Communication by Heather Todd

Transcript

2. What is your communication challenge?
3. An opportunity…
5. You will find what you expect to find…
6. Energy flows where attention goes!
7. Curiosity
8. "The trouble with the first time entrepreneur is that he doesn’t know what he doesn’t know. After a failure he does know what he doesn’t know and can beat the hell out of people who still have to learn." - Don Valentine (founder of Sequoia Capital)
9. Unconscious Incompetency Conscious Incompetency Conscious Competency Unconscious Competency Learning-development stages
10. It just happens So you better happen to IT first! Communication
11. Communicating at an “unsatisfactory” level can create judgments that probably are not true… “He has no idea what he is talking about.” “He is not very smart.” “That’s no CEO” “Dud”
12. How to best communicate with people from the Silicon Valley.
13. Tip 1: Understand who you are talking to!
14. Communication and culture are inseparable
15. What do you know about American/Silicon Valley Culture?
16. 1. Silicon Valley is highly competitive. 2. Meeting as many people as possible is more important than building long-term relationships. 3. Americans don’t take punctuality very serious 4. Things are very casual in Silicon Valley. 5. Americans typically don’t follow through with their invitations (let’s do dinner) 6. It’s individualistic America as opposed to team work 7. I can convince Silicon Valley with all my education and degrees 8. Failure is really welcome here, so I should show how much I have failed 9. Americans are good salesmen so we need to learn how to be good salesmen 10. I should do things in a logical linear style like in Germany. A- B-C-D 11. Problems are looked at as opportunities. People take initiative. 12. If I have a good idea, it’s easy to make it in Silicon Valley! Germany vs. Silicon Valley Quiz – true or false?
17. Understanding another person involves discovering the lenses they are using to see the world What is behind what you see?
18. Logical Levels by Robert Dilts Identity “I am” Beliefs/values “I believe” Capabilities* Skills* “I can do” Behavior “I do” Environment “I experience” More specifically, “Beliefs” Challenge yourself to discover potential beliefs, mindsets, motivation behind behavior
20. “You should never be more than 600 feet away from food.” In fact – only 150ft away are Google’s 25+ cafes, restaurants, and snack bars….
21. What are your beliefs? What influences your behavior? What moves you into action? What is behind your successes? What is behind your failures? What has shaped many decisions in your life? What makes you who you are? What shapes your opinions? What holds you back? Tip 2: Understand yourself as much as possible!
22. Effective Communication = Discovering how others experience you. And being able to control how others experience you. Because…
23. Tip 3: Review the basics!
24. The way you communicate may get you some initial attention here…
25. Just make sure it’s the attention that you want…
26. Written: 1. Do Capitalize the beginning of a sentence and beginning of a paragraph! 2. Get your quotation marks “right.” 3. Don’t write in the passive voice. 4. Keep it short and simple! Stop sentences from running away. 5. Keep in mind the other person’s WITFM (What is in it for me). 6. State the purpose in the email subject line! 7. Send emails with one request/topic. 8. Check-in with people to see how they best want to be communicated with. 9. Don’t expect that people follow-up. Feel free to follow-up in another way. 10. Consider alternatives like word clouds, pictures, mind mapping A few Do’s and Don’t’s
27. Oral: 1. Don’t over explain. A-B-C-D (Silicon Valley people get annoyed –”got it, move on”). 2. Don’t go into too many specific details unless asked. 3. Make sure you are really listening to others (forget your own agenda). 4. Take questions at face value – don’t shy away from simplifying (our 1st differentiator is this, our 2nd is that) 5. Have a 1 minute, and 5 minute way of presenting your company (telephone ,networking event, presenting, etc.) 6. Focus on making a connection – don’t oversell. You are not talking to a customer if you are talking to an investor and vise versa. 7. Believe that the (investor) knows more about your market than you do. A few Do’s and Don’t’s
28. Get this! And help when you need it!
29. Tip 4: Communication is much more than words!
30. Non-verbal 1. Be aware of your presence. How do you affect others? What are the first impressions you give? 2. Don’t ignore what you are communicating with your body. Learn to use body language to help you establish connections and support your intentions. 3. For example, watch the distance you put between you and another person. Europeans stand much closer when talking. 4. Do show off those pearly whites! Smile more. 5. Watch your tones and use inflections. German is much more monotone. 6. U.S. is the land of unspoken rules. Make sure you are aware before making huge blunders. (e.g., Don’t stare. It is considered an invasion of privacy and can even make others angry. Or Where are you throwing your cans?) A few Do’s and Don’ts
31. Tip 5: Establish rapport and build trusting relationships and alliances.
32. Tip 6: Practice and ask for feedback!
33. Why is feedback so difficult to give and difficult to take? - Threat mode - Challenges our identity and beliefs about ourselves - Exposure What is your relation with feedback? - Figure it out - Share with others A word about feedback…
34. Let’s Practice! 1 .Writing to an investor scenario: You have found the “perfect” investor Dan for your company. He knows your market and the technology like no other. You have asked your contacts but you haven’t found anyone to introduce you personally. Your job: write an introductory email, compelling enough that he may consider meeting with you. 2. Presenting your company at an event scenario: You are going to be presenting your company at a very important event. All the important movers and shakers are there…..customers and investors too! The only problem is that you only have 5 minutes (alternative 1 minute) to introduce your company. Do your best (remembering all the non-verbal points like body language) to convince the audience of your company. 3. Talking about your team at a networking event: You are at a networking event with some really interesting people in your industry. Everyone seems to have a good idea. Everyone in the circle you are talking too is discussing what makes their team a winning one. Present why you have a winning team in 1 minute.
35. 1. Take the opportunity, be open and curious, realize there are things you don’t know or even know exist. Be open. 2. Effective communication is essential so put it in your constant focus. 3. Tip 1: Understand who you are talking to! Culture (culture quiz), people’s lenses, and most importantly beliefs come into play when understanding best way to communicate. 1. Tip 2: Understand yourself as much as possible! What lenses do you have that influence the way you see others and yourself? What beliefs drive so many things you think and do and how and what you communicate? 2. Tip 3: Review the basics. Brush up on your English, study your written and oral rules, and practice! Use resources and get help when you are struggling. (do’s and don’ts for written and oral) 1. Tip 4: Communication is much more than words! Pay close attention to presence, body language, tone, and other important elements that will help or hurt your efforts. (do’s and don’ts) 2. Tip 5: Establish rapport and build trusting alliances and relationships. Connection is key. Reaching someone on an emotional level should always be your goal. 3. Tip 6: Practice, practice, practice! (exercises) Ask for feedback! Realize your feedback triggers and overcome them. Teach others how you like to receive feedback. Overview
36. Bet on the jockey, not on the horse. Karl Schlagenhauf