Maintaining rapport with our audience
requires that we create an ongoing atmosphere of trust within which we can effectively
communicate. They need to sense that we are someone with whom they can do
business, an individual whose words they can trust. One of the main ways we do
this is by demonstrating that we understand them.
The manner in which you choose
to speak—respectfully, graciously,
authoritatively, inquisitively, softly, loudly, quickly, slowly, deliberately,
formally, informally, etc.—will go a long way toward creating the desired
atmosphere. The key, of course, is to choose the most appropriate tone in each
context.
How you dress will speak volumes to those around you. Question: Do you know
what your attire is communicating? How do you know?
Your demeanor tells people how you regard them and yourself. Are you confident
without being brash? Gracious yet not ingratiating? Does your audience
see/feel/hear that you respect them? This is huge for any communication
strategy. If I don’t sense that you respect me as a person, if I believe that
you are seeking to play God with my conscience, if I think that your kindness
is a ploy rather than a genuine care for my best, it doesn’t matter what you
say: I am not going to listen.
Do you have a command of your
subject manner? Are you able to demonstrate a high degree of competency? Do
you know the strengths and potential weaknesses of your arguments? Do you know what ideas, emotions, or products, are
competing for space in your audience’s minds and hearts?
Whether you are communicating with a client,
family member, or a loved one, the process requires ongoing demonstrations that you get where your audience's heads and hearts are. If they don’t feel that you have an appropriate understanding of
their needs, desires, values, beliefs, fears and such, whatever it is you have
to say will be inconsequential.
Copyright, Monte E Wilson, 2009
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