Conversational Communication : Be Better than the Weather
We've all been there - the networking happy hour. The industry conference. Struggling to keep the conversation going with boring chitchat about the weather... when the truth is, everyone is there for the same reasons - to cozy up to partners or clients who will support the success of their organization.
It's not acknowledged as often as it should be, but your communication skills can make or break your business. What you say (and more importantly, how you say it) will contribute more than any other factor to your success or failure – more so than even the quality of products or services you offer. No matter your industry, you'll need to know how to create positive buzz about your business – and that process begins with honing your own ability to carry on an engaging conversation.
Developing your conversational capabilities means learning how to strike up a conversation which enables you to appropriately question, clarify, and confirm the needs and desires of the person you're speaking to. From open to close, your statements should help you build on a positive first impression. Strong communication skills will help you establish credibility, authority, and trust – all essential elements for inspiring strong business relationships.
Conversational communication is key when it comes to building confidence in your business – and it can help you inspire a more open and authentic dialogue with your clientele. Think about it – who doesn't feel more comfortable and relaxed participating in dialogue than in a traditional presentation, or sales pitch? The real secret is knowing how to steer the conversation subtly – as a rapid string of questions may leave others feeling as if they've just survived an interrogation.
Here are some helpful tips to assist you in striking up a positive conversation:
- Break it down into bite-sized pieces. The best conversations are those in which there is an active exchange on both sides. How do you achieve this? By breaking your topics down granularly, and pausing frequently to return focus to the thoughts and opinions of the other party. They'll feel valued and heard – and you'll maintain their interest.
- Ask questions which drive dialogue. Remember, the key is to engage in conversation – so structure your questions carefully. It can be helpful to avoid inquiries which stall the conversation, by inviting a straight yes or no response.
- Let the conversation flow naturally. If you are moving through a predetermined script or outline, you're doing it wrong – and your dialogue will be stunted. Instead, allow your responses to flow directly from the natural progression of the conversation. This will help you incorporate information shared by the other party, and address their specific statements or questions directly.
- Explore the reasons. When others express an objection or reservation to your comments, invite them to share their own thoughts. Ask why they feel hesitation, or what inspires them to pause, or flat-out disagree. Their answers will provide insight into their needs – for instance, a manager concerned that your product or services are too expensive may actually be revealing his own need to pinch pennies; allowing you to respond with reassurance regarding the financial benefits he'll experience once you've closed the deal.
- Keep your eye on the other party. Everyone loves to talk about themselves – so direct the conversation back towards the other party, and focus the dialogue on their thoughts and opinions. A sincere show of interest will help them feel valued and considered, inspiring further sharing and engagement.
Conversational communication is about developing relationships – not advertising your business. Still, by engaging others with interesting and valuable information, you'll learn and share details which will help you build strong, multi-dimensional connections with your clientele, regardless of your industry.
If you can't converse in a way which inspires others to engage with confidence, your business will surely struggle – so start polishing your face-to-face skills, today. Spend some time considering the dialogues you'd prefer to have, and then let the conversations begin!