What really matters in your communication?
In your business communications, what do you think matters most?
Your technical knowledge and mastery of the subject?
OR
The way you deliver your message?
Know yourself
Do you know your own gestures, facial expressions, mannerisms, eye contact, overall attitude, and physical reactions?
If you want your audience to buy into your presentation, you need to account for all these elements. Remember that before people even hear what you’re saying, they’ll be influenced by your behaviour and overall presence. Then they’ll form an opinion based on what they saw, heard, and felt.
You’re being judged
Alex Todorov, a social psychologist at Princeton University, has studied the snap judgments we make when observing someone.
While managers, professionals, and even you may tend to lead with competence and expertise, Todorov’s research shows that audiences evaluate you first on warmth. Might sound surprising, but it makes considering how we’re always defined through the eyes of others.
That’s why it’s essential to embody your role physically. Be mindful of how your body language can lend credibility and make an impact.
Choosing your words
People who share your expertise will hear your words exactly as you mean them. For example, two IT specialists can easily talk shop about a new software tool, using technical terms they both understand. But if an IT specialist uses the same jargon with a physician, the message might get lost. That’s where delivery matters most.
In business, your audience often comes from diverse backgrounds, cultures, and experiences. To reach them:
- Avoid overly technical or jargon-heavy language.
- Don’t overload with unnecessary details that water down your message.
- Never assume people will understand. Make sure they do.
Words don’t tell the whole story. What matters most is how they’re delivered.
Wrapping up
Back to the initial premise: based on my experience, logic alone can’t convince. To truly persuade, you need to impress your audience physically and mentally through your delivery. And if you need help with that, you know where to find me.
