You can't turn 'crap' to gold, says former Apple evangelist, Guy Kawasaki

'Evangelism has the other person’s best interests at heart' he says. Kawasaki also railed against marketers who use a series of adjectives and buzzwords to spruik a product.

Guy Kawasaki outlines his golden touch rule at the Australian Technology Park.
Guy Kawasaki outlines his golden touch rule at the Australian Technology Park.

An effective evangelist focuses on other people’s interests and doesn’t worry about a sales quota, according to Guy Kawasaki.

Kawasaki is known for being the chief evangelist at Apple and has recently taken on the same role for Australian graphic design startup, Canva. At a talk last night hosted by ATP Innovations in Sydney, Kawasaki drew a stark line in the sand between evangelism and sales.

“With sales, typically the salesperson has his or her business interests at heart. They need to make their quota … It’s about them,” he said. “Evangelism has the other person’s best interests at heart.”

That means showing how a product or service can empower someone to do something, he said. However, Kawasaki noted it’s quite difficult to do that with a product the would-be evangelist does not actually care about.

“The key to evangelism is to evangelise something great, because it is very hard to evangelise crap,” he continued.

Kawasaki described his own “golden touch” rule, which he said does not mean – as the name might imply – that whatever he touches turns to gold.

“Guy’s golden touch is: Whatever is gold, Guy touches,” he explained.

Kawasaki also railed against a common style of pitching in which the marketer uses a series of adjectives and buzzwords to spruik a product.

“That approach might work if every other company said their product was “a piece of crap,” he said. “Then [if] you come along and you say, ‘patent-pending, curve-jumping, paradigm-shifting, scalable, enterprise-class product,’ you’d be different.”

A better approach is to tell a story, said Kawasaki. For example, he said, Pierre Omidyar tells a story about how his girlfriend wanted to sell a collection of PEZ dispensers – and so he created eBay.

In fact, Omidyar made up that story after starting eBay, but Kawasaki claimed that’s OK. “As a speaker, you cannot let the truth get in the way of a great story.”

Also, it’s important not to be too high-level with a pitch, he said. The approach that has worked for Apple for years is to localise, showing how a product can empower an individual user to be creative, he said.

On social media, Kawasaki advised marketers must earn the privilege to pitch their product. This means providing good content, even if it is only indirectly related to the business.

Related: How to prove social media’s worth

A restaurant could for example provide cooking tips, he said.

“The key to social media is that you provide value,” Kawasaki said, adding that about 80 per cent of social media posts should be information, analysis, advice or entertainment.

The goal should be to get reshares of the content, he said. Giving a “like,” “+1” or comment is like tipping the waitress, but a reshare is the much more valuable recommendation to friends.

But whatever you do, it’s important to remember that the success of a product in the end will be determined by the customer.

“You take your best shot in positioning the product, branding the product and marketing the product, but fundamentally, when all the dust settles, truly the customers position you and brand you,” Kawasaki added.

“No matter what you do, they’re going to decide.”

Adam Bender covers digital marketing and wearable computing for CMO and is the author of dystopian sci-fi novels We, The Watched and Divided We Fall. Follow him on Twitter: @WatchAdam

Follow CMO on Twitter: @CMOAustralia, take part in the CMO Australia conversation on LinkedIn: CMO Australia, join us on Facebook: https://www.facebook.com/CMOAustralia, or check us out on Google+: google.com/+CmoAu

Signup to CMO’s email newsletter to receive your weekly dose of targeted content for the modern marketing chief.

Join the CMO newsletter!

Error: Please check your email address.
Show Comments

Supporting Association

Blog Posts

Is your content marketing missing the mark?

Does it ever seem like the content you create falls flat on its face or that the leads you’re generating aren’t worth following up?

Dan Ratner

managing director, uberbrand

​ Creating a purpose-driven brand

So you want to be a brand with purpose. But what does it actually mean to build a brand with real meaning?

Paul Chappell

Partner and managing director, Brand + Story

Customer experience crisis: Proactively mitigating the risk of broken promises

Last Friday, three weeks after United Airline’s spectacular customer experience disaster, customers received a letter from the company’s CEO, Oscar Munoz.

Very rarely have I come across views so true. There are so many gems in this article, reflective of reality, onec can read it again and a...

Shyam Mishra

ANZ digital chief: Tackle the ‘frozen middle’ of your organisation or face irrelevancy

Read more

STOP STEALING BUISNESS CLASS TOILETS from A380, new 787's and A330's!!!!Thats what you call customer experience ONE toilet for all Busine...

Joe

Qantas CMO: What it's taking to evolve our customer experience

Read more

Dare i suggest that a "CEO" role in a peak industry body like Think Brink is not really much of a leap from CMO because it is also a mark...

Sventana

CMO to CEO: Think Brick chief reveals what it takes to make the jump

Read more

Grate post, thanks for the post.No matter what your business is, if you do no not rank among the top most search results of Google, Yahoo...

Rahul

Image intelligence:10 must-see infographics for marketers

Read more

Thank you Shane Blandford for carrying my Smarketing vision into KM !

Peter Strohkorb

​CMO Interview: Why aligning sales and marketing drives innovation at Konica Minolta

Read more

Latest Podcast

More podcasts

Sign in