Communication and people skills are critical to your success. Part 1 of this article identified several techniques to increase your ability to influence people. In this issue, we will identify a few more tips for effective communication.
Culture Check
Cultural differences can influence an individual's behavior. In some cultures, personal recognition is considered embarrassing. In other cultures, it's considered rude to discuss business without first getting to know the other party. If you know you'll be interacting with those from a different culture, then make sure to educate yourself about their background.
Be Direct
A direct approach is usually the most effective way to get your point across or bring an important matter to someone's attention. It's also respectful of other people's time.
An example of direct communication might be to say, "Joe, we have a serious matter to discuss. The owner is not happy with the superintendent. We may have to put him on other job." Or, "John, what is holding you back from buying into this program?"
Talk Smart
You'll find it easier to influence others if you can memorize a few simple words and phrases that will make a positive impact. Let's look at some positive expressions and a few examples for each. As you review them, think of the situations where they might apply.
"It's been my experience that..."
"It's been my experience that a one-time safety training program doesn't work. We need to provide ongoing training for our people."
"I believe..."
"I believe in your crew's ability to operate that equipment."
"I believe wholeheartedly in this program."
"I'm confident that..."
"I'm confident that you'll find our cost-benefit analysis covers all the criteria you laid out."
"I'm confident that our new business strategy will increase revenues by 15%."
"I appreciate..."
"I appreciate how quickly you responded to our RFP."
"I appreciate how you have implemented this program."
"Take a look and see for yourself..."
"Take a look and see for yourself, our architectural design is superb."
"Take a look at these figures and see for yourself."
"Take a look and see for yourself how many construction companies are experiencing success from this program."
The bottom line to successfully influencing people lies not just in understanding what you want from the other person, but also in observing the factors that result in their unique point of view. From these observations, you can gain insight into how to effectively gain support for your ideas.
Copyright © 2016 by the Construction Financial Management Association (CFMA). All rights reserved. This article first appeared in April 2016 Bottom Lines newsletter.