Great leaders are great communicators. They influence and inspire action by making their big ideas clear and compelling. Whether sharing ideas or listening, they connect with people in meaningful ways.
Communicate
Leaders have big ideas.
Jeff Bezos recently said that leaders do three things: identify big ideas, enforce tough execution and grow the next generation of leaders.
Big ideas have the power to transform people and organizations. They get people excited.
Explain your big idea with simple facts, examples, stories and illustrations that are relevant to the audience. Sell your big ideas by presenting evidence from pilot programs and testimonials from people who have implemented similar initiatives. Deliver your message with passion and conviction.
What to avoid?
Do not bury your big idea with excessive details or long, drawn-out stories. Make it clear and crisp. You lose the audience when they get confused. Without a big idea, you are just nibbling around the edges.
Make it visible
Leaders add value by making their big ideas visible.
When Gordon Bethune, former CEO of Continental Airlines, wanted to send a message to his employees that the old bureaucratic rules were history, he staged a book-burning event. He put a 55-gallon drum in the middle of the headquarters’ parking lot, started a blaze, and publicly burned the company’s “rules manuals.” People talked about this event for the next six months.
The employees did not believe their customers were unhappy with some of the company’s products and services. Their attitude was, “Everything is fine.” One of the senior leaders instructed a staff member to video a dozen or so customers giving a harsh critique of one of the company’s products or the lousy service they had received.
Seeing it makes it real! You can’t avoid problems you can see.
Effective leaders use both visual imagery and vivid language to bring their vision to life. They incorporate actual pictures when possible and use compelling storytelling to help others see what is possible. Pictures that portray a better future get people excited and energized.
In 1987, Howard Schultz, CEO of Starbucks, went to Chicago and opened the first Starbucks in that city. Walking down the street with a colleague, he said that in five years, everyone would be walking around with a Starbucks cup in their hand. He created a clear and concrete picture of what the future would look like.
What is your big idea? How will you make it visible?
Listen
Leaders are always looking for opportunities to build and strengthen relationships. Effective listening accomplishes that.
Give the speaker your undivided attention. It conveys your interest and respect for them. What is their message? Why is it important to them?
Leaders listen for ideas and insights, not just information. They focus on what is beneath the words — patterns, concerns and opportunities and connect what they hear to the bigger picture.
They ask questions to:
- Clarify concepts: How do you define “strategic intent”? Can you share an example of a “world-class team”?
- Gauge emotions: How do you feel about this new direction?
- Explore nuances in delivery: You hesitated when describing your boss’s reaction — do you feel supported?
- Interpret body language: You seem uneasy — are you nervous about the presentation?
- Prompt action: What steps will you take next?
Leaders listen to understand people and determine the best way to influence them.
Influence
The best leaders provide the right mix of reasons, facts, stories, emotional appeals and direct experience to engage and inspire people to pursue bigger ideas and goals.
But remember what the brilliant French mathematician, inventor and philosopher Blaise Pascal once said, “People are usually more convinced by reasons they discover themselves than those discovered by others.”
So, ask the people you are trying to influence questions like these:
- What do these facts mean to you?
- How do you feel about…?
- What impact did this experience have on you?
- What changes do you think are required?
Help people reach their conclusions about the changes that are needed.
Action items
- Present your big ideas with clarity and conviction.
- Listen to learn what people are thinking and feeling.
- Help people discover for themselves what changes are needed.
Opinions expressed by SmartBrief contributors are their own.
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