. Any time people interact with you, they continuously scan for cues to gauge your warmth and competence. And you do the same to others. Whether you are in a business meeting, on a date, with your boss, or with new friends, managing these two traits is essential for your effectiveness.

 

Highly charismatic people exhibit the perfect blend of warmth and competence. They immediately signal trust and credibility. We see them as friendly and smart, impressive and

Vanessa Van Edwards is a speaker, researcher, and nationally bestselling author. More than 55 million people have seen her on YouTube and in her viral TEDxLondon talk. Her groundbreaking research at her company, Science of People, has been featured in Fast Company, Inc., USA Today, Entrepreneur magazine, and many more media outlets, including on CNN and CBS. Her book Captivate: The Science of Succeeding with People has been translated into more than sixteen languages and her second book, Cues: Master the Secret Language of Charismatic Communication was an instant WSJ bestseller. For more than a decade, she has been leading corporate trainings and workshops to audiences around the world, including at SXSW and MIT, and at companies including Google, Dove, Microsoft, and Comcast. Her unique online courses have taught half a million students worldwide how to succeed in business and life by understanding the hidden dynamics of people. She lives with her husband and daughters in Austin, Texas.

A must-have guide to becoming an unstoppable force. Packed with tactical, useful information, Van Edwards distills years of research to help you become more confident, influential, and respected. Read this book and learn how to amplify your power while remaining true to yourself.
Mel Robbins, New York Times bestselling author of The High 5 Habit
 
If your goal is to level up your communication and deepen your relationships, Van Edwards is the expert you ve been looking for.
Tom Bilyeu, cofounder of Quest Nutrition and the cofounder and host of Impact Theory
 
A delightful decoder ring for the subtle social signals you re missing.
Olivia Fox Cabane, author of The Charisma Myth
 
The success of your idea lies not in the idea itself, but in your ability to brilliantly present it. Read this book and watch your ideas come to life.
John Jantsch, author of Duct Tape Marketing and The Ultimate Marketing Engine
 
Packed with invaluable strategies for maximizing your message, Van Edwards s energy will inspire you to become the best possible version of yourself.
Nir Eyal, author of Hooked and Indistractable
 
If there s one thing I ve learned after countless interviews with entrepreneurs, it s that YOU have what it takes to achieve all your goals. You just need Van Edwards s marvelous book to help you along the way.
John Lee Dumas, host of Entrepreneurs on Fire podcast and author of The Common Path to Uncommon Success
 
Van Edwards is a genius when it comes to people. And this book is your guide to being a master communicator.
Joe Gebbia, philanthropist and cofounder of Airbnb
 
Finally, a book that honors the many subtle and important cues we send each other every day. Van Edwards shares a detailed road map for understanding others and leveraging these powerful signals.
Ximena Vengoechea, author of Listen Like You Mean It