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Interaction Bridges: Strategic Tool for Keeping Customer Promises

How to overcome communication gaps with different personality types, to collectively meet customer commitments for great customer experience. See http://ClearActionCX.com Contact us at OptimizeCX@ClearActionCX.com

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                                       Interaction Bridges: The
                                       Best Strategic Tool for                                                       Red's Take: "You
                                       Keeping Customer                                                              Deal with People"
                                       Promises                                                                      What's Going on in
                                       by Lynn Hunsaker                                                              Your Blogging Brain?
                                       December 5, 2006
                                                                                                                     Look Who's Talking:
                                                                                                                     Men & Women in
                                   Lack of follow-up is the number-one                                               Digital Connection
                                   issue that annoys B2B customers,                                                  5 Ways to Find New
                                   according to a recent study that                                                  (or Hidden) Global
                                   also says brand promises are                                                      Markets

                                   trusted by less than one out of five
                                   customers.1 This is a plague that                                                        MarketingProfs
  internal branding, which aligns employee commitment with the brand                                                          Sponsors
  promise, must deal with.                                                           › MY ACCOUNT
                                                                                                                          Your Company
                                                                                     ›   Daily Fix Blog NEW!              Store
  And since customer choice is driven universally by trust, confidence,              ›   Member Directory
                                                                                     ›   New Member Tips
  relationships, convenience, ease of doing business, and support,2                  ›   Career Center
                                                                                                                          The private-label
                                                                                                                          company store built
  managers are compelled to take a closer look at "trust" in their                   ›   Vendor Selector                  for your marketing
                                                                                     ›   Testimonials                     materials.
  strategic arsenal for brand preference and growth.
                                                                                                                          Speed. Ease.
                                                                                     › Premium Help                       Compliance.
                                                                                     › Seminar Help                       Control.
  Commitments to customers are made on a regular basis by
  executives, marketers, and customer-facing professionals, such as
  sales, customer and technical service, and billing. Supplementing
                                                                                                                          Get Affordable
  sales and service calls as voice of the customer sources may be                                                         Advertising,
  customer user groups, advisory boards, surveys, and other feedback                                                      Finally
  forums, which are great opportunities to keep abreast of issues that                                                            Target our
  need attention.                                                                                                                 228,000
                                                                                                                                  marketing
                                                                                                                          decision making
                                                                                                                          members
  But with all these feedback avenues, it's no wonder that lack of                                                        Visit Here To Get
  follow-up is rampant. As there are two sides to every coin, the flip                                                    Our Current Rates

  side of customer input opportunities is the need to manage timely
  follow-through on customer promises.

  Expectations and Communication

  Remaining true to one's word is a constant challenge as unexpected
  issues arise and inevitable dependencies on other internal groups
  add complexity. One of the keys to managing expectations and
  fostering trust is to keep customers apprised of progress toward the
  commitment, providing them with early warning of potential delays.
  A treasure trove of practical recommendations on the emerging field
  of promise management can be found in the new book Building
  Dependability Inc. by Price and Schultz.

  Trust is intertwined with our expectations of one another. At the core
  of expectations is the question of whether our messages in daily
  conversations are received with the same meaning with which they
Interaction Bridges: The Best Strategic Tool for Keeping Customer Promises | Marketing... Page 2 of 7




  were sent. "What I told you must have sounded different from what I
  meant" is all too often the realization among parties when
  expectations are not met.

  Listening skills certainly play a role in the entire process. But more
  fundamentally, some people intrinsically...

        Are informing communicators while others are directing
        communicators

        Take initiating roles while others take responding roles

        Focus on control of outcomes or movement toward goals

  These three differences in instinctive tendencies form the basis for a
  huge portion of communication mishaps that erode trust.

  The Good News

  The good news is that the intersection of these three predispositions
  offers a bridge for effective communication between any combination
  of tendencies regarding communication, relationship role, and focus
  of attention. These obvious, actionable, bridges are introduced by
  Interaction Bridges,3 which is a practical methodology for on-the-fly
  adjustments in business environments.

  Interaction Bridges is a methodology that helps you avoid the "Be
  Like Me" syndrome, and it guides you in working from the
  commonalities you have with your customers' and colleagues'
  preferences, leading to stronger trust. The easy-to-learn
  methodology provides practical tools for bridging the gaps between
  Chart-the-Course, Behind-the-Scenes, In-Charge, or Get-Things-
  Going styles of interaction. (See Figure 1.)                             TOP 5 PREMIUM Articles

                                                                           1. How to Produce a
  A Case Study                                                             Marketing Toolkit That
                                                                           Eliminates the Need to Sell

  To demonstrate the use of Interaction Bridges among marketers,           2. The 10 Biggest Mistakes
  Sam (Chart-the-Course) is a business development director for a          Marketers Make—No. 7:
                                                                           Living in the Marketing Silo
  product division, and Pat (Get-Things-Going) is the division general
  manager.                                                                 3. Interaction Bridges: The
                                                                           Best Strategic Tool for
                                                                           Keeping Customer Promises
  Sam is predisposed toward directing, responding and a focus on
  movement. Pat is predisposed toward informing, initiating, and a         4. Ten Steps to Starting a
                                                                           Company Blog
  focus on movement. Sam's perception of the business development
  role includes expectations management among external parties,            5. Engaging Millennials -
  based on the success principle of under-promise and over-deliver.        How to Win Their Brand
                                                                           Loyalty
  Pat's perception of the general manager role is to take the lead in
  meetings with customers and potential alliance partners. Pat spends      TOP 5 Articles

  a great deal of time in each meeting laying out the details of
                                                                           1. Marketing on MySpace
  proposed programs and explaining the division's rationale for the
  recommended strategies and tactics. While doing so, Pat stimulates       2. When PowerPoint Is Not
  many questions among the parties in attendance; they ask for a           Enough
  number of items, which Pat agrees to provide in the subsequent
                                                                           3. Top 13 Marketing Budget
  meeting. Sam's participation includes several comments to keep the       Wastes—and How to Avoid
  discussion on track, making note of the issues discussed as well as      Them

  the promises made. In truth, Sam would feel more comfortable
                                                                           4. Seven Lessons From a
  leading the discussions with backup support from Pat, and Sam            Blogging Year
  makes that suggestion for next week's meeting.
                                                                           5. Seven Sure-Fire Ways to
Interaction Bridges: The Best Strategic Tool for Keeping Customer Promises | Marketing... Page 3 of 7



                                                                          Lose an Audience's
  Prior to the next meeting, Sam prepares a reminder sheet of the         Attention
  commitments made, with suggested deadlines for important interim
                                                                          TOP 5 Downloads
  steps. Pat seems overwhelmed to see the list, and comments that it
  will be a miracle if one or two items is completed this week. Sam       1. Hitchhikers Guide to the
                                                                          Metaverse -Second Life -
  overhears Pat chuckling with a colleague, saying "Hey, now I'm          print the .pdf slide handout
                                                                          -Slides
  getting assignments from Sam!" Sam engages relevant managers in
  the division to move forward on most of the action items. However,      2. Best Practices in Web
  some of the items that Pat mentioned in the meeting are not as          Content - ready the written
                                                                          transcript -Transcript
  familiar to Sam, and as Sam probes for clarification in a pre-meeting
  with Pat, the pre-meeting is cut short by a call from the engineering   3. Hispanic Marketing -
  director who says there's an urgent challenge to address. Pat rushes    ready the written transcript
                                                                          -Transcript
  to meet with the engineers while Sam goes to the planned meeting
  with the outside party who request a status report for the promised     4. Integrated Media
  items, yet Sam is ill-prepared to discuss many of the items. Minutes    Planning -- print the .pdf
                                                                          slide handout -Slides
  before the meeting's end, Pat walks in with high energy, sharing new
  information, addressing some of the promises, and making a few          5. Boosting E-Commerce
                                                                          Conversion Rates (print the
  more commitments. Clearly, trust was quickly eroding not only with
                                                                          written text .pdf file) -
  the customer, but also between Sam and Pat as colleagues.               Transcript




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                      Figure 1. Interaction Bridges

  Three Differences Explained

  Let's explore the differences between directing and informing
  communication styles. Directing communicators are focused on task
  and time, whereas informing communicators are focused on process
  and motivation. Accordingly, those who naturally speak in directive
  communications tend to tell, ask, and urge when they express their
  thoughts. For instance, Sam may say "Let's take this approach,"
  expecting the other party to either agree or pipe up with an
  alternative, to address the task in a timely fashion.

  On the other hand, those who naturally speak as informing
  communicators tend to inform, inquire, explain, and describe as they
  express their thoughts. For example, Pat may say "Here's an
  interesting approach," expecting to inspire or seek input from the
  other party, to build involvement in the process, and motivation to
  act.

  As a result, directive communicators are often surprised when people
  resist what comes across as being told what to do, and informing
  communicators are often surprised when information they share
  comes across as non-compelling and is not acted upon. Both parties
Interaction Bridges: The Best Strategic Tool for Keeping Customer Promises | Marketing... Page 4 of 7




  can have the best of intentions, and yet misread one another.
  Ultimately, this misreading may lead to inaction, and therefore
  missed commitments.

  Second, the relationship between any two parties is defined by a
  natural inclination toward initiating or responding roles. Initiating
  roles exhibit an outgoing, fast pace, while responding roles
  demonstrate preference for the other party to act first, taking more
  time, relatively, to reflect before replying. As a result, initiators may
  be frustrated by lack of feedback, viewing responders as withholding.
  Likewise, responders may be frustrated at the lack of time to reflect,
  viewing initiators as intrusive. Again, best intentions can be thwarted
  as trust in the relationship fades.

  Third, the focus of our attention in any interaction may either be
  control of the outcome or movement toward the goal. Those with a
  predisposition to focus on control of the outcome tend to monitor
  information flow, progress, and achievement of the result.
  Conversely, those predisposed to focus on movement toward the
  goal tend to create milestones or benchmarks, ask the group for
  progress reports, and move ahead toward the goal.

  As a result, those most interested in control over the outcome are
  often perceived as stubborn, and those most interested in movement
  toward the goal are often perceived as rushing to act without
  considering the end result. This dichotomy of focus also can twist
  best intentions into a dwindling relationship.

  Leveraging Commonalities

  By learning to recognize the cues for Interaction Bridges, you can
  select the predisposition that you share with the other party to find
  common ground for your interactions:

        Chart-the-Course: directing, responding, and movement
        Behind-the-Scenes: informing, responding, and control
        In-Charge: directing, initiating, and control
        Get-Things-Going: informing, initiating, and movement

  The simple model behind Interaction Bridges makes it both easy to
  use and very powerful. The essence of each style is clearly explained
  in terms of its drive, aim, core belief, talents, and attributes. (See
  Figure 2.) When you understand how to observe the talents and
  attributes of each personality style, you can adapt as needed the
  pace, tone, word choice, timing, and quantity of your
  communications for stronger relationships and trust.
Interaction Bridges: The Best Strategic Tool for Keeping Customer Promises | Marketing... Page 5 of 7




               Figure 2. Components of Interaction Bridges

  Assume, for example, that Sam's style is Chart-the-Course and Pat's
  style is Get-Things-Going. The common element in their
  predispositions is an interest in movement. To build trust, Sam
  and/or Pat can leverage their shared interest in movement and make
  adaptations in their natural tendency toward directing/informing and
  initiating/responding.

  Self-discipline on the part of the individual familiar with Interaction
  Bridges can make all the difference. Interaction Bridges transcends
  fundamental roadblocks in communication, expectations, and trust,
  greatly improving the probability of keeping promises to customers
  and colleagues.

  Case Study Solution

  What should Sam do to improve the likelihood of keeping customer
  promises? Knowing Interaction Bridges, Sam should realize that Pat
  is acting upon the Get-Things-Goings natural tendencies to inform,
  initiate, and keep things moving. It's very important to Pat that all
  the parties in a group feel consensus and inspiration toward common
  goals. In the initial meeting Pat interpreted Sam's slight pauses as a
  sign of discomfort in leading the discussion, whereas Sam was simply
  behaving in the responding role natural to Chart-the-Course style.
  Sam's inclination to provide a reminder sheet and suggested
  milestones comes across to Pat as a mild form of insubordination. In
  the pre-meeting, Sam's statements of fact are interpreted by Pat as
  non-supportive of the division as a working group. Instead, Pat
  would prefer to hear Sam make suggestions that reflect colleagues'
  interests. Pat is enticed by the engineers' dilemma, and allows that
  issue to take precedence over the external meeting due to the allure
  of exploring options, and due to Sam's desire to lead the meeting
  discussion with the outside party.

  For success, Sam should build from common ground with Pat's
  shared focus on keeping things moving. As soon as possible after
  each meeting, Sam should engage Pat in assembling and
  communicating the action item list and milestones. In the common
  interest of keeping things moving, Sam should ask Pat for input on
  strategies to keep the momentum manageable and jointly decide
  what incremental portions of information are prudent to share in the
Interaction Bridges: The Best Strategic Tool for Keeping Customer Promises | Marketing... Page 6 of 7




  expected series of meetings with the outside party. Sam should
  suggest involving colleagues whenever appropriate, to address Pat's
  desire to be inclusive. By engaging Pat in this prompt post-meeting
  discussion, Pat will be more excited to be on time to the subsequent
  meeting and keep things moving. Interaction Bridges is a valuable
  tool for Sam in addressing what otherwise would be a disastrous
  experience in keeping customer promises.

  If trust is a key driver of customer choice, and lack of follow-up is
  the number one issue that annoys buyers, as research substantiates,
  then commitments must be carefully managed through effective
  tools and best practices.

  In his article "Introducing the Chief Listening Officer," David Jackson
  writes, "Companies that can earn and retain a customer's trust will
  be in a privileged position. They will have the edge in selling to that
  customer."4 By addressing fundamental obstacles in building trust
  with others, Interaction Bridges is a strategic tool for keeping
  customer promises.

  *Note: The Interaction Styles Model is the property of Linda V.
  Berens and cannot be used, duplicated, or disclosed without the
  express permission of Telos Publications. Linda Berens is a well-
  known expert in Keirsey's Temperament Theory and the Myers-
  Briggs Type Indicator. "Be Like Me" Syndrome was developed by Sue
  A. Cooper, Ph.D. The four Interaction Styles can be overlaid on the
  four Temperaments to create the 16 MBTI Types.

  Understanding Yourself and Others, In-Charge, Get-Things-Going,
  Chart-the-Course, and Behind-the-Scenes are either trademarks or
  registered trademarks of Unite Media Group, Inc.

  Endnotes:

    1. "The World is a Web of Promises" by Reg Price,
       managepromises.com, 2005.
    2. Return on Customer, by Don Peppers and Martha Rogers,
       2005.
    3. Understanding Yourself and Others: An Introduction to
       Interaction Styles, Telos Publications, by Linda V. Berens,
       2001.
    4. "Introducing the Chief Listening Officer" by David Jackson,
       CRMGuru.com, 11/18/05.



                       Read next article on this subject »

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  Lynn Hunsaker, MBA, is a veteran high-tech marketer, university
  instructor, and founder of the consulting firm ClearAction
  (www.clearaction.biz). She is also associate partner with Marketing
  Operations Partners (www.mopartners.com).
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Interaction Bridges: Strategic Tool for Keeping Customer Promises

  • 1. Interaction Bridges: The Best Strategic Tool for Keeping Customer Promises | Marketing... Page 1 of 7 SAVED ARTICLES | LOGOUT PREMIUM LIBRARY Member: Lynn Hunsaker Level: Premium Plus Membership expires in 111 day(s) Home Topics Our Blog Forum Seminars Careers Marketing Champs Corporate Services Search Change Text Size: A | A Inside MarketingProfs Recent Blog Posts Marketing Jobs Templates Interaction Bridges: The Best Strategic Tool for Red's Take: "You Keeping Customer Deal with People" Promises What's Going on in by Lynn Hunsaker Your Blogging Brain? December 5, 2006 Look Who's Talking: Men & Women in Lack of follow-up is the number-one Digital Connection issue that annoys B2B customers, 5 Ways to Find New according to a recent study that (or Hidden) Global also says brand promises are Markets trusted by less than one out of five customers.1 This is a plague that MarketingProfs internal branding, which aligns employee commitment with the brand Sponsors promise, must deal with. › MY ACCOUNT Your Company › Daily Fix Blog NEW! Store And since customer choice is driven universally by trust, confidence, › Member Directory › New Member Tips relationships, convenience, ease of doing business, and support,2 › Career Center The private-label company store built managers are compelled to take a closer look at "trust" in their › Vendor Selector for your marketing › Testimonials materials. strategic arsenal for brand preference and growth. Speed. Ease. › Premium Help Compliance. › Seminar Help Control. Commitments to customers are made on a regular basis by executives, marketers, and customer-facing professionals, such as sales, customer and technical service, and billing. Supplementing Get Affordable sales and service calls as voice of the customer sources may be Advertising, customer user groups, advisory boards, surveys, and other feedback Finally forums, which are great opportunities to keep abreast of issues that Target our need attention. 228,000 marketing decision making members But with all these feedback avenues, it's no wonder that lack of Visit Here To Get follow-up is rampant. As there are two sides to every coin, the flip Our Current Rates side of customer input opportunities is the need to manage timely follow-through on customer promises. Expectations and Communication Remaining true to one's word is a constant challenge as unexpected issues arise and inevitable dependencies on other internal groups add complexity. One of the keys to managing expectations and fostering trust is to keep customers apprised of progress toward the commitment, providing them with early warning of potential delays. A treasure trove of practical recommendations on the emerging field of promise management can be found in the new book Building Dependability Inc. by Price and Schultz. Trust is intertwined with our expectations of one another. At the core of expectations is the question of whether our messages in daily conversations are received with the same meaning with which they
  • 2. Interaction Bridges: The Best Strategic Tool for Keeping Customer Promises | Marketing... Page 2 of 7 were sent. "What I told you must have sounded different from what I meant" is all too often the realization among parties when expectations are not met. Listening skills certainly play a role in the entire process. But more fundamentally, some people intrinsically... Are informing communicators while others are directing communicators Take initiating roles while others take responding roles Focus on control of outcomes or movement toward goals These three differences in instinctive tendencies form the basis for a huge portion of communication mishaps that erode trust. The Good News The good news is that the intersection of these three predispositions offers a bridge for effective communication between any combination of tendencies regarding communication, relationship role, and focus of attention. These obvious, actionable, bridges are introduced by Interaction Bridges,3 which is a practical methodology for on-the-fly adjustments in business environments. Interaction Bridges is a methodology that helps you avoid the "Be Like Me" syndrome, and it guides you in working from the commonalities you have with your customers' and colleagues' preferences, leading to stronger trust. The easy-to-learn methodology provides practical tools for bridging the gaps between Chart-the-Course, Behind-the-Scenes, In-Charge, or Get-Things- Going styles of interaction. (See Figure 1.) TOP 5 PREMIUM Articles 1. How to Produce a A Case Study Marketing Toolkit That Eliminates the Need to Sell To demonstrate the use of Interaction Bridges among marketers, 2. The 10 Biggest Mistakes Sam (Chart-the-Course) is a business development director for a Marketers Make—No. 7: Living in the Marketing Silo product division, and Pat (Get-Things-Going) is the division general manager. 3. Interaction Bridges: The Best Strategic Tool for Keeping Customer Promises Sam is predisposed toward directing, responding and a focus on movement. Pat is predisposed toward informing, initiating, and a 4. Ten Steps to Starting a Company Blog focus on movement. Sam's perception of the business development role includes expectations management among external parties, 5. Engaging Millennials - based on the success principle of under-promise and over-deliver. How to Win Their Brand Loyalty Pat's perception of the general manager role is to take the lead in meetings with customers and potential alliance partners. Pat spends TOP 5 Articles a great deal of time in each meeting laying out the details of 1. Marketing on MySpace proposed programs and explaining the division's rationale for the recommended strategies and tactics. While doing so, Pat stimulates 2. When PowerPoint Is Not many questions among the parties in attendance; they ask for a Enough number of items, which Pat agrees to provide in the subsequent 3. Top 13 Marketing Budget meeting. Sam's participation includes several comments to keep the Wastes—and How to Avoid discussion on track, making note of the issues discussed as well as Them the promises made. In truth, Sam would feel more comfortable 4. Seven Lessons From a leading the discussions with backup support from Pat, and Sam Blogging Year makes that suggestion for next week's meeting. 5. Seven Sure-Fire Ways to
  • 3. Interaction Bridges: The Best Strategic Tool for Keeping Customer Promises | Marketing... Page 3 of 7 Lose an Audience's Prior to the next meeting, Sam prepares a reminder sheet of the Attention commitments made, with suggested deadlines for important interim TOP 5 Downloads steps. Pat seems overwhelmed to see the list, and comments that it will be a miracle if one or two items is completed this week. Sam 1. Hitchhikers Guide to the Metaverse -Second Life - overhears Pat chuckling with a colleague, saying "Hey, now I'm print the .pdf slide handout -Slides getting assignments from Sam!" Sam engages relevant managers in the division to move forward on most of the action items. However, 2. Best Practices in Web some of the items that Pat mentioned in the meeting are not as Content - ready the written transcript -Transcript familiar to Sam, and as Sam probes for clarification in a pre-meeting with Pat, the pre-meeting is cut short by a call from the engineering 3. Hispanic Marketing - director who says there's an urgent challenge to address. Pat rushes ready the written transcript -Transcript to meet with the engineers while Sam goes to the planned meeting with the outside party who request a status report for the promised 4. Integrated Media items, yet Sam is ill-prepared to discuss many of the items. Minutes Planning -- print the .pdf slide handout -Slides before the meeting's end, Pat walks in with high energy, sharing new information, addressing some of the promises, and making a few 5. Boosting E-Commerce Conversion Rates (print the more commitments. Clearly, trust was quickly eroding not only with written text .pdf file) - the customer, but also between Sam and Pat as colleagues. Transcript Can your customers find you? Smart companies like HSN, Northern Tool, PETsMART, Discovery, Hancock Fabrics, Furniture Online, Home Visions, Wards, TireRack, Toolfetch and Bellacor Lamps turn to Netconcepts for SEO advice and technology. Figure 1. Interaction Bridges Three Differences Explained Let's explore the differences between directing and informing communication styles. Directing communicators are focused on task and time, whereas informing communicators are focused on process and motivation. Accordingly, those who naturally speak in directive communications tend to tell, ask, and urge when they express their thoughts. For instance, Sam may say "Let's take this approach," expecting the other party to either agree or pipe up with an alternative, to address the task in a timely fashion. On the other hand, those who naturally speak as informing communicators tend to inform, inquire, explain, and describe as they express their thoughts. For example, Pat may say "Here's an interesting approach," expecting to inspire or seek input from the other party, to build involvement in the process, and motivation to act. As a result, directive communicators are often surprised when people resist what comes across as being told what to do, and informing communicators are often surprised when information they share comes across as non-compelling and is not acted upon. Both parties
  • 4. Interaction Bridges: The Best Strategic Tool for Keeping Customer Promises | Marketing... Page 4 of 7 can have the best of intentions, and yet misread one another. Ultimately, this misreading may lead to inaction, and therefore missed commitments. Second, the relationship between any two parties is defined by a natural inclination toward initiating or responding roles. Initiating roles exhibit an outgoing, fast pace, while responding roles demonstrate preference for the other party to act first, taking more time, relatively, to reflect before replying. As a result, initiators may be frustrated by lack of feedback, viewing responders as withholding. Likewise, responders may be frustrated at the lack of time to reflect, viewing initiators as intrusive. Again, best intentions can be thwarted as trust in the relationship fades. Third, the focus of our attention in any interaction may either be control of the outcome or movement toward the goal. Those with a predisposition to focus on control of the outcome tend to monitor information flow, progress, and achievement of the result. Conversely, those predisposed to focus on movement toward the goal tend to create milestones or benchmarks, ask the group for progress reports, and move ahead toward the goal. As a result, those most interested in control over the outcome are often perceived as stubborn, and those most interested in movement toward the goal are often perceived as rushing to act without considering the end result. This dichotomy of focus also can twist best intentions into a dwindling relationship. Leveraging Commonalities By learning to recognize the cues for Interaction Bridges, you can select the predisposition that you share with the other party to find common ground for your interactions: Chart-the-Course: directing, responding, and movement Behind-the-Scenes: informing, responding, and control In-Charge: directing, initiating, and control Get-Things-Going: informing, initiating, and movement The simple model behind Interaction Bridges makes it both easy to use and very powerful. The essence of each style is clearly explained in terms of its drive, aim, core belief, talents, and attributes. (See Figure 2.) When you understand how to observe the talents and attributes of each personality style, you can adapt as needed the pace, tone, word choice, timing, and quantity of your communications for stronger relationships and trust.
  • 5. Interaction Bridges: The Best Strategic Tool for Keeping Customer Promises | Marketing... Page 5 of 7 Figure 2. Components of Interaction Bridges Assume, for example, that Sam's style is Chart-the-Course and Pat's style is Get-Things-Going. The common element in their predispositions is an interest in movement. To build trust, Sam and/or Pat can leverage their shared interest in movement and make adaptations in their natural tendency toward directing/informing and initiating/responding. Self-discipline on the part of the individual familiar with Interaction Bridges can make all the difference. Interaction Bridges transcends fundamental roadblocks in communication, expectations, and trust, greatly improving the probability of keeping promises to customers and colleagues. Case Study Solution What should Sam do to improve the likelihood of keeping customer promises? Knowing Interaction Bridges, Sam should realize that Pat is acting upon the Get-Things-Goings natural tendencies to inform, initiate, and keep things moving. It's very important to Pat that all the parties in a group feel consensus and inspiration toward common goals. In the initial meeting Pat interpreted Sam's slight pauses as a sign of discomfort in leading the discussion, whereas Sam was simply behaving in the responding role natural to Chart-the-Course style. Sam's inclination to provide a reminder sheet and suggested milestones comes across to Pat as a mild form of insubordination. In the pre-meeting, Sam's statements of fact are interpreted by Pat as non-supportive of the division as a working group. Instead, Pat would prefer to hear Sam make suggestions that reflect colleagues' interests. Pat is enticed by the engineers' dilemma, and allows that issue to take precedence over the external meeting due to the allure of exploring options, and due to Sam's desire to lead the meeting discussion with the outside party. For success, Sam should build from common ground with Pat's shared focus on keeping things moving. As soon as possible after each meeting, Sam should engage Pat in assembling and communicating the action item list and milestones. In the common interest of keeping things moving, Sam should ask Pat for input on strategies to keep the momentum manageable and jointly decide what incremental portions of information are prudent to share in the
  • 6. Interaction Bridges: The Best Strategic Tool for Keeping Customer Promises | Marketing... Page 6 of 7 expected series of meetings with the outside party. Sam should suggest involving colleagues whenever appropriate, to address Pat's desire to be inclusive. By engaging Pat in this prompt post-meeting discussion, Pat will be more excited to be on time to the subsequent meeting and keep things moving. Interaction Bridges is a valuable tool for Sam in addressing what otherwise would be a disastrous experience in keeping customer promises. If trust is a key driver of customer choice, and lack of follow-up is the number one issue that annoys buyers, as research substantiates, then commitments must be carefully managed through effective tools and best practices. In his article "Introducing the Chief Listening Officer," David Jackson writes, "Companies that can earn and retain a customer's trust will be in a privileged position. They will have the edge in selling to that customer."4 By addressing fundamental obstacles in building trust with others, Interaction Bridges is a strategic tool for keeping customer promises. *Note: The Interaction Styles Model is the property of Linda V. Berens and cannot be used, duplicated, or disclosed without the express permission of Telos Publications. Linda Berens is a well- known expert in Keirsey's Temperament Theory and the Myers- Briggs Type Indicator. "Be Like Me" Syndrome was developed by Sue A. Cooper, Ph.D. The four Interaction Styles can be overlaid on the four Temperaments to create the 16 MBTI Types. Understanding Yourself and Others, In-Charge, Get-Things-Going, Chart-the-Course, and Behind-the-Scenes are either trademarks or registered trademarks of Unite Media Group, Inc. Endnotes: 1. "The World is a Web of Promises" by Reg Price, managepromises.com, 2005. 2. Return on Customer, by Don Peppers and Martha Rogers, 2005. 3. Understanding Yourself and Others: An Introduction to Interaction Styles, Telos Publications, by Linda V. Berens, 2001. 4. "Introducing the Chief Listening Officer" by David Jackson, CRMGuru.com, 11/18/05. Read next article on this subject » MarketingProfs.com Want access to all Premium Articles? Become a Premium Member Lynn Hunsaker, MBA, is a veteran high-tech marketer, university instructor, and founder of the consulting firm ClearAction (www.clearaction.biz). She is also associate partner with Marketing Operations Partners (www.mopartners.com).
  • 7. Interaction Bridges: The Best Strategic Tool for Keeping Customer Promises | Marketing... Page 7 of 7 Related Articles › Delivering Frontline 'Wow': Three Must-Haves for Every Employee PREMIUM Quick Read › The New World of Customer Advisory Programs PREMIUM Quick Read › Improving Your Customer's Experience Through Journey Mapping Quick Read › Five Real-World Ways Businesses Are Marketing to Their Communities PREMIUM Quick Read › Three Keys to Delivering World-Class Service PREMIUM Quick Read Home | Marketing FAQs | Article Archives | Newsletter Archives | Know-How Exchange | My Account| Corporate Services About Us | Advertise | Contact Us | Write For Us | RSS/Syndication | Privacy | Index Copyright © 2000-2007 MarketingProfs, LLC All Rights Reserved. Terms under which this service is provided to you. [Permission to Reprint]