We don’t know what we don’t know. Unfortunately that doesn’t stop most of us from reading between the lines and drawing conclusions.
To avoid embarrassing miscommunication mishaps, be alert to the pitfall of incorrect assumptions.
Politicians do it. Psychologists do it. Petroleum engineers do it. Parents do it. Reframe their message, that is.
Join me on the video for a quick tip about finding the positive phrasing or approach to your situation. Reframing may take a little extra thought, but the results are well worth it.
Be present. That is, when you talk to people, show up. Put down the cell phone, the BlackBerry, or the iPad. Look at them. Listen to them. Call them. Meet with them face to face. You may be surprised how much you’ll increase your influence with someone when you’re fully present and engaged.
Why?
We’ve gotten used to such rudeness in the workplace: People who text others while trying to talk to you. People who answer their phone in the middle of a face-to-face conversation with you. People who check their email in the middle of a heated hallway discussion.
Remember what you used to think of people who shook your hand at a cocktail party while glancing over your shoulder to see if someone more important had come in the door? That’s the feeling they get if you’re glancing at your gadgets while they’re trying to gain your attention about an upcoming gambit for a new project or proposal.
Often all it takes in the midst of this rudeness is to decide to be present when colleagues and clients open their mouth or ears. Engage with them.
Communication expert Dianna Booher helps you avoid the proverbial “talking until you’re blue in the face” by realizing that two sides can be right.
Elevator pitches should succinctly convey what you do with the intention of engaging the listener in conversation about how you might help them. People make them to those with whom they want to open dialog with the intention to sell, consult, raise funds, or otherwise solicit interest in a project.
Elevator pitches need to be customized to match the listener and their interest. One of my examples at Booher for our proposal writing workshops (talking to a Vice President of Sales):
He asks, “What do you do?”
ME: “We work with salespeople who have difficulty writing sales proposals. You know the kind who write those long proposals that are ‘All about us’ and forget to focus on what the client wants to know? Well, we help them tell their story in a compelling way. Clients like X, Y, and Z often they find their people get far too technical for decision makers, take much too long to write proposals, and just dump information rather than being really persuasive.”
VP: (Typically) “Hmmm. Our people have some of those same problems. Can you give me your card? Or why don’t you call me next week?”
An elevator speech should overview what you do, should tease the listener with clear benefits, should establish credentials, and should engage the listener in dialogue.
Mission accomplished.
