Building Trust Through Action

As leaders, we often find ourselves in the challenging position of convincing others to buy into an idea, join a project, or start a task. Initially, this can feel like an uphill battle. I experienced this struggle firsthand until I discovered the powerful technique of "show, don't tell.", which has transformed how I lead and communicate, turning initial resistance into enthusiastic participation.

What is “Show, don’t tell” and how does it work?

“Show, don’t tell” is a storytelling technique in which you aim to tell the story through sensory details and actions, rather than exposition.

The Russian novelist?Anton Checkhov ?explains it best:

“Don’t?tell?me the moon is shining.?Show?me the glint of light on broken glass”.

“Show, don’t tell” is more than an excellent writing technique, it’s also a very effective communication principle that can be used in work contexts to be more persuasive.

The way it works is the same: it brings your audience to a state where they’re engaged and tuned in.?It’s all about capturing your audience’s attention.

“Show, don’t tell” brings the conversation from the abstract realm, into the more tangible one because it engages imagination and/or different senses.

When you're trying to get buy-in for your ideas, especially in a team setting, showing rather than just telling can be incredibly effective.

How to apply “Show, don’t tell” in your day-to-day work

The principle behind “Show, don’t tell”, is to engage the audience in different ways rather than simply delivering information, allowing them to experience the story through actions, feelings, and senses.

?Here’s how you can incorporate the different senses in your communication:

Visual: This is the most direct sense in "Show, don't tell." Use visuals like illustrations, charts, graphs, slides, and prototypes to make abstract concepts concrete. Visual aids help clarify complex information and ensure everyone is seeing the same thing.

Auditory: Through storytelling or presenting data and ideas verbally alongside visuals, you can engage people’s imagination and help them connect emotionally to your ideas. The tone, pace, and inflection of your voice can also convey passion, urgency, or importance about the topic at hand.

Tactile: If applicable, offer a demo, a workshop, or a hands-on session where people can interact physically with a product and experience the benefits of the proposed change directly.

“Show, don’t tell” also means “Leading by example”

"Show, don't tell" isn't just a communication technique, it’s also a crucial strategy for effective leadership. To “show” essentially means “to lead by example”, a very powerful method for influencing organically that bypasses the need for direct orders.

By acting in the way you want others to emulate, you provide a clear, living blueprint for your expectations.

The beauty of leading by example comes from the fact that it builds trust and respect. It’s much easier to issue orders from the top, and much more difficult to actually practice what you preach. When you lead by example, you’re in the trenches with your team.

This kind of leadership shows commitment and integrity, making it easier for others to buy into the vision and work ethic. It’s what makes people want to follow.

“Show, don’t tell” is one of many communication techniques that can help you get buy-in and make you more convincing.

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