We preach preparation and audience understanding, all day, every day here at The Latimer Group. One of our foundational beliefs is that the more you understand about what your audience cares about, wants, needs, is motivated by, the easier it will be for you to build connection, anticipate roadblocks, and build message plans that are likely to be effective.
This belief informs everything that we do, think and teach.
But when we work hard to “know” our audience, we may learn that their beliefs and ours are in direct conflict. We may learn that their goals and ours are in direct conflict. We may learn that there are perspectives that are irreconcilable, no matter how strong our message may be.
This level of awareness is essential to being a consistently persuasive communicator. Just because you are prepared does not mean that you will always get the outcome that you seek, and it does not guarantee success. Sometimes success is impossible. And it is important to realize that.
Why is that important? Lots and lots of reasons. If you realize that a good outcome is highly unlikely, or impossible, you might modify your approach. You might delay the meeting. You might ask someone else to make the pitch. Or you might stand down entirely, and “save your powder” for another day and another opportunity.
Being realistic is important. If you know your audience and are well prepared your chances of success are higher. But success is never certain.
The power of being prepared is that over time, your success rate will improve, and even if you don’t get the outcome that you seek, you will have represented yourself well. And that has a cumulative, positive effect over time.
Good luck, and have a great day.
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Does your team:
– Overwhelm the audience with too much detail?
– Make things too complicated?
– Fail to ask for what they want or need?
Does your organization:
– Waste time because of poor internal communication?
– Take too long to make decisions?
– Struggle to clarify and frame discussions?
Do your leaders:
– Exhibit poor executive presence?
– Lean on incomplete communication skills?
– Fail to align the organization?
We transform teams and individuals with repeatable toolsets for persuasive communication. Explore training, coaching, and consulting services from The Latimer Group.
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