ppt 4 communicating to connect with your audience

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Communicating to Connect with

Your Audience


The world is increasingly complex, competitive and

fast paced.

It is crucial to communicate to connect to move ideas

forward and gain commitment for action.


The ability to communicate effectively is a competitive

advantage.


Research shows that less than 33% of communication is effective.


The Outcome:

Two-thirds of ideas and initiatives fail!


The Bottom-Line:

“Leaders of the past knew how to tell – leaders of the future will know how

to ask.”Peter Drucker


Where are your relationships today?

Think about the key challenges and obstacles that limit your potential to achieve effective communication and action.


The Greatest Challenges:


The Greatest Challenges:

• Not taking time with the audience

• Telling not asking• Not taking initiative and

following up• Not delivering a consistent

message• Not having a plan and staying

focused• Not working from the same

page• Not understanding the

business


The Central Issue:

Communicating to connect is more about feelings and less

about facts.

We need to ask the audience to understand the audience.


The Greatest Opportunities:


What’s Needed?


Two shifts are recommended to build a communication

connection:

•Take a consultative approach•Understand personality


Communication and action happens effectively when people are treated as clients.


• SPIN Selling Approach


The basic actions of consultative selling in communication:

1.Situational based questions

2.Problem based questions3.Implication based

questions4.Need-Payoff based

questions


The role of the communicator:

• Provide direction• Provide confidence• Provide capability• Provide action


• The Six Rules of Persuasion


Using Influence

1. Reciprocity2. Commitment and

Consistency3. Social Proof4. Liking5. Authority6. Scarcity


Personality affects how we communicate and connect.

You and your audience may be different.


MBTI Type Indicator

56 44

55 45

79 21

64 36

49 51

73 27

40 60

54 46

E I

NS

T F

J P

E I

S N

T F

J P

Promotional / Sales General Population


Kolbe: Instinctive Strengths

FactFinder FollowThru QuickStart Implementor

Resist 13% 26% 27% 42%

Accommodate 53% 53% 33% 48%

Insist 34% 21% 40% 12%

Natural InstinctZone


• 53% of the population just needs the summary of why (34% need it

in writing with time to think)

• 53% need an outline of how things will happen (34% with proof

it worked elsewhere)


• 40% of the population needs to see the future benefit

• 48% need to see a visual representation of the end result – a

picture of success to galvanize action


The power to communicate and connect is critical to

success.

It is not up to the audience to understand – it is our

role.

ppt 4 communicating to connect with your audience

Business