When it comes to introducing new products, delivering services, or launching a new business line, it’s important to remember that research shows change initiatives have a failure rate ranging from 50 to 70 percent. One significant factor contributing to this high failure rate is the manner in which these changes are communicated.
Effective communication can be challenging, particularly because people have different preferences for receiving information. However, by tailoring your communication to suit the recipient’s preferred style, you significantly increase the chances of your message being received and understood. Whether you’re launching a book, communicating to a prospect, presenting to an investor, or coaching your own team, delivering your communication to their preferences is key to successfully launching a new project, gaining support for a product, providing your service, or enrolling others in an idea.
The secret to effectively implement any initiative and enroll others is in paying attention to how people are naturally wired. This is an aspect that leaders often overlook, but it is essential for success. Each individual has their own innate preferences for giving and receiving information, which remain with them throughout their lifetime. By understanding and acknowledging these preferences, you can deliver information in a way that resonates with the recipient.
When information is presented in the recipient’s preferred format, it has a lasting impact. The key is to pay attention to the subtle cues individuals provide, allowing you to tailor your delivery to match their preferred style.
The format you choose to communicate your message effectively depends on your audience. For example, I once had a client who was frustrated because although she was generating leads, she struggled to close deals. Her approach involved providing a wealth of detailed information, as she believed that more information would be better.
However, this approach did not resonate with her ideal clients. Her company attracted individuals who preferred concise bullet points and wanted to hire her company to complete services they didn’t want to do themselves. As it turned out, she was overwhelming her potential clients with excessive information, simply because she had a personal preference for it. Once she began to notice the cues from those who preferred a summary sheet format, she adjusted her approach accordingly. The results were remarkable—she successfully closed 100 percent of her clients for three consecutive months by delivering information in a concise summary sheet format.
There are numerous benefits to tailoring your communication to match the recipient’s preferences.
- If you’re writing a book, understanding human wiring helps you to keep in mind how to format your book so that readers of all preferences remain engaged.
- If you’re leading a team, understanding human wiring promotes successful project implementation.
- If you’re trying to sell your products or services, knowing human wiring results in increased sales closures.
- If you’re a speaker, you can learn how to leave the audience satisfied and wanting more.
If you’re inspired to become masterful in understanding human wiring, I invite you to join us for
Wired to Win: How Are You Hardwired?
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