The 3 C’s:
1. Connection (about them),
–Build rapport – personalize/customize
— Build the highway before the car (communication message)
— Understanding/common ground
— Know audience perspective/frame of reference
— Create intrigue immediately
— Doctor with right bed side manner…ask questions
— Repeat “their words”
— Common ground established when you understand where they’re coming from
2. Clarity (about content),
— What is “a win” for him
— Not a mind dump…edit for target stakeholder
— Understand other person’s sweet spots/challenges
3. Credibility (about you)
— Trust, buy-in, authentic
— Body language, vocal tone
— Arrogance limits
— Your presence
— Shift based on the audience
Do you connect, clarify and build credibility?
