communication

All posts tagged communication

Leadership

5 Traits of a Great Leader

Leadership is an extraordinary skill so much so that it is often difficult to define that certain something which differentiates the great from a good leader.

 When assessing investment opportunities we always look at the leadership first and foremost, particularly in start-ups. To guide us we have developed the 5 Key Trait test. It is rare to find all of the traits in one person but when we do we know we have a winner.

 So what are the 5 Key Traits?

 1. Simplicity of Vision.

Einstein once said that if a theory couldn’t be explained simply it was probably false and much the same can be said of a business. A leader needs to convince investors, employees, bankers and customers that their vision is sound and each person needs to be able to understand, believe in and take that vision on board the first time they hear it. This sounds simple but it it’s not, indeed it is extremely rare, most leaders become bogged down in detail and blur the vision.

 2. Persistence.

An exceptional leader is motivated, single minded and above all persistent. We look for leaders who when knocked down get up and get back on track. Taking Churchill’s advice they “Never, Never, Never, Give Up.”

In today’s competitive and constantly challenging business environment the great leader quickly recognises potential corporate risks or opportunities, assesses the situation and develops strategies to move forward. This style of entrepreneur isn’t a talker they are doers and they deliver.

 3. Focus.

It is so easy to be distracted when managing a dynamic, growing business, as CEO you are deluged with ideas about finance, marketing, stakeholders and more. It takes extraordinary courage and focus to identify the small number of key actions which absolutely must be completed for the greater good of the venture, to stick with those actions and to complete them perfectly.

The more focused a leader is the more comfortable we are in believing this person can and will deliver results.

4. Culture.

Again a great leader understands and manages the value of culture. They care about the details which build corporate culture and brands; they manage those details because intuitively they know the importance of the seemingly small in building large. You can never be too important to let go of this detail. Look as Steve Jobs and Apple, how he micro managed form and function to build culture, brand and following. Those small details became the definition of his corporation.

 5. Magnetism.

Great corporations are built by great leaders who build the strongest teams. A great leader, supported by a strong team will always succeed. To attract the best people to a business, prospective employees need to believe in its leadership, to want to work within it, to help share and build the vision. To achieve this a great leader needs a special charisma, something we call magnetism.

Leadership is complex and ever changing but understanding these 5 Key Traits has proved helpful to our company when identifying great leadership.

By, Neil Steggall

 The Barking Mad Blog

Business Advice with Bite

http://wp.me/p401Wv-iy

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Entrepreneurs

The Naked Entrepreneur!

“to thine own self be true……………”

Respect and Trust are both vitally important qualities which we look for in an entrepreneur, and I fear both are currently being discarded in the rush for blatant self promotion.

Do you remember when the UK’s Jamie Oliver first burst onto our TV screens as “The Naked Chef”? He was fully clothed but he had stripped away the unnecessary bullsh*t and mystery surrounding cooking. The world fell in love with Jamie a self-confessed dyslexic, a school drop-out from Essex – he was simply and wonderfully himself!

As I read on-line profiles I feel emasculated by the fact that every second person is now “an expert on….”; “an author of” or at the very least an “international public speaker”. Some of these are well known and how lucky we are to have such easy access to the skills and knowledge which they have gained over long and successful careers. Many others and dare I say the majority, are if not bogus, then plain humbug!

Strong words and yet transparency and authenticity are more than just corporate “buzz words” they are amongst the real attributes that B2B’s and consumers now expect from the companies and people they do business with.

People want honesty in business and expect SME’s and corporations to provide real transparency and authenticity. They also want to know and understand the real people behind the profiles, websites, logos, social media and print.

Be open when describing yourself or your business. If your business is in its first year and you are struggling to make ends meet say so! Potential customers will often give a new business “a go”. How often have you said “hey let’s try that new pizza place”? Don’t invent a “construct” designed to make you look older, bigger, better, busier.

Be yourself! Just started – Johns Plumbing, I want to help! It’s a compelling message.

Today “Corporate Image” is less about status, qualifications, large offices and expensive stationary and much more about the real people, real skills and real results. Over the past week I had three meetings in coffee shops with clients, each of which is highly successful and controls a multinational business. Only one of them has a permanent office, shared with his accountant. Today working from home with a telephone answered or a query dealt with by a virtual assistant can be sufficient. 

Most businesses and consumers today don’t want to hear how clever you are or how important you are or how impressive your office is; they want to know if you can do the job and deliver the result at a price they are prepared to pay.

So rather than building an impossibly impressive on-line profile, simply state the facts; you are warm, human, competent, trustworthy and able to deliver results! It’s about engaging, sharing your passions, and talking about your product or service as it relates to other people and situations.

Here are some ways to show your inner Naked Entrepreneur:

  • Be Genuine: Be you, yourself, the real you and be proud to show it. Strip away the unnecessary bullsh*t and mystery!

  • Share your passions: Show what, how and why you are excited, if you have a dream share it.

  • Share your corporate culture: It says a great deal about who you are and the values you and your team share.

  • Admit your imperfections & failures: We have all at some stage failed, stretched the truth, let people down or just plain stuffed up – I have done all and more. It’s human. How you recover, learn and move forward is the real factor by which you are judged.

  • Show your expertise: Include your skills, knowledge and if wanted, qualifications on your profiles but do so to inform not to impress.

  • Be subtle: Yes you are brilliant, yes your brand is huge and of course your staff and customers adore you but do you need to tell us quite so loudly or so frequently.

  • Understand Yourself: Know your strengths, weaknesses and your limitations. For example I am a dreadful waffler and not the world’s best operational manager but when sat down free of distractions I am a fair theorist, thinker and strategist!

A reputation for being “a good person, hard working and determined to deliver” is probably close to perfection and almost naked!

Do you ever wonder why those global gurus who travel the world to sell their message of how to grow rich and famous in 30 days don’t have to stay home and manage their investment portfolios which must by now be huge? I have always wondered.

I guess they care about us so much they are prepared to travel 48 weeks a year just to help.

By Neil Steggall

Failed Wastrel

The Barking Mad Blog

SME Advice with Bite!

http://wp.me/p401Wv-cm

www.wardourcapital.com

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Presenting WCP 2014 Stick Drawing

Speak Clearly and Communicate

How well do you convey your messages? Is it a question you examine or do you concentrate on the content of your speech?

We spend plenty of time thinking about what we say in business, but not necessarily how we say it.

When it comes to professional settings the way we speak including tone, pitch, and volume is every bit as important as content and dramatically affects how our message is received and how people perceive us.

It’s hard to recognize our own verbal errors so if regular presentations and occasional public speaking are starting to occur in your career it could be worth practicing speech in front of a specialist or a mentor to ensure you are hitting the right notes.

Pitching your voice and presentation at the right level is quite easy and becomes natural with experience and as you become less nervous. The important word here is NATURAL. The natural vocal sound is pleasing to hear, easy to follow and quietly authoritative.

Most of us can become good and interesting speakers with just a little skill and practice. Here are a few pointers on how to improve your presentations.

Speaking too quickly

Understandably when you are new to public speaking you are going to be nervous and rapid speech is a very common effect of nerves. Rapid speech not only makes the speaker hard to follow, it distracts the listener and undermines the strength and authority of your message.

Susan Finch, a New York based voice and speech coach who works with business professionals, says hasty speakers often end up “mumbling, rushing, and swallowing” their words. To address this, she instructs clients to take a breath before they begin speaking and again before each major point. That simple action creates a natural break in speech and helps the person to slow down.

Being Australian; or “up talk”

Australians are known for “lifting” the final vowels of a sentence, the best way of understanding this is to watch British comedy and see how they poke fun at us. This issue in speech is known as up talk; ending a statement on an upward pitch so that it sounds like a question even when it’s not.

According to Sydney speech coach Sandra Harris, this issue is more common in women. Speakers struggling with up talk should record themselves and then make an effort to keep their pitch from rising at the end of a sentence.

The Monotone

Nothing turns an audience off like a dull and boring presenter and the worst speaking mistake is to use a dull, monotone voice. We want to hear in the voice a relaxed enthusiasm and a pleasant assertiveness, keep your audience interested by projecting your excitement and passion for your subject.

That doesn’t mean going over the top with high and low pitches, but rather allowing for some degree of variation in the tone and colour of your phrasing. And the easiest way to achieve that effect is to breathe and relax, try to place a smile into your voice.

Duh, um, fillers

These, um, filler words are ubiquitous in everyday speech. “Like,” “um,” “er” and others are used routinely in casual conversations and often go unnoticed. But they really stand out when used in professional settings.

John West, head of the speech division at New York Speech Coaching, refers to words like these as “vocalized pauses.” People typically toss these sounds into speech because they fear that allowing for a pause will lose their listeners. On the contrary, West says it’s the speakers who use excessive “ums” and “uhs” that tend to lose their audience the fastest, and that a well-placed pause can pique listeners’ attention.

Whispering quietly

Speaking at the correct volume and with strong voice projection is important. Sandra Kazan, a New York based vocal coach, says the ability to project depends on each individuals voice. For example, high-pitched voices naturally project better and further than lower pitched ones.

“A nasal voice will carry, will probably not have very much problem projecting, but it is a very annoying voice to listen to for any amount of time,” she explains. As with pace, experts say the best fix for volume is to breathe well. Projection problems tend to occur when people tighten up, constricting their vocal chords and preventing a smooth flow of air.

Trailing off

In general speech we have a tendency to get quieter at the end of a sentence, to “trail off”. A commonly recognised speech pattern is to trail off toward the end of phrases, clauses, and sentences. This means important words can easily get lost or messages can appear incomplete. You need to keep your voice supported, level and your message carrying all the way to the end of the point you are making.

At the end of the day be it in a meeting or a conference people want to hear your comments, words, ideas and knowledge. Give just that, hone your presentation but most importantly be you. Breathe deeply and regularly, pace yourself and impart your message. You will not only become an interesting speaker but you will enjoy the process.

Neil Steggall

The Barking Mad Blog

SME Advice with Bite!

http://wp.me/p401Wv-bH

www.wardourcapital.com

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A Great Mind Map - WCP 2014

 

Mind Mapping: let it work for you.

MIND MAPPING

Some of us think better in pictures etc. Before thinking through a big idea, I usually visualise it as a diagram. I have always “solved problems” graphically. Sometimes entirely within my mind and then A1 sheets of paper, followed by whiteboards, and eventually computers. Now I use a combination of all three. I called it mind mapping long before the phrase became popular – it just seemed to fit..

Basically mind mapping is the task of transferring thought and ideas, group or individual into a written form. I find brainstorming sessions are so much more powerful if there is a mind mapper in the group and especially so if that person is good with pen, paper or the whiteboard.

Are you a mind mapper? Are you able to get those amazing business ideas you toy with when driving or in bed down onto paper? It’s a skill but not a hard one to acquire, it can be fun and importantly the results can really change your business.

WHAT IS MIND MAPPING?

A mind map is a powerful way to generate and visualise new ideas, analyse problems, brainstorm, plan, show or research, complex ideas. Isn’t this just good old fashioned “brainstorming” under a new name? I hear you ask. No, mind mapping is a more structured approach to analysing and solving problems.

We now operate in a world where graphic representations are used more frequently and our brains are responding well to graphic analysis. Here are a few handy tools you can use to incorporate mind mapping into your business process.

WHITEBOARDS

The most basic tool you can use for mind mapping is a whiteboard. If you have a whiteboard you can start mind mapping individually or as a team to solve problems or to formulate new ideas. Today life is so easy, when you have the whiteboard full of ideas, take a picture of the whiteboard with your phone and upload it to your computer and share it with the team. Sometimes I get the original whiteboard data on the 60 inch screen in the meeting room so the whole team can see it and we start again on the whiteboard testing out our earlier ideas. This is a great way to mind map as a team.

THE BIGGERPLATE MIND MAP

If you want to up the ante and introduce a little more structure and sophistication into your sessions there are now several free or inexpensive mind mapping programs available.

Biggerplate’s mind map should meet most of your needs. In this extensive mind map collection, you’ll find templates for almost every task and challenge, including business mind maps, training mind maps, and general mind maps which you can use in your everyday life. The Biggerplate templates include everything you need from SWOT analysis (strength, weaknesses, opportunities, and threats), time management matrix, project management, task management and even tracking objectives.

If you and your team are struggling to get the mind mapping started, the Biggerplate templates can lead you into and through the process. I enjoy looking through Biggerplate’s top 10 mind maps just to see which templates other professionals are finding useful.

MINDJET

Very easy to use and inexpensive to buy Mindjet is an easy to use program designed for a variety of tasks, including mind mapping and brainstorming, Mindjet has flexible features which can be used in a variety of tasks including mind mapping, strategy development, marketing, sales and information technology.

MAPS FOR THAT!

The title just about says it all. Maps for That is great if you’re looking to share the mind maps you have just created or if you want to browse mind maps submitted by other teams or team members. It comes with amazing features and includes user-submitted mind maps in a variety of categories; including business, analysis, management, education, entertainment, events, and productivity, just to name a few.

If you’ve created a mind map you think others may find useful, upload it to the Maps For That site so that other users of the service can share. Initially just sign up for a free account, you can download and upload mind maps, comment on other users’ mind maps, and rate the mind maps you find the most useful.

MOBILE APPS

If your business uses smartphones or tablets as a way to communicate or work on projects, check out the mobile apps available from Mindjet. These apps allow you to create, edit, and view mind maps while you’re on the go or away from your computer. Available for the iPhone, iPad, and Android devices, these mobile apps can be downloaded free of charge directly to your smartphone or tablet.

If you haven’t started using mind mapping in your business, you may be missing out. Mind mapping can be used to create new business ideas, solve complex problems, and brainstorm with other team members — whether you’re in the office or on the go.

As I said at the start we all think and work differently, I enjoy mind mapping, let me know what you think.

Neil Steggall

http://wp.me/p401Wv-b8

The Barking Mad Blog

Business Advice with Bite!

www.wardourcapital.com

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Communication 2

The Power of Great Communication

And……..How-to-become-a-great-communicator.

Often after first drafting a speech or an article I look through and ask myself the question “what would my wife cut out of this?” Invariably its 60% or so of what I have written. My wife, I should add, is a successful author, journalist and historian and she can paint amazing mind images with such economy of words.

What I realise is that with discipline I can and do communicate well but I am not a natural. As I commence a story around the family dinner table the “children”, largely grown and successful now, groan and shout “make it quick or we are leaving” or “oh not that one again.”

Whilst not comparing myself (lol) with great communicators such as Winston Churchill, Franklin Roosevelt, John F Kennedy, Ronald Reagan, Nelson Mandela and Paul Keating I do occasionally wonder how Sunday lunch went down at their house.

Peggy Noonan was presidential speechwriter for most of Ronald Reagan’s presidency and she explains why Reagan’s presidency had such an impact on the world stage.

“He was often moving, but he was moving not because of the way he said things, he was moving because of what he said. He didn’t say things in a big way; he said big things … Writers, reporters and historians were in a quandary in the Reagan years. ‘The People,’ as they put it, were obviously impressed by much of what Reagan said; this could not be completely dismissed.”

Reagan was known as “The Great Communicator”, yet it’s a nickname he didn’taltogether agree with.  In his farewell address to the nation and to the world, in his own humble way, he redirected the praise by saying:

“In all of that time I won a nickname, ‘The Great Communicator.’ But I never thought it was my style or the words I used that made a difference: It was the content. I wasn’t a great communicator, but I communicated great things, and they didn’t spring full bloom from my brow, they came from the heart of a great nation — from our experience, our wisdom, and our belief in principles that have guided us for two centuries.”

My take on this is that it doesn’t matter whether you are a president or a manager – your success will depend heavily on your communication skill.

What are the key actions of great communicators?

Engagement

Communication is just that, it’s a two way flow of information. Great communicators know how to give and take and understand its importance. They not only initiate conversation, they steer the direction of and encourage others to join in the conversation.

Connection

Great communicators know that people won’t listen unless they connect both intellectually and emotionally. Know your audience and start by conveying emotional stories that connect to their heart. It’s all about the quality of the relationships the leader has with the people they communicate with.

I know several tough and very senior Australian business leaders who have met Bill Clinton on separate occasions both in Australia and in the US, each was impressed. In my post meeting discussions with them each said that when Bill Clinton talks with you, he makes you feel like you are the only person in the world. Wow. Show your listeners your empathy let them feel it and know you value their importance.

Humour

Great communicators are skilled in relaxing those with whom they communicate. An audience is often suspicious or defensive from over-communication and perhaps afraid of being “sold something”.  Great communicators show genuine interest in the other person and use humour and authenticity to come across as understandable and authentic..

Clarification

If you overwhelm your listeners, you will lose them, they will tune you out from boredom or confusion. Reagan was best known for being simple and clear. Never assume just because you understand what you’re saying that your audience does as well. Great communicators find ways to simplify though issues without being condescending.

Reinforcement

Great communicators know that an audience will retain only ten percent of what they hear, and therefore they are skilled at subtly reinforcing key ideas. They re-run their message throughout their presentations, speeches and writings. It is all about context and repetition.

Well I reckon that given the chance “my editor” would have pulled 15% of this and yet I think we are communicating OK!

Neil Steggall

http://wp.me/p401Wv-b0

The Barking Mad Blog

SME Advice with Bite!

www.wardourcapital.com

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Shhhhhhh!

4 Words to Avoid 

 

I have never really believed in New Year’s resolutions. Perhaps because as a child I constantly resolved to behave better the next year only to be involved in further mischief the first day school resumed.

 Move forward many years and I find myself contemplating change and wondering how I can improve myself in 2014.

Along with many others I need to be more positive, to look at the stars again and see just how brimming with opportunity life is and yet without realising it we have a tendency to introduce negatives into our thoughts and everyday conversations and getting rid of some of these negatives is my resolution for 2014.

So what am I proposing?

Really big resolutions always fall by the wayside so let’s consider something smaller; eliminating the use of just four simple, yet negative words, from our everyday vocabulary. Hate, Cannot, Never and Impossible.

These words are rarely used in context, rarely make sense and rarely if ever contribute to anything positive.

Let’s look at the words individually and see what we think:

HATE: “A transitive verb; to dislike somebody or something intensely, often in a way that evokes feelings of anger, hostility, or animosity”

Now this is a very strong, negative and unpleasant word and one I would like to see disappear from use. If you are like me you probably don’t actually hate anything and yet this word creeps insidiously into conversation…”oh I hate the idea”…..”oh I hate Social Media”, “I hate this project”.  Do you really?

Interestingly when reading or listening to stories of Holocaust or Kokoda Trail survivors they had most often realised that to survive and move on with life it was important not to hate their captors.

Most great achievements in history have followed periods of struggle and complexity and I am sure that at times Pythagoras was frustrated by his formulae but did he hate them?

Let’s change our thinking to “not sure I am in love with the idea but let’s think it through” or “I just don’t get Social Media!!”

We have still let our feelings show through but in a positive way.

CANNOT: “a model verb used to indicate that it is impossible for something to be done or made use of in a particular way

In our everyday lives is there really anything that we cannot do? Accepting that we must abide by society’s rules, we are then able to do pretty much anything we put our minds to.

When you are next tempted to say “I cannot get this report finished in time” or “I cannot get to the gym today”, think of the Para-Olympics and the CAN-DO attitude in use and on display each and every day to do what many would say “Cannot” be done.

So often cannot is used where “don’t want to” or “it will be hard” should be used.

Let’s become a can do person. Let’s consider the task and look at the different ways it can be approached and remember. You CAN do it, you WILL do it and soon you HAVE done it!!

NEVER: “an adverb indicating that something will not happen at any time, or that somebody will definitely not do something.”

Never is not so aggressively negative and yet in real terms what does it mean? I always see never as never really arriving and therefore non-existent, but it slides quietly, and negatively into our conversations….”that will never work”….”we never do it that way”…….”she will never work out/fit in etc”.

What does this mean?

Just by saying never we are limiting our possibilities. We may for whatever reason not be able to do something this minute or this day but who knows what tomorrow or next week will bring.

Perhaps we should be thinking “how is that going to work?”……”can we do this another way”…..”how can we help her fit in”

Interestingly never can be turned around…..”I will never rest until I achieve this” but that’s a different story!

IMPOSSIBLE: “not able to exist or be done”

We never know what is “possible” until we really try. Quite often we achieve the “impossible” just because we didn’t know it was “impossible”…..yes think on that!

Imagine waking up from an accident to hear the surgeon say you will never walk again or never talk again. This is a situation faced by accident and stroke victims around the world and yet against all medical evidence people move forward and do the “impossible” they walk again, they talk again!

Let’s think of these people and take our lead from them, yes the task is tough, we don’t know how but we do know we can do it!

Every day in large and small ways someone, somewhere does “the impossible” and that is one of the enduring features of being human and being successful.

So you know what I am up to in 2014

Neil Steggall

The Barking Mad Blog

SME Advice with Bite!

http://wp.me/p401Wv-aO

 

Wardour Capital Meeting #2  2014

10 Tips to Organize a Successful Business Meet

What do you do to ensure that the business meet you organized doesn’t fizzle out?

As a top entrepreneur in the lead, you must take the initiative to arrange business meets to connect with others. But that isn’t all; you need to create an event that people enjoy. Not something they dread!

If you create a platform where entrepreneurs share their thoughts, views, opinions and crises. It helps you earn the trust and respect of your fellow entrepreneurs. And it boosts that collegiate  feeling. You just need to make it a success. But it is easier said than done.

Let’s take a look at 10 simple but effective things that can help you achieve your goal.

Take Your Time to Plan Every Detail

You cannot wait until the last minute to send out the invites and think everyone will turn up. Decide the time and date, select the venue and inform the business meet group members about it in advance. They have to fit it into their busy schedules too.

Check Every Important Aspect In Advance

How will you feel if the audio doesn’t work when someone’s making a presentation? Reach the venue and double check every detail. Make sure the space is adequate for all and the audio-visual equipment works.

Make It An Exclusive Event

Identify the niche you are in and create a group with a strong focus on the core concept. When you make it an invite-only event, you generate interest about it among the entrepreneurs in the niche to participate. This also encourages the aspirants to be part of the community.

Make Introductions Easy With Name Tags

It isn’t easy to remember the names of hundreds of entrepreneurs at an event. Create name tags. It will make introductions a breeze! You can also add their business name and relevant details to it.

Adhere To Your Goals to Meet Expectations

As an organizer, you need to have a clear idea about what the meet is all about. Make sure this is in keeping with the image of your business. For example, if you are into apps development for educational institutes, educational meets are more suited. Plan the meet according to the purpose.

Organize Topics to Keep Everyone Engaged

What do you want people to talk about? Decide the things you want to interest people in at the meet. Use the topics to initiate conversations. You can also throw in some challenges to keep things in motion.

Offer Exposure for Start-ups

You may also incorporate talks, events, quizzes and such other elements into the business meet. But when you let a start-up offer a demo at the meet, you add to its interest. It supplies food for thought for the entrepreneurs present and gives them an excellent topic of discussion.

Give Conversations a Direction

Don’t let the conversation die down. Place your contacts at opportune points to keep it going. With this simple tactic, you will create an environment where people learn new things without a hitch.

Foster Relationships

A business meet is all about the relations entrepreneurs create. And the community they build. It is possible to boost entrepreneurial efforts when people have the support of their peers. Don’t just keep it professional. Let entrepreneurs connect with each other on a personal level. Social hangouts can help you with this.

Keep It Confidential

No entrepreneur will open up unless they are sure that their secret’s safe with the attendees. This is possible only when you assure that it remains within the group. Open and frank discussions will be possible only if you do this.

It isn’t difficult if you are aware of how to keep things in motion at the meet.

With a little planning and effort, it is possible to organize a business meet where the group members can share their stories, offer others positive challenges, help others get back on track and create a strong community.

 And what do you get out of it? Well, you become the proud organizer of a business meet that isn’t another monotonous hour of long conversations between people who don’t even connect with each other. But something that gives everyone their fair share of exposure in the community and ample food for thought.

The Barking Mad Blog

SME Advice with Bite!

http://wp.me/p401Wv-az

images[3] (2)

 Communication Drives SUCCESS!

Communication is the #1 single skill needed at every level of business from a one man SME to multi-national corporations. To gain the most out of our lives we need great communication skills and yet I find a great deal of confusion as to what constitutes good communication.

I have written in the past about the importance of SMILES; perhaps the earliest and most basic form of human communication. Communication can be simple good manners. On a recent weekend enjoying the spring sun over an outdoor breakfast my wife and I smiled and nodded at the couple on an adjacent table to us. A simple communication opener which was just as simply reciprocated. The real communication occurred later when my wife asked questions of our new table neighbours …”and what do you do?”

Suddenly not only did their fascinating lives come alive but so did an exciting potential joint project between them and my wife.

Now remember we were just relaxing, careful not to intrude, enjoying Sunday breakfast but we understand communication is human and we are open to communicating. People sense this.

Communication is not what we say; it is who we are and what we do, that creates the impression, or as was said in the Australian movie, The Castle…..”It’s the Vibe”.

A US expert and communication authority Dr John Lund uses an interesting quote; “Don`t communicate to be understood; rather, communicate so as not to be misunderstood.” What a great way to put things in perspective regarding our efforts on how to improve our communication.

Dr Lund has explored the way in which we interpret communication from others.  He also reveals some very interesting statistics on communication.

When someone is speaking with us, we interpret their message based predominantly on the following three factors:

•55% is based on their facial expressions and their body language.

•37% is based on the tone of their voice.

•8% is based on the words they say.

Dr Lund states that his findings are the average taken across both males and females collectively, but that if you looked at women alone they would even give greater weight to the facial expression and body language and even less on the words.

This tells us that it is critical that we become very self-aware of how our body language is speaking to others as well as the tone we use.

Read my article on smiles! That smile comes through in your tone of voice over the phone. It works wonders on how well you come off on a phone call, trust me!

Smile: Shortlink:  http://wp.me/p401Wv-4x

Early in my career I worked for a hugely intelligent man who used to very gently ask me questions after a meeting. He would listen patiently to my answers and say “Neil listen to what they mean and what they need, not what they say”. At first this confounded me until I slowly realised that it may on occasion be difficult, embarrassing or even offending to state what you mean or need.

Once I learned to look beneath the surface, communication and business became easier, more productive and far more enjoyable.

The next major change in my thinking was when I realised that 10 different people see the same thing in 10 slightly different ways. And importantly women see things as differently again from a man which is why mixed sex teams work so well in obtaining balance.

To get your thinking moving look at the graphic below and tell me how many squares you can see?

af07704a-5559-11e3-ba35-12313b0d285f-large[1]

I will leave the answer for the end of the article but in warning I will let you know that in a recent study 96% of Telstra management got this wrong!

Getting back on theme, in the study men occasionally and women mostly want to know three things before they are willing to enter into a business conversation with you:

1.  Is what you want to talk about going to be painful?

2.  How long is it going to take?

3.  When you are done talking, what do you want from me?

If they don’t know these three things up front, they will make excuses to avoid your call or to avoid talking to you on the phone.  The same applies if you come into contact with them in person.

It’s fair to assume that your manager or client in a work setting will always want to know those three things in advance of agreeing to a conversation as well.

It comes down to an ingrained human need to want a strategic exit from difficulty.

These are acquired skills which roll easily off the tongue of experience; however this terrified me early in my career. If in doubt as to what to say or do remember that a show of genuine respect will always help in establishing a rapport, if you are terrified say so, the person you are communicating with will respond positively.

How to successfully conduct a conversation in business:

Success in business is greatly impacted for better or worse by the way in which we communicate. Happiness in our personal lives is also greatly dependent on this very same skill. If you don’t believe me just look at any married couple and work it out!  Becoming a good communicator takes practice and consistent attention and effort on our part, and it is a skill that we cannot afford to overlook.

Remember “don`t communicate to be understood; rather, communicate so as not to be misunderstood.” And always, always allow room for respect.

Now as to the “squares” there are 9 individual small squares; 5 2×2 squares; 1 4×4 square and one 3×3 square. A total of 16.

I hope you worked it out. Whatever your answer think on what it means about how we see and communicate ideas.

By; Neil Steggall

The Barking Mad Blog

SME Advice with Bite!

http://wp.me/p401Wv-ag

www.wardourcapital.com

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Marketing Redefined WCP 2013

Marketing Redefined

Think, Change, Grow, Prosper!

 

In the dark distant past when coffee came without froth and computers were kept in sealed rooms and operated by bespectacled men (sorry ladies its true) in white coats, I spent a few years climbing the corporate ladder which included a stop off in the Marketing Department of a major multi-national.

We saw marketing in aggressively military terms of war, battles, and campaigns, all fine-tuned through tactics, strategy and whiskey.

Statistics and information was gathered from the market and analysed, products were designed, costed, tested, refined, manufactured, advertised and sold, hopefully, at a profit.

Much thought and combative discussion was applied at each stage, key objectives were established, strategic marketing plans, short term tactics, placement attacks and budgets were drawn up and approved before being committed to endless reams of paper. Weekly meetings were held to gauge progress and we wrote up even more notes in pencil before dictating them to our “girl”, sorry PA, to be typed up.

Much time and efficiency was lost in the process and very few really great ideas came out of it.

When I attend marketing meetings today the mood is less combative and the whiskey has unfortunately disappeared  yet I fear just as much time and efficiency is being lost in the discussion of SEO’s, word place rankings, the placement of hash tags and how well the product will look on mobile devices. I leave the room bored and just a little concerned that no one is actually marketing the product.

Perhaps it’s time to redefine MARKETING.

“Marketing is too important to be left to the marketing department.”

– David Packard, co-founder, Hewlett-Packard

When you own the show you can make such bold statements! However, if we ask any ten business leaders today to define marketing we will probably get ten different answers. Marketing its function and its purpose appear to have entered a management grey zone.

I was fortunate some years ago to meet the father of modern management, Peter Drucker, on a number of occasions and his view was: “Because the purpose of business is to create a customer, the business enterprise has two – and only two – basic functions: marketing and innovation. Marketing is the distinguishing, unique function of the business.”

So, what is marketing and are we moving closer to a definition? The Silicon Valley venture capitalist and former Intel executive Bill Davidow said, harking back to warfare, “Marketing must invent complete products and drive them to commanding positions in defensible market segments.” The man should know. He wrote the seminal book on high-tech marketing.

Interestingly Davidow didn’t learn marketing at university as he studied electrical engineering. Steve Jobs, another brilliant marketer, dropped out of school. These guys and others like them demonstrate that great marketing skills can be developed.

So how do great marketers learn about marketing? I am convinced that great marketing skills are best learnt on the job. Doing the hard yards.

SME’s and Startup companies are great places to learn and develop marketing skills because they’re all about developing innovative products and getting customer traction – and not much else. Further they’re always strapped for cash and needing people to wear multiple hats.

Interestingly as an engineer by training I also learnt marketing on the job.

Its been a long and complex journey but here are THE SIX KEY LESSONS  I learnt along the way:

Marketing is Hard.

It has been said that “Marketing is like sex: Everyone thinks they’re good at it”. Well I’m not getting into that one but on observation there are more posers in marketing than most other fields, probably because the demand is so strong and the supply of real talent is so weak, and it’s easy to fake. When discussing a Telco acquisition with an American banker some years ago he started to tell me how the marketing model needed to change. When challenged he answered “Bankers like to think that they are marketing geniuses. We really do.” He said, this is because “we can fake it far more convincingly than in other areas …” It’s worrying but it’s out there, be warned.

Understand People.

It’s about determining what customers want, often before they know it themselves – look at Sushi-Sushi and how they got everyone eating raw fish. If you’ve got a knack for that sort of thing, trust it. Be your own focus group of one. And while it’s tempting to think of markets as amorphous virtual entities, remember that, even in the B2B world, every product is purchased by a human being in the real world.

Marketers don’t reinvent the wheel.

Some people are great inventors. They come up with wild concepts that nobody’s ever thought of. But great marketers tend to be innovators who turn inventions into things people can use. Marketing thrives on reusing ideas in new ways. Most modern Japanese industry was based on this premise. Steve Jobs didn’t invent he moulded inventions into products people wanted to use.

Marketing is too important to leave to the marketing department.

It really is! Marketing is the hub of the business wheel. It’s where product development, manufacturing, finance, communications, and sales all meet. Marketing’s stakeholders are every critical function in the company. Every member of the leadership team is an adjunct of the marketing department. SME or Giant Corporation it’s all the same.

Marketing Really Counts.

Contrary to today’s popular feel-good wisdom, in business, winning is everything. Every transaction has one buyer and one seller. If you do it right, buyer and seller both win. All the other would-be sellers lose. The real world is brutally competitive. Be different to win.

Great Marketing Ideas are Rare.

By executing the right communication strategy, great marketers can create a groundswell of customer excitement and viral demand for a company or product that nobody’s ever heard of. And it can be done on a shoestring budget. Steve Jobs was a master at maintaining secrecy and controlling exactly how and when anybody learned anything about Apple’s products. MacDonald’s are turning bad press about fast food into selling points through its new menus and PR.

The truth is that great marketers are few and far between. Which begs the question, who exactly are you trusting the most important aspect of your business to? Something for you to think about as you take your SME global.

Finally my definition of marketing is to “take something useful and turn it into something desirable”

 Neil Steggall

The Barking Mad Blog

SME Advice with Bite!

http://www.neilsteggall.org

Shortlink: http://wp.me/p401Wv-9O