Networking Master Class.
Real tips that work. Not theoretical ideas that don’t.
That’s the approach I strive for no matter what I train/coach/consult around. But especially personally important for me is the concept of “networking.” After all, I have lived and worked and met new people in such far-flung places as Cairo, Paris, Denver and now Ireland.
Last night the Cork Chamber hosted me before a gathering of some 70 business leaders as I led a “Master Class” on how to meet people at these types of contrived gatherings.
I break it down this way: BEFORE, DURING, AFTER.
BEFORE
1. Be Google-worthy! Make sure when someone Googles you they find something! And the what they find is current, friendly and relevant.
Linked In. If you’re not on Linked In, do it. This is your virtual office that you can invite people to. I’m not going to go into details, but at the very least, make sure you have a photo in your profile, your summary is a compelling story of you, not some boring CV listing, and add photos, articles, clippings, etc. And yes, post, post, post! This is where you can really come alive.
Twitter. This is your online “email” system. People can follow you. You can follow them back and then you can DM. Just like email but faster. It’s lively and I find more and more professionals are using it as a way to instant meet-up.
All the rest. Facebook is like your online living room. I don’t know. Do you want everyone in there with you? Do you have a professional account and a personal account? Up to you. Instagram, Pinterest, Tumblr, Periscope, Snapchat (Obama’s doing it now…). Do any and all of the rest as you have time and inclination. But at the very, very least – do Linked In.
2. Register, Research, Reach-out! Most networking events offer online sign-up and registration lists. Virtual communities to engage with even before you go to the event- or conference – or whatever. If you research the lists, you can find people you can reach out to beforehand – Remember, you should be able to find them on Linked In or Twitter, right? I asked around at my meeting and a few hands went up with stories of how positively this had worked for them. The President of the Chamber was, in fact, going to have a coffee with a new person he reached out to via the registry of an upcoming conference - before the actual conference takes place. Good stuff. However, the large majority of the room admitted they have never done this. Now is the time!
DURING
1. Go early. Go alone. If you don’t know anyone, you can always find the host if you come a bit early. If you come with a friend, you may be inclined to stick to your safe person. That may limit you. Stand up tall in a “power posture” and then talk to the registration people, the photographer, the drinks servers. Ask them to introduce you to someone. If you’re early, they probably will have time to help guide you.
2. Don’t work the room. Don’t be a dork. Zipping along from person to person and handing out cards is meaningless. Better to have a nice conversation with the host or one other person who is a veteran in the group than to flutter around aimlessly.
3. Ask. Don’t tell. Yes, be ready to say what you do in about 4 seconds. But it’s much friendlier to take an interest in the other person. Be curious. Ask questions. Ask follow-up questions.
4. Offer to help. Some call this section, “Add value” – but in the spirit of keeping it real and not sounding so businessy, I just say, “”try to find ways to help.” If you know of a book that might be a good read for someone, recommend it. Likewise if you know a good plumber or some other product or service that me be relevant to the person you may be speaking with.
AFTER
1. Follow-up and follow-through. If you did recommend a book, add the link to where that book can be bought in your follow-up email. You should follow-up as quickly as possible. The next day if at all possible. Be friendly, don’t be desperate. No matter who these people are, you are another human so don’t overly genuflect. Just be nice.
There’s much more that we covered last night, but these are some good starters.
As they say, “You really had to be there” to get the full impact of our role-playing, Q&A and other lively interactions. But, I hope you pick up a tip or two, but more importantly, put them into action to work for you!
As a final word of tried and true wisdom, If you want a friend, be a friend. “
Copyright 2016 Gina London. All Rights Reserved.
Motivation Matters.
I’ve read Tony Robbins’ books and they’re ‘drivel.’
Those are the words a person I know – and respect, actually - wrote to me this week on Facebook after I mentioned I’ll be sharing the stage with the world’s number one life coach.
Robbins and I are both speaking at Dublin’s incredible Pendulum Summit, which is a 3000-person, sold-out conference of several speakers – capped off by a five-hour master class by Robbins - dedicated to motivating and inspiring professionals to push past fears, take risks and improve and empower their lives.
And tonight, at the Speakers and Sponsors dinner before tomorrow’s conference, I met Tony for the first time. Dublin's innovative photographer, Conor McCabe, was there shooting pictures loaded online in a stunning simultaneous process that he is leading the way on. Robbins took his time working the room. He unhurriedly went to every single table greeting and talking with every single person in there. 
Okay, if you’re a naysayer, I know it’s what he may be “expected” to do. But as I met him, he didn’t seem perfunctory or assuming a role. He asked me questions and appeared to really listen to my answers. His expression seemed kind. His eyes were on me – not looking around or over my head at who was next in line – although at 6’7” he easily could have!
I was impressed. I look forward to hearing what he has to say tomorrow.
As a veteran CNN correspondent and now current communications consultant, I have interviewed and/or worked with thousands of newsmakers, business executives, politicians and thought-leaders. They all seem to benefit from encouragement and motivation. Every one of them.
Ninety-nine percent of my Facebook friends wrote that they thought it was exciting that I’d be meeting Robbins. But there’s always someone out there who discounts motivation, isn’t there? I respect that my friend mentioned above felt comfortable enough with me to tell me his views and he certainly has his right to his own opinion.
But, why the negativity I wonder?
I suppose if you’re great at self-motivation or self-empowerment, you don’t need, seek or want encouragement from others. But for those of us who aren’t lone wolves, who appreciate a wing-man, cheerleader or coach, I’m thrilled and honoured to be a part of this event.
Do you like motivation seminars? If so, why? If not, why not? What motivates you? I'd love to know.
In the meantime, here’s to Ireland’s Pendulum Summit. A motivational way to kick off the new year!
And, for me, I truly hope, many more returns!
Copyright 2016 Gina London. All Rights Reserved.
How BODY language can influence others - and YOU!
Not only do we need to focus on what we say, we need to focus on how we say it.
As a communications consultant, I work with executives and organizations on improving all facets of communications. Body language is a key component of that equation!
Most of us don’t have the first clue how to get our message across. And the reason for that is that we usually don’t even bother to try.
People all take communication too much for granted.”
We generally only turn our ‘communication-conscious brains’ on for what we consider to be the big communication events.
Don’t make the mistake of assuming you naturally communicate well in casual situations. If you don’t believe this have someone record you speaking at your next meeting. Then watch it — with and without sound. You’ll learn a lot about yourself because we generally don’t acknowledge how much of our communication is done through eyes, gesture and posture.
So what are we doing wrong?
- WE ROCK
Many people in pressure situations will rock on one foot or shift their weight from side to side. One strategy is to simply consciously plant your feet solidly and be comfortable standing.
This is challenging for many people, as many people will either stand like a statue and then uncomfortably begin to rock or they will go from side to side — so stand solidly, putting weight on both feet evenly. Be aware of your posture.
- WE CROSS OUR ARMS
Don’t. People will think you’re feeling nervous or defensive and if you’re speaking to someone in authority you’re sending out a negative message. You might simply find this position comfortable — but don’t do it if you’re in a situation that calls for you to appear supportive, interested or positive.
Instead, lean in slightly to indicate interest, and nod or gesture in agreement with what the person is saying.
- WE DON’T MAKE ENOUGH EYE CONTACT
In an initial meeting situation, make eye contact, but don’t stare. Look at the person, shake their hand and remember their name.
All too often, peoples’ eyes are darting around the room looking either for someone they know or for someone more interesting. Be conscious of this and don’t do it. We smile — but forget to engage our eyes. Don’t forget!
People notice.
It all takes practise, but it can be learned.
“Remember, your body is not just a vehicle to move your head from room to room!”
Communication is a three-legged stool — you must be conscious, firstly, of the words you use; secondly, of the para-language (pacing, pitch, volume and tone) in which you deliver them and thirdly, of the body language which accompanies them (gestures, posture and facial expression).
All too often we forget about numbers two and three.
You cannot single out one factor when you are reading someone’s body language. Look at the whole bundle of information,
If a person is nodding but giving terse answers and has their arms crossed, then you look at two and three and understand that this person is blowing you off a bit. How do you deal with this? You ask them if they have something on their mind, or whether they are in agreement with you, or understand what you are saying. Put the issue in a gentle way, into the open. Then be “nimble enough” to correct your course mid-stream.
It’s all about gauging the feelings of another person. The only indicator we have of what is going on inside a person is what they are doing on the outside.”
Some of the things we should be doing include nodding and smiling — we tend to mirror each other, and if you have a pleasant expression while you are speaking, your audience will tend to mirror you.
Finally, one thing you definitely should do:
Broaden your smile— your endorphins kick in so smiling relaxes you and makes you feel more at ease.
Start practising now and in inconsequential situations — and then you’ll be geared up for the next big communications crunch.
Remember, “Every skill we learn starts out in a deliberate part of our brain and with practise moves into the intuitive part of our brain.”
(Next week, Wednesday, October 7, Network Cork is hosting me as I present a workshop at FOTA Island Resort at 7pm in Cork Harbour, Ireland. This is excerpted from my profile in this week’s IRISH EXAMINER. Please contact Network Cork at www.networkcork.com if you would like to attend!)
How to Power UP your bio!
If you don’t have a powerful bio, it’s time you do.
Yesterday, one of my executive clients was a bit overwhelmed upon reading the new “powered-up” bio I had drafted for him.
“It’s the first time someone has written about me like that,” he said. “I don’t know if I’m ready to view myself that way.”
But after serving nearly 20-years as a professional educator, my client had acquired more than simple experience.
He had demonstrated real strategic success – by launching new curriculum programs which other institutions modelled, by being appointed to top leadership on school boards, by guiding national conferences which expand impact with each year.
So, among other the descriptors I deployed in his new bio, is the word “expert.” It’s a word not to be taken lightly, but it is a powerful word that you may consider using too.
Take a quick read of your current bio. How does it read? Is it a boring list of places you worked? Or is there a real story of your accomplishments using active and colourful verbs and descriptions. Have a friend read your bio and get their opinions, too.
If you have a Linked In or Twitter profile you already have a micro-bio. How do they reflect upon your professional brand? Now, aim for two more: one at about 100 words and then another that’s a one-pager. Ready?
Here are my quick tips:
- Grab the audience right away. Think of this as the “lede” in a news story. What is your professional point of distinction? Make this sentence sing and your reader will be inclined to read further. Make this sentence the boring same-old-same old, and your reader will drift off mentally if not physically.
- Use Superlatives. What are you great at? Then tell us. Words like “premier” “best” “recognized” or “number 1” may seem over the top to you at first, but they do get attention. Yes, I know we’re taught not to brag, but if you’re not lying, your bio is the time to show pride!
- Tell a short story to illustrate an achievement. If you’re listing that you’re on the board of an organization, try to add a quick sentence or two in your longer bio that describes something innovative or extra cool that you did while in that role.
- Add some fun. Did you once win a national spelling bee? Place second in a science fair? Were you a blue ribbon flower arranger at the county fair? (that one is me) Do you play a mean harmonica? Adding something unusually interesting or fun helps bring you to life as a person and that helps people remember you.
Remember, like a good novel, a good bio should be a compelling, rich story: of you.
Creating a dynamic professional bio is an exercise in developing self confidence. And self confidence is a skill that can be learned. One of the first steps, is learning to be comfortable talking (and writing) about yourself in a powerful way.
Just as it's time for my client to become comfortable writing and thinking of himself as an "expert," it's time for you to consider owning your achievements too.
Be accurate. But don’t shy from tooting your own horn. If you don’t, who will?
Copyright 2015 Gina London. All Rights Reserved.
The Human Touch
Covering the latest trends in Mobility, Cloud, Security and Open Source, I just wrapped three Tech Conferences in three weeks.
There were rows and rows of vendor booths, days filled with sessions and workshops – I led a session on “Negotiations,” for example – from which participants could learn and get information.
Learning doesn’t have to be boring. Any topic can be made interesting and engaging. As someone confided in me after my particularly boisterous and lively – by design – session ended,
"People come to conferences hoping to have fun!"
And that’s what stood out to me the most. In spite of all the high-tech talk, the real value sprang from gathering people together with other like-minded people.
One evening, I attended a dinner with a variety of interesting people including some top IT educators from CompTIA, Skillsoft and Netcom. The dinner organizer, Teresa, put together lists of fun and funny questions to move our conversations away from strictly business, to the more human side of life. It was a blast.
At one of the other conferences, the organizers rented out Wrigley Field, the historic home of the Chicago Cubs as well as the long-clinging hopes since 1908 for another World Series win.
We met Hall of Famer Billy Williams, had our picture taken with Cubs mascot, Clark, walked around on the actual outfield, and even could have a turn at bat. I took advantage of each of these opportunities, laughing and joking with my fellow conference goers as we stood in line. When it was my turn, I promise I really connected with the ball. Okay, it was a foul fly, but for me that counted!
My ball-bat connection wasn’t the only one that counted. I connected with some very terrific people doing some great work. Great conversations forge friendships that can lead to business opportunities. Look for me to begin to roll-out some communications training courses on-line soon through a partnership with a tech-educator I met.
As I always say,
"Great communications equals great relationships."
People connecting with other people. As my three conferences demonstrated, face to face still trumps Instagram, Snapchat, Periscope, you name your social media tool of choice. They may start virtually, but at some point, most communications, like relationships, will need to be solidified in person.
Be it at a meeting or a conference or whatever. We still like the human touch. Thank goodness!
Copyright 2015 Gina London. All Rights Reserved.
5 Tips to Help You Remember Names
“Oh, I’m terrible with names.”
How many times have you heard that? Perhaps you’ve even said it yourself.
As self-fulfilling prophesies go, this may be one of the easiest. If you tell yourself and others that you’re not good at remembering names, you probably won’t be.
I, on the other hand, am great at names. I’m not bragging here. I really am.
Recently, I was the featured speaker at the Enterprise Start-up Awards in Limerick. I was introduced to dozens of people in rapid succession. I met contestants, academics, and some very high-profile people, including one with a famous family name of perhaps the most influential entrepreneur in Ireland, but all people matter, so all names are important.
I remembered them all. Especially, Jerry, the technician, to whom I was introduced during the set-up, long before the event began. Later, during the program when my mic wasn’t working properly, I looked up to the control booth and asked for him by name, “Jerry, is there another microphone?” Smiling, Jerry zipped down with a new mic in hand. I, then, introduced him to the audience and asked everyone to give him and the other stage hands a well-deserved round of applause. An opportunity to recognize the efforts of someone, made stronger due to the fact that I remembered his name.
I don’t deploy “memory palaces” or other fancy mental gymnastics to partner a person’s name with a rhyme or anything. Think “Fancy – Nancy” or “Burt in the Red Shirt.” No way. I am not that clever or quickly creative.
But, simply, here is what I do. I find it really works.
1. Slow down and really focus on the person’s name. Chances are, when you’re introduced to someone, you may have other things on your mind. Turn that off for a moment. Make the moment matter. Genuinely look at the person’s face and let the name sink in.
2. Repeat the name over and over in your head while you’re looking at them. I’m not talking a mindless repetitive mantra here, say it to yourself in a thoughtful way. Find meaning in the name. Is it a name of someone you’ve met before, perhaps a relative or a dear friend? Jerry happens to not only be the name of the technician, it’s also the name of my step-dad for whom I have enormous love and admiration. That helped the memory stick.
3. Say the name back to the person. Don’t let yourself off easy, with a simple, “Nice to meet you.” Add “Nice to meet you, fill-in-the-person’s-name-here.” Obviously, you don’t want to over-use the person’s name as an obvious measure to remember, but here is a great opportunity.
4. If it’s an unfamiliar name, take time to try to learn it properly; don’t simply nod and gloss over the introduction. In today’s global marketplace, this is especially important. Here in Ireland, I am learning that names written in Irish, “Caoimhe” for instance, are said differently than I may first (“Quiva” is how that name is pronounced.) I also do a lot of work in Africa and am learning a range of great new names there as well. My business partner’s wife’s name is Olaseyi. It is pronounced “Oh-lah-SHAY-ee” and it also has a lovely lowering in pitch on the final syllable.
The point here is not to create a fuss, but to demonstrate your sincere interest in expanding your horizons – embracing the new - and getting it right. This can build rapport along with improving your memory of the name.
5. Take a moment to ask a question to the new person. Try to learn something about them. Repeat their story along with their name. Now you have something to remember along with the name. Rather than overloading your memory, this gives the name something to stick to which makes it easier for you to recall the name when you need it.
After the awards ceremony, the head of the Limerick Institute of Technology Foundation, Kieran MacSweeney, wrote to me:
It was an absolute pleasure meeting you yesterday. The inspiration of your talk was only surpassed by the warmth of the sincere friendship you extended to everyone.
Thanks, Kieran, I credit that, in part, to taking time to remember names. It’s a good place to start.
So, don’t tell yourself or others that you’re just no good at remembering names. It’s a blow-off comment that won’t really get you off the hot seat. Take a breath and discipline yourself. Try.
Like anything worthwhile, it will take practice.
Copyright 2015 Gina London. All Rights Reserved.
How every BODY communicates whether or not you speak.
What are you doing while you read this? Are you leaning back in your chair with your feet up on the desk? Are you sitting up erect and tall on the edge of your seat? Are you standing? Are you walking on a treadmill?
How do you sit during a meeting that you are NOT leading? Do you lean in toward the speaker and nod at appropriate times? Do you smile slightly in encouragement? Do you look at your phone that’s under the table? Are you texting someone?
Take a look at the pen you are using. Is it something you are proud of? Or is it some ratty thing you grabbed from the junk drawer on your way out the door – or did you have to dig to the bottom of your purse and pull out an empty container of TicTacs and a couple crumpled Kleenex before you could get to it?
Where are your eyes when you are first introduced to someone? Looking kindly and directly at their own eyes while you think about what they must be feeling? Looking down at their shoes? Looking down at your OWN shoes?! ;)
Are your shoes polished or scuffed? Are your clothes sharp and appropriate? How about your hair and nails? Clean and shiny or slightly off?
Your appearance, your posture, your expressions are your choices. Every moment of every day. I’m not talking Top Model here, obviously. And we don’t have to all be carbon copies of some business image stereotype. But we can and should take responsibility for our choices. They are sending messages to others whether we want to believe it or not.
Last summer, as I arrived to lead a presentation training session for a large group of sales managers, I noticed one woman in particular. She was leaning back in her chair with a scowl on her face. Her arms were tightly folded across her chest. More than unhappy, she looked downright angry.
Oh, oh,” I thought. “This gal is going to be a challenge.
But, interestingly, this woman was, in fact, one of the most active participants of the group. She really dug in, crafting and delivering a dynamic introduction using the methodology I taught. After the session, I took her aside and told her I was pleasantly surprised at how engaged she was considering how off-putting her demeanor had been at the start. She told me she had been told this before, but didn’t realize she could actively take steps to change it.
Yes, you can change.” I said, “But it will take active commitment and effort.
She departed the room walking taller and smiling at me as she waved goodbye.
Taking ownership of your appearance and your behavior are all part of being an engaging and effective communicator.
If you want the part, then you must look and act like you do.
Copyright 2015 Gina London. All Rights Reserved.
Lost in Translation. An American Business Distraction in Ireland.
Oh. Em. Geeee! Jack and Jimmy as Gary and Nuno!!! Ha-lair-ee-ous!!
I'm sitting in a coffee shop in Ireland. I'm drinking Irish black tea and writing a proposal to speak and train on communications for an upcoming international tech sales conference. But then - ineffective multi-tasking alert! - I notice that my sister, who lives back home in the States, has sent me an email with a video attached. The subject line is “Watch This Now!” Obedient sister that I am, I do. And Whoosh! Down the Rabbit Hole of Distraction I go.
The video is from this week's Tonight Show with Jimmy Fallon and Jack Black covering the 1990 music video “More Than Words” by Extreme.
I start laughing out loud like a mad woman.
The twenty-something barista guy is now looking over at me like, "what the heck is so funny..." And I jump up and say ...
ME: (still laughing) "You know that 'More Than Words' video?' from that 90s band Extreme?'"
HIM: "Er, no, not really.”
ME: (no longer laughing) "Well, okay.. So, you know this American late night talk show host Jimmy Fallon...?"
HIM: "Nope. But I’ve heard of Jay Leno.”
ME: “Yeah, Leno retired. This is the guy who replaced him..Okay, so what about the American actor, Jack Black...?”
HIM: “Oh yeah, 'School Rock' or whatever, right? He was funny a long time ago.”
ME: “Yeah, well, he’s still pretty funny.. And anyways, well, those guys are singing a cover of that song from Extre..… oh never mind….”
Okay... break over. Back to work!
Lesson learned. Stay on task. Watch videos after work.
Copyright 2015 Gina London. All Rights Reserved.
Networking Takes Time - but you CAN get it right!
The young man’s message to me this morning sounded so desperate, I paused from the presentation I was preparing.
On my Facebook business page, I have hundreds of followers whom I don’t know personally. They may have heard me speak at an EDGE Communications Seminaror found me through my website or blog or some other means.
Occasionally someone will reach out to me directly with a question or comment and I welcome that.
Today’s message really touched me,
Please, I just graduated college. I don’t have a job. I don’t have any money. Can you hire me?”
No, I’m so sorry. I cannot. But I remember that same feeling of uncertainty when I was about to graduate. I was involved in a variety of activities at Indiana University. I had decent grades. Although I dreamed of becoming a television journalist, that was NOT the job I had lined up upon graduation. Far from it.
My first job out of school was as a classified ads receptionist for the Orlando Sentinel. People called me to sell their couch, their car, their whatever. In today’s era of Ebay and Craigs list, this job doesn’t even exist anymore! Eventually, I did land my dream job as a CNN correspondent. But it took time!
It’s May. Many college seniors are preparing to graduate. And like my young friend today, they too, may be looking ahead at a sea of uncertainty.
So, this is the advice I gave the earnest sounding and polite young man today and I hope it encourages you too today.
- Get your CV PERFECT.
Yes, every word better be spelled correctly. Yes, the lay-out should be clean and simple. But it’s not enough to have lists and bullet points. Make your CV is the story of you. Google “Engaging resumes” and get some ideas. Whatever materials you hand out when you meet someone in person, make sure it reflects the “you” you want to be!
- Ask for introductions. And be “introducible!”
We're not born understanding what “Networking” means. Some think it’s only being interviewed for a job. It’s more than that. It’s getting yourself out to places where you can meet interesting people. Join Toastmasters or attend a free meeting at BMI. Talk to the people there. Tell them about yourself. And that means you better be able to talk about what it is you would like to be involved in. Practice what you would say about yourself. Out loud. Ask the people to whom you have been introduced to introduce you to more people. Get names and follow up. You MUST take the initiative. Not the other way around.
- Understand that networking TAKES TIME in the initial phase.
I moved to Ireland in September. The first place I met other grown-ups was at my daughter’s school. I advise you not to be overly aggressive, but yes, this kind of place is most certainly one of opportunity. So, I casually mentioned upon meeting parents, that I am a communications consultant. One parent happened to work for a large multi-national beverage company. He asked if I provided training sessions. I said, “Yes!” We chatted a bit more and in November I met with the training director of that organization. I submitted a proposal to provide presentation training in advance of an event in February. I did NOT get that opportunity.
But! Because, I believe, I had continued to check-in in a kind – not desperate – way, with the training director, she reached out to me again in early March about another opportunity in April. I submitted another proposal. And, voila, this past Monday, I was delighted to work with five executives from that company. Mind you, my initial meeting was in NOVEMBER!
- After the initial phase, your Networking can increase in momentum.
Since Monday, I received my training evaluations. They were extremely positive! Each participant said they would recommend my training to others.The training director already emailed me to propose additional follow-up dates. Yey! How you handle your networking meetings and, of course, how you perform, can accelerate your momentum.
Don’t wait for a single perfect meeting. Meet as many people as you can. If anything, it helps you practice how you present yourself and your goals.
The journey from dreaded job to dream one is rarely a fast one. But is will pick up momentum as you make connections who help you make more connections and on and on. Think of your network as growing waves of concentric circles. They get wider, faster as you go along.
But first, you have to work hard to drop that solid stone in the water to set the ripples in motion. The trick is to get going.
Copyright 2015 Gina London. All Rights Reserved.
7 Communications Steps to Making Your Organizational Change a SUCCESS!
Communications is the key to the success of any organizational transformation or change.
This week I was interviewed as a communications expert to be part of a university’s upcoming interactive textbook on business.
Students will read a variety of case studies, answer a quiz about how they would theoretically handle the described situations and then watch a video from an expert who gives their take on what the realities are.
I’ll keep you posted when the book comes out . Until then, here’s a sneak peek on how I explained the importance of a putting an input-gathering communications and messaging plan in place before any organizational change is announced or implemented.
Change communication is a whole area of study in of itself. If you don't have time for that, here are some quick and important considerations to bear in mind!
1. The communications plan is the foundation of any change.
If the foundation isn’t laid properly, the whole change campaign will collapse. This results in extra, unplanned and not-budgeted time and resources that will have to be dumped into the change project – to try to rebuild the foundation. The change outcomes will likely never be as strong as they could have if the plan had been executied right the first time.
And yet, communications strategies are too often overlooked. Executives may think successful change rests on the simple merits of the change itself. But that’s wrong. Information alone is not enough to convince and persuade employees that the change is in their best interest.
2. The number one thing is to allocate the proper time.
Your “transformation lag,” as some businesses call it, is at least an 18-month process before the “official announcement.” The trouble occurs when the change announcement is made first and then the buy-in is attempted. Successful change happens in the opposite order.
3. Developing the proper messages around your change idea is critical.
This should never be done in a vacuum. The person or small confidential team that develops the change idea – MUST spend time writing out the benefits and positive reasons behind this effort – and prepare for EVERY possible objection AND then craft positive responses to them.
But that’s not enough – the messages must be tested…
4. So, identifying stakeholders – in tiers – is next and this requires the most delicacy and protocol.
You’re essentially building a political outreach campaign. What’s the number that you need to win? Different than elections, you’re going to strive for more than 51 percent for your victory. You want to get as many people on board – before you make the official announcement. This all must be done in the proper order. Think of concentric circles. Protocol is key here. You must be careful NOT to offend anyone in this process.
Your first tier of stakeholders is what we call in campaigning, the "Influencers." Like the name implies, they have to have a lot of clout and influence among identified next tier stakeholder groups.
Depending on the type of change – you can also consider influencers who are “Third party advocates.” Here, think of a major vendor or client or board member who may not be part of your organization ,per se, but who is respected, well-known and influential anyway.
Test your messages with this group and gather intel and responses from them. Incorporate their feedback.
5. Stakeholder fan out.
Next come the other tiers as dictated by their levels of influence and respect, size, etc. You’re doing all this in the “message testing” phase –and while you’re doing that, you’re gathering their input, showing them you value them, and re-calibrating your message if you need to. And! getting all important pre-roll-out buy–in!
The goal here is that by the time you roll out whatever your change is, you have critical mass of stakeholder buy-in – you have vetted your message and benefits, objections properly – that you will have success.
6. Campaign roll-out rewards.
Your change campaign doesn’t end there – you can’t make the announcement and walk away. You should also have a calendar of milestone small reward moments built in. Incentives to encourage implementation. This is the test drive area.
7. Over time, you can institutionalize the change.
Be ready with the frame work for writing the change into manuals, handbooks, whatever.. but this comes after success in the previous steps.
For Change Communications to be successful, you must devise a two-way street. Getting stakeholder buy-in on message and benefits early, BEFORE announcement and implementation may seem like a lot of work, but it will dramatically increase your rate of success – and that saves time and money!
I’m so grateful that you are reading my essays. I write inspirationally about better communications, business and life empowerment. If you would like to read regularly, please click ‘Follow’ (at the top of the page) and feel free to also connect at LinkedIn, via Twitter, Facebook and at GinaLondon.com
Copyright Gina London 2015. All Rights Reserved.