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Communication

Andrew Hamilton SoAT Competency Seminar 2 April 2012 Drawn from the jelly effect – Andy Bounds

Why doesn’t business communication work?

• How many times have you been excruciatingly bored when listening to a presentation?

• When networking, have you ever seen the person you’re speaking to constantly glance over your shoulder to fi nd someone else to talk to?

• Or, when persuading someone, have you ever known that they are just not interested? In fact, they have totally switched off …

• Business people say too much irrelevant stuff • all the time • every day • to every type of person.

Successful Communication When You Talk to Them

AFTER

Strangers

Networking

Mutually Beneficial Relationships

Customers

Selling

More Sales

Type of Person

Recommenders

Seeking Referrals

Sales Meetings with your target market

Groups

Presentations

The results you wanted

AFTER

Growth in Your Business

Five Rules of Communication • Always Context First • Frame of the other person • Thoroughness is Key • Extra Info?

• Required info only AFTER’s…

AFTER’s

1. Always context first 2. Frame of the other person 3. Thoroughness is the key 4. Extra info? and‌

5. Required info only

Explain the big picture first, so any subsequent detail is relate-able to something.

Think from the perspective of the other person: get into their skin.

Expand on the relevant and important subjects, to give more detailed information.

Always ask if anything else would be helpful, so you know they have all the information they need.

Ask the other person what information they want, rather than flinging jelly at them, and hoping some sticks.

Networking • When you think about it… it’s just like buying Jewellery • Networking its all a question of Fish and Coffee • Why you are already good at networking • How to get the most out of your networking event – Before the event – During the event – After the event

When you think about it‌

Two biggest problems • They don’t work the room well • The may not be in the right room

Fish and Coffee • Net full of big fish, little fish and old boots • Coffee

Who are your big fish?

• More Customers like – The ones paid you the most money – The ones you have had the most success with

• Suppliers to the above • Institutes and associations for the above • Some one who knows someone who is one of the above • A potential referrer

Study the Guest List

Why you are already good at networking • Based on all we need is “the ability to get a cup of coffee with a big fish at a later date” • You already have – Good manners • Ask about other people • Don’t look over your shoulder

– Being able to talk

Before • Remember – Business cards, Pen, Badge and no marketing material • Badge on right side, high up • First Name or Nick Name, Company

– Why, Who, – Goals: SMART; Specific, Measurable, Achievable, Relevant, Timescaled

During – Who to approach • Individuals, • Groups

– What to say 1.

2.

3.

4.

5.

Get in Talk about them Talk about you Chat Get out of the conversation

The room

The room 2

1

3 5

4

7

8 6

During - What to say • Get in – Person: Hi my name is Andrew – Group: do you mind if I join you

• Talk about them – Ask open questions – Be interested, don’t rush, actively listen • “that sounds interesting tell me more about that” • “What professions are good contacts for you?”

During - What to say cont’d • Talk about you 1. One liner • Focus on what you do, not what you are • I verb AFTER’s: what your Client is left with • It’s a hook to ask for more

2. How do you do that • Explain the need • AFTER’s again

Example • What do you do?

• Old School: – I am an actuary, actuaries mathematically evaluate the likelihood of events and quantify the contingent outcomes in order to minimize losses, both emotional and financial, associated with uncertain undesirable events. Since many events, such as death, cannot be avoided, it is helpful to take measures to minimize their financial impact when they occur

• More positive: – I apply financial and statistical theories to solve real business problems. In effect, I use my skills in maths and statistics to create theoretical models of the world around us.

During - What to say cont’d • Talk about you Cont’d 3. Tell me more, facts tell; stories sell • • • • • •

The 30-60 Second closer I help.. AFTER’s I work with… Typical Clients To help them.. AFTER’s In detail For instance…. Tell a story When we do this they benefitted by…differentiate from competition.

During - What to say cont’d • Chat – Social Seal • 2-3 Conversation topics • Current affairs • Something they are interested in

• Exit – Are they a big fish, a small fish or boots?

– Do you want contact details • Ask if you can have their card and if you can write on the back when they can meet you • Ask if they want yours

– What professions are good contacts for you?

– I have really enjoyed talking to you this evening

After • Evaluate did I meet my goals • Follow up in the right way – BNI survey 2000 networkers – Biggest success factor is following up on referrals – Script • • • •

Reminder who you are, where you met Reminder you agreed to call at this time Reminder on coffee agreement Make an appointment

• Develop relationships – Water the grass, and keep doing it – Do everything you can to help that person

Speaking to Groups – the only graph The layout that puts your key points in the audience's long term memory 4

1.

What were the first five words?

2.

What were the last five words?

3.

Which word was repeated?

4.

What was the longest phrase in the middle of the list?

1

2 3

Time Graph reference

Memory Bias

Meaning you remember things….

1 2 3 4

Early Bias Recency Bias Repetitive Bias Outstanding Bias

…. at the start …. at the end …. that are repeated …. that stand out in some way

You must say your 15 seconds to address each of the four memory t

How to say it • Dress professionally • Maintain eye contact • Maintain Chin Contact • Smile • Walk purposely • About 10 mins per person

AFTER’s • Always Context First • Frame of the other person • Thoroughness is Key • Extra Info?

• Required info only

Contact • Andrew Hamilton • E-Mail andrew@asean-consult.com • Mobile / BB 08 790 79000