How can you match your communication style to a client's readiness to change when setting goals?

1 The stages of change

The first step in matching your communication style to a client's readiness to change is to assess their stage of change. The stages of change are a model that describes how people move from being unaware or resistant to changing their behavior, to being ready, motivated, and committed to change. The stages are: precontemplation, contemplation, preparation, action, and maintenance. Depending on the stage of the client, you will need to use different communication strategies to help them move forward.

2 The communication styles

The second step in matching your communication style to a client's readiness to change is to use the appropriate communication style for each stage of change. The communication styles are based on the principles of motivational interviewing, which are: expressing empathy, developing discrepancy, rolling with resistance, and supporting self-efficacy. The communication styles are: directive, collaborative, evocative, and supportive. Depending on the stage of the client, you will need to use different communication styles to help them set and review their goals.

3 The SMART framework

The third step in matching your communication style to a client's readiness to change is to use the SMART framework to set and review their goals. The SMART framework is a tool that helps clients define their goals in a clear and realistic way, and to measure their progress and achievements. The SMART framework consists of five criteria: specific, measurable, achievable, relevant, and time-bound. Depending on the stage of the client, you will need to use different aspects of the SMART framework to help them set and review their goals.

4 Precontemplation stage

If the client is in the precontemplation stage, they are not aware of or interested in changing their behavior. They may deny having a problem, or rationalize their behavior. In this stage, your communication style should be directive, which means you provide information, feedback, and education about the consequences and benefits of changing their behavior. You should not set goals with the client in this stage, but rather help them become aware of their situation and the need for change.

5 Contemplation stage

If the client is in the contemplation stage, they are aware of their problem and are considering changing their behavior, but they are not ready to commit to action. They may have mixed feelings or doubts about changing their behavior. In this stage, your communication style should be collaborative, which means you engage the client in a dialogue about their pros and cons of changing their behavior, and help them resolve their ambivalence. You should not set specific goals with the client in this stage, but rather help them explore their options and values.

6 Preparation stage

If the client is in the preparation stage, they are ready to take action and change their behavior, but they may not have a clear plan or strategy. They may have some confidence and motivation, but also some fear and uncertainty. In this stage, your communication style should be evocative, which means you elicit the client's own reasons and resources for change, and help them develop a plan of action. You should set SMART goals with the client in this stage, and help them make their goals specific, measurable, achievable, relevant, and time-bound.

7 Action stage

If the client is in the action stage, they are actively changing their behavior and implementing their plan of action. They may have some success and satisfaction, but also some challenges and setbacks. In this stage, your communication style should be supportive, which means you provide encouragement, praise, and feedback to the client, and help them cope with difficulties and barriers. You should review SMART goals with the client in this stage, and help them monitor their progress and achievements, and adjust their goals if needed.

8 Maintenance stage

If the client is in the maintenance stage, they have sustained their behavior change for a period of time, and are working to prevent relapse. They may have some confidence and pride, but also some temptation and boredom. In this stage, your communication style should be supportive, which means you provide reinforcement, recognition, and reminders to the client, and help them maintain their motivation and commitment. You should review SMART goals with the client in this stage, and help them celebrate their success and plan for the future.

9 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?