Communicating with Impact: The Key to Positive A C T I O N
CPA Leadership Forum
Chad Cook, Chief Catalyst, Cook Consulting LLC
Katherine Burik, Partner, The Interview Doctor, Inc. 1
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Do this… then that…
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The single biggest problem in communication is the illusion that it has taken place. - George Bernard Shaw
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Message sent is NOT message received
You are responsible!
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Two-way Street ~~~ ~~~ Give and Take
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How frequently do you feel people do
NOT get the message you intended? 1.
People always understand me!
2.
25% of the time
3.
50% of the time
4.
75% of the time
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Communicate effectively Your ability to convey a message effectively is the first step in
getting things done.
Action
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Communication is about ACTION
Instructions Information
Action
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All change, even very large and powerful change, begins when a few people start talking with one another about something they care about. - Margaret Wheatley
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Send your message effectively so you can
Create new or better awareness
Spread understanding Connect
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Communication can be…
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Which V carries the MOST
meaning for others: 1.
Verbal
2.
Vocal
3.
Visual
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Surprised? Verbal 7% to 11% Vocal 38% to 45% Visual 44% to 55%
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Impact? It is not what we say but how we sound and what we look like when we say it!
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“Talk till you are blue in the face”
More words don’t help
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Connection?
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Visuals Create impact if used appropriately © Cook Consulting LLC 2013 All Rights Reserved
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Capture ideas Visual Small or large groups
Easels and whiteboards © Cook Consulting LLC 2013 All Rights Reserved
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Posters Residual images that reinforce your points
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Increase impact Vocal variety Right words
Body language
Impact © Cook Consulting LLC 2013 All Rights Reserved
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Music Sing
Dance Impact?
Would it have the same impact? © Cook Consulting LLC 2013 All Rights Reserved
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Metaphors Make your case with descriptive words and pictures
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Memorable images
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Residual memory
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Wiggle room
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Leads to action Through increased involvement Better messages sent/received ratio
Communication with impact
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Situation One
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What happens next? 1.
Tom quits
2.
Susan gets really mad
3.
Tom takes sick leave because he can’t take it any more
4.
Susan prepares to fire Tom for not finishing the work
5.
All of the above are possible
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Can this relationship be saved? Let’s figure out the problem
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Behavior / Communication
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“What we have here is a failure to communicate!” Relationship not balanced Susan gives Tom takes
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How long can an unbalanced relationship continue before something explodes?
Tick, tock, tick, tock
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Problems with communication
Respect others
Be respected
Trust
Build Reciprocal Relationships
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Advice for Susan? Listen better Balance work assignments Ask the four questions Check in regularly Give clear instructions
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One-to-One with impact Ask questions Ask for ideas before you talk Remove distractions What else?
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The Four Questions • What engaged you?
• What concerns you?
1
2
4
3
• What changes?
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• What
questions?
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Advice for Tom? Be more assertive Ask questions Present alternatives Give regular status updates Ensure message about workload is received
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Be personally accountable for getting the message across
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Focus… on one topic at a time
More words do not help Be succinct Say what you mean
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Situation Two
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What happens next? 1.
Attendees unclear about what to do
2.
Important steps missed
3.
Scrambling at the end
4.
Boss gets mad
5.
All of the above are possible
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Can this relationship be saved? Let’s figure out the problem
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Just the beginning
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https://encrypted-tbn3.gstatic.com/images?q=tbn:ANd9GcR15-mAlts4XM4LhFyyCnJiRPl4O-nUfHfL3TvqgYyli5aXbs1
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Everyone has a role
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www.marketingprofs.com
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Make audience focus on YOU …not your slides!
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Add variety! Monotone is very BORING
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www.dorkbot.org
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Blog.aasaanjobs.com
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Situation Three
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What happens next? 1.
The presentation does not go well
2.
Client goes to a firm that is better prepared
3.
Black mark against team members
4.
All of the above are possible
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Can this relationship be saved? Let’s figure out the problem
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How to fix this Make
a list in advance and discuss Make assignments ahead of time Double check before departure to make sure all pieces are complete and prepared for transport
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www.howtogeek.com
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Situation Four
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Can this relationship be saved? Let’s figure out the problem
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www.sodahead.com
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Chris could… Get everyone involved On same page Same priorities
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Small groups Preparation is critical
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Small Groups Know what you want
Prepare ways to get at it in the discussion Ask for input Follow up during discussion
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Ask the Four Questions • What engaged you?
• What concerns you?
1
2
4
3
• What changes?
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What questions?
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Situation Five
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Can this relationship be saved? Let’s figure out the problem
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How to fix this Focus
on one thing at a time Thoroughly discuss Then move on to the next project
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Call on the shy ones too!!
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www.imgfave.com
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One-to-One with impact Ask questions Ask for ideas before you talk Remove distractions What else?
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Stories Engage, personalize, and share
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Teaching stories
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Vision stories
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You don’t have to have it all figured out to move forward
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Hot buttons!! Evoke emotions that might derail your communication Avoid bear traps Figure out in advance if you can
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Active listening Focus Ask questions
Find common ground Engage and build trust
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Which of these active listening skills have you used effectively? 1.
Silence
2.
Paraphrasing
3.
Asking questions
4.
Eye contact
5.
Note taking
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Increasing the IMPACT of your communication MAGNIFIES
the message!
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Actively listen
Effective
State ideas clearly
communication
Make connections
makes something
Build relationships
happen!
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Questions? Chad Cook, Chief Catalyst, Cook Consulting Group, LLC www.cookconsulting.biz (330) 329-3137
CONNECT WITH US ON LINKEDIN! Katherine Burik, Partner, The Interview Doctor, Inc.® www.interviewdoc.com 330-495-2337
© Cook Consulting LLC 2013 All Rights Reserved
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Communicating with Impact: The Key to Positive Impact Chad Cook, Chief Catalyst, Cook Consulting Group, LLC www.cookconsulting.biz (330) 329-3137
CONNECT WITH US ON LINKEDIN! Katherine Burik, Partner, The Interview Doctor, Inc.® www.interviewdoc.com (330) 495-2337
© Cook Consulting LLC 2013 All Rights Reserved
www.cookconsulting.biz
330-329-3137
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