The Future is Now - How to Communicate with Influence and Build Business
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This document discusses the need for constant change and adaptation to disruptive forces. It notes that while change happens exponentially, people often think linearly. It then examines how various industries have already been disrupted by new technologies. The document suggests that communication skills will remain important for navigating future changes. It emphasizes listening first before speaking and advocating for building connections across four foundations: vision, knowledge, physical presence, and emotional intelligence. The document provides steps and examples for crafting powerful messages by starting with purpose, focusing on key points, using examples and stories, and relating content back to the initial vision.
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The Future is Now - How to Communicate with Influence and Build Business
- 1. THE FUTURE IS NOW… Living the Manifesto September 2016 For HVTC Unleash Your Super Powers http://www.uqpower.com.au
- 3. www.UQPower.com.au Change is happening exponentially But people think linearly UQPower.com.au#StartWithU
- 4. Spotlight on USpotlight on U Think back to how your lifeThink back to how your life was 20 years ago.was 20 years ago. Share with the person nextShare with the person next to your 3 favouriteto your 3 favourite possessions or things inpossessions or things in 19961996..
- 5. Fast Forward to 20 years.Fast Forward to 20 years. Share with the person nextShare with the person next to you 3 most importantto you 3 most important possessions or things youpossessions or things you predict you’ll have inpredict you’ll have in 20362036..
- 7. www.UQPower.com.au “The temptation of business is always to feed yesterday and to starve tomorrow.” Dr Peter Drucker
- 8. Every industry is being disrupted UQPower.com.au#StartWithU
- 9. Smart Phones Personal Computers Google Yellow Pages Netflix Cinemas iPods Record industry Wikipedia Encyclopaedia Britannica DISRUPTED
- 10. So what does the 2020 workplace look like? What do you think will be the major forces shaping them in the future?
- 11. Let’s take a walk in theLet’s take a walk in the Land of PossibilityLand of Possibility and see if you can be aand see if you can be a futurist too!futurist too!
- 12. www.UQPower.com.au Pair Share - Discuss How many predictions did you guess? Which predictions surprised you the most? How does this apply to HVTC? UQPower.com.au#StartWithU
- 13. www.UQPower.com.au You can choose to be disrupted or you can “Make It Happen” and lead the way… UQPower.com.au#StartWithU
- 14. Despite all this change one constant has remained the same – the ability to influence, engage, inspire, relate and build rapport. Ie: The ability to communicate The One Constant
- 15. Spotlight on USpotlight on U What are your biggestWhat are your biggest communication andcommunication and business developmentbusiness development challenges?challenges?
- 16. Human Communication - 7% of meaning is in the words that are spoken - 38% of meaning is paralinguistic – the way we say it - 55% of meaning is in body language & expression Content 7% Verbal cues Tone 38% Vocal cues Body language 55% or facial expressions
- 17. Are You “Batteries Not Included” UQPower.com.au#StartWithU
- 18. AKA a “Drainer” of energy? UQPower.com.au#StartWithU
- 19. Are you “Batteries Included”? UQPower.com.au#StartWithU
- 20. AKA a “Giver” of Energy? UQPower.com.au#StartWithU
- 21. Understanding your body language and other physical queues is very important when you are communicating with others. Your non-verbal communication skills are just as important as your verbal skills. The most important thing to ensure is congruence – that your messages match your body. Powerful Body Language
- 22. “When it comes to body language, there are some who have better vocabularies than others.” Doug Larson
- 23. Introduce yourself to someone: Like it’s a waste of your time Test It In Your Body
- 24. Introduce yourself to someone: Like you really really want to impress them but are a phoney. Change Your Body
- 25. Introduce yourself to someone: Like they are your long lost best friend Lead With Love
- 26. body language practice www.UQPower.com.au “It’s important we get this right. Things must change around here.”
- 27. The most powerful way to engage with and relate to others is to listen first and ask second. Too many people spend too much time on what they want to TELL others rather than taking the time to stop, LISTEN and ASK. Listen Then Ask
- 29. Listen Then Ask Challenge Person A – share with Person B something you’d like to see improved at work. Person B – listen first then only respond with questions (no solving, telling or sharing your stuff)
- 30. Build Solid Foundations To communicate powerfully you need to build solid foundations.
- 31. Build Solid Foundations That means you have solid foundations in your thinking - IQ (know your stuff) and Vision (know your why). You also need to be strong in the doing side - your Body (your physical presence) and your EQ (how you relate).
- 32. The effectiveness of your relationships, your ability to build trust, your ability to assert yourself and handle conflict and your ability to craft a powerful message in person or in writing depends upon you mastering four key communication foundations: 1 - VISION – Purposefully Aligned 2 - IQ – Intellectually Focused 3 - Body – Physically Energised 4 - EQ - Interpersonally Connected Become Fluent in All Four Quadrants
- 33. Step 1 - Vision – Start with WHY! The first step to successful presentations is having clarity of vision – beginning with the end in mind. The more you are clear on your WHY and the better you prepare, the more confident you will feel and the better outcomes you can expect. WHY should I listen to you? Why is this information important for the audience to know? What’s the reason - think big picture – global, relevance to news, a story or situation etc
- 34. What’s your Vision – Your WHY? •Define a clear vision for what you want the audience to remember and resonate with. •What are the top 2 or 3 key messages you want to deliver? •What’s your practical objective? •What’s your emotional objective – ie: how you want to influence your audience? •How would you know you delivered what you came for? Ie: what measure would you use? What evidence would tell you it was achieved?
- 35. Step 1 - Vision – Draft your WHY! WHY?
- 36. Step 2 - IQ – Get Focused
- 37. • What specifically are you going to be talking about? • What are the key 2-3 important points you need to make during your presentation? • What data, facts and evidence do you have to demonstrate your claims? • Using gestures to build rapport and establish trust and memorability Step 2 - IQ – The all important WHAT
- 38. Step 2 - IQ – The all important WHAT Key Point 1 Key Point 2 Key Point 3
- 39. • How will it be done? • What are the examples of how it’s been done before? • How do I do it? How do the experts do it? • What level of detail and precision do they need? • What is the step by step detail? • Tell a story so people can relate Step 3 – Body – How is it achieved?
- 40. Step 3 – How? Example Story Example Story Example Story
- 41. • This is your chance to “close the loop” and link back to the big picture vision you spoke about in step 1 – why. • What question could you ask to invite conversation? • What story/example would be good to complete on? • What is the message you want to leave them with? Step 4 – EQ – What else? Relate to them
- 42. Share your powerful story in groups of 3. Putting it all together
- 43. Feedback What’s one thing you What will you work on learnt today? improving?
Notes de l'éditeur
- Meet Ruth
- Meet Ruth
- 11.20am Building Rapport and Engaging People The rapport phase is the opening of any successful facilitation or presentation. Quality interactions are only achieved when are truly engaging and building rapport with your audience. Building rapport and creating a climate of trust and understanding allows you to prepare the audience for the delivery of your content. Rapport is vital in all forms of communication and essential for conducting effective presentations and facilitating successful workshops, sessions, group work. In the role of facilitator, your task is to persuade and influence so the audience prefers your solution or idea over what they may have been doing in the past. John Grinder and Richard Bandler researched how expert communicators were able to build rapport. They found that people like people who are like themselves. Rapport is established by pacing. Pacing is the process of matching and mirroring the verbal, para-verbal and body language of the other person to create likeness and similarities which creates rapport. Being in rapport means being alike both verbally and non verbally. Professor Albert Mehrabian has pioneered the understanding of communications since the 1960s – today he spends his time researching, writing, and consulting as Professor of Psychology at UCLA. His work featured strongly in establishing early understanding of body language and non-verbal communications. His research provided the basis for the widely quoted and often much over-simplified statistic for the effectiveness of spoken communications. Here is a more precise (and necessarily detailed) representation of Mehrabian's findings than is typically cited or applied: 7% of message pertaining to feelings and attitudes is in the words that are spoken. 38% of message pertaining to feelings and attitudes is paralinguistic (the way that the words are said). 55% of message pertaining to feelings and attitudes is in facial expression (and body language). The main thing to remember is that the formula applies to communications of feelings and attitudes not just any communication. One of the best ways to build rapport if you don’t know the attendees is to use universals. Universals are statements that are ‘true’ for all members in the audience, general statements that are universally accepted. Here you are setting the scene or the big picture. For example: We live in a world that….. Have you ever found yourself in a situation where…..? Have you noticed how ……..is happening more often today?
- 11.50am VISUAL BODY LANGUAGE Show teenage Katy Perry Clip Make eye contact 1.50pm Neutral Body Stance Practical There are no right or wrong stances for presenting or pitching. However it is important to remember that your body is a large communication vessel for sending messages to your audience and for switching your own brain on. In order to make sure the audience trusts you you need to build resonance!! AND you want your pitch to be meaningful and profitable. Imagine therefore the audience is in pain and your role in pitching is to teach them something but leave a void that they will need and want to pay for to have Enigma fix.
- 9.27am Page 5 WORKBOOK It’s all too easy to plunge into your presentation with the attitude of “My purpose is to give information to my audience”. Having a clear vision for what you are aiming to communicate is vital – what are the top 1 or 2 key messages you want to deliver through your presentation? Key Message 1 ______________________________________________________ ___________________________________________________________________ Key Message 2 ______________________________________________________ Instead of aiming at just giving information, aim at changing their ideas, attitudes or behavior. Examples of practical objectives: SellBuyPromote ChangeEndorseImplement LeadInvolveSeek more information For many of my presentations my objective is:_____________________________________________________________________ How do you also want to influence your audience?I want to ___________ my audience in order to achieve (my practical objective). Examples of emotional objectives: ExciteRestrain EnthuseSoothe MotivateInspire StartleEnrage For most of my presentations my emotional objective is:
- Then in your small group share your ideas, choose the best concept and design a pitch to sell it to the larger group. You have just 2 minutes as a team to do this.