The document discusses the importance of effective communication to connect with audiences and gain commitment for action. It notes that less than 33% of communication is effective, leading to the failure of two-thirds of ideas and initiatives. It provides tips for overcoming challenges to communication, such as not taking time with the audience, telling instead of asking, and not having a consistent message or plan. It emphasizes understanding the audience and treating them as clients in order to build a connection through a consultative approach and understanding of personalities.

1. Communicating to Connect with Your Audience

2. 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.

3. The ability to communicate effectively is a competitive advantage.

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

5. The Outcome: Two-thirds of ideas and initiatives fail!

6. The Bottom-Line: “ Leaders of the past knew how to tell – leaders of the future will know how to ask.” Peter Drucker

7. Where are your relationships today? Think about the key challenges and obstacles that limit your potential to achieve effective communication and action.

8. The Greatest Challenges:

9. 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

10. The Central Issue: Communicating to connect is more about feelings and less about facts. We need to ask the audience to understand the audience.

11. The Greatest Opportunities:

12. What’s Needed?

13. Two shifts are recommended to build a communication connection: Take a consultative approach Understand personality

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

15. SPIN Selling Approach

16. The basic actions of consultative selling in communication: Situational based questions Problem based questions Implication based questions Need-Payoff based questions

17. The role of the communicator: Provide direction Provide confidence Provide capability Provide action

18. The Six Rules of Persuasion

19. Using Influence Reciprocity Commitment and Consistency Social Proof Liking Authority Scarcity

20. Personality affects how we communicate and connect. You and your audience may be different.

21. MBTI Type Indicator E I N S T F J P E I S N T F J P Promotional / Sales General Population 56 44 55 45 79 21 64 36 49 51 73 27 40 60 54 46

22. Kolbe: Instinctive Strengths

23. 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)

24. 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

25. The power to communicate and connect is critical to success. It is not up to the audience to understand – it is our role.