Enough About Me: Let’s Talk About How to Communicate Better
George Bernard Shaw once said, “The single biggest problem in communication is the illusion that it has taken place.” This misalignment not only harms relationships and derails progress on collaborations, but I would argue that it’s the root cause that undermines our business development goals as well. Communication is defined as the exchange of information, and an exchange includes both giving and receiving. All too often, we focus our communication on what we care about most: us! But the recipient of the communication is listening for information that relates to what they care about: themselves. So, what can you do to improve your chances of being truly understood—even influential? Simply flip your paradigm and consider your audience’s priority. If you can begin all of your communication with a shared point of view that reflects what your audience cares about (and maybe even mirrors the type of words they use), you will create a receptive environment. Your listener will now know from the get-go that this message is relevant to them and that they have a personal stake in receiving the information. Some examples of mirroring include:- Acknowledge an issue that your audience is struggling with
- Re-state their opinion or a remark they have made
- Begin with a shared goal, so they know you are both seeking the same thing
- Acknowledge their objections up front
- Mimic their style of communication (straightforward vs. narrative; personal vs. formal)
