How to Navigate the Communication GAP

All successful communication models share this crucial component.

No matter how carefully and precisely we communicate and regardless of the communication medium (or channel) there are essentially only two sides: The SENDER of the message and the message RECEIVER.

From the outset the sender knows precisely what the meaning and intent of the message is –– whether in a selling presentation or one. on-one meeting, as well as any communication with clients or prospects or friends. ?

The receiver… well, not so much. That’s due to the GAP.

By definition, a gap is an opening, a hiatus, a log jam, and so on. ?

In both verbal and written communication that gap sounds like this: ?

?·????? I don’t get it

·????? Run that by me again

·????? What are you trying to say?

·????? Huh?

·????? Obviously we’re not on the same page

·????? Why are you wasting my time?

The reason is…

·????? We don’t share the same experiences, education, histories, likes, and dislikes.

·????? We don’t know and appreciate the same things

·????? We don’t speak the same language (although we do)

So how do you eliminate (or minimize) the gap?

For starters, understand you can never completely eliminate the gap, but you can minimize andreduce it.

?Simply raising your voice or typing your business letter or article in a larger font won’t help either. So, throughout my marketing and sales career and in life, I’ve taken this approach:

In face-to-face sales presentations and even on phone calls I keep my message simple. I avoid digging into the weeds. I allow for interaction––that is to encourage the prospect or prospects to ask lots of questions, to share their problems and challenges. This is often magical, because my “sales pitch” turns into a conversation or a Q&A. It becomes a balanced, natural, and nonthreatening dialogue.

I also encourage prospects and clients to answer questions that follow the same approach I’ve been sharing with you today.

If and when I ask a prospect a question that could be answered, with a “Yes/No” answer, I haven’t learned anything.

However, when I ask my prospect questions that prompt a good answer and feedback by asking questions that begin with who, what, when, where, how, and why, I’m encouraging the prospect to communicate with me and provide me with valuable information and feedback. I’m also learning in such a way that I can respond effectively and precisely to any and all questions or concerns.

In my written communications, I provide “how-to” examples. I also share stories––stories that prospects can easily relate to. And I encourage readers to call me, email me, or complete a form or (short) survey in which they can ask questions, schedule a call, or follow-up visit.

A final thought: In communication, marketing, and sales Feedback is everything. So, continually allow for interaction or a response from the prospect or reader. And continually pursue and courage questions.

If you found this article helpful or have a question, connect with me on LinkedIn. Mention. “The Communication Gap.”and share it with someone you know who could benefit.

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