The Secret to Powerful Conversations

Creating real engagement doesn't start with your content.  My friend, Ted Rubin, says it this way:

"Long-term, E-commerce success is in a big way relative to Relationship Commerce, building relationships and interacting with consumers. Relationships are extremely important. The relationship a customer has with a company can make or break the company’s success. This is perfectly exhibited with what Amazon and Zappos do to nurture a relationship. Relationships matter."

So how do you create powerful conversations - both online and in person - when relationships matter so much?  

It's easy to think, "Well, everyone has hundreds of conversations every day!  We all know how to do create relationships!"  hmm...really?  

Are you able to create  business relationships that produce ongoing value, for yourself, your career and your organization?

Beyond chit chat, and Snapchat...do you really know how to engage and persuade the people that matter most?

Consider this simple scenario:

Once upon a time, two people were having a conversation.

One person said, “I have an idea“.

 The other person said,

“Tell me more.”

Those three words, “Tell me more”, are the secret to powerful conversations.

So many times, we concentrate on the content of our stories – what we’ve done, what we’re doing. It’s like a verbal status update, or a resume review. Perhaps you’ve experienced this kind of laundry list communication, in a presentation at work. (I know I’ve been guilty of this one!)

Accomplishments, features and benefits don’t mean a thing, until you get your audience engaged in the story.

Next time you communicate, via a blog post or conversation, think about what you would like your listener to do or say when you are done. Consider the “Tell me more”, and focus on the outcome.

People want to know more about what you are going to do than what you have done. Your reader wants to know what action you are going to take. Your experience and accomplishments only serve to support what you might do next, so it’s time to stop living in the past and get your audience involved in your story. What are you going to do? Even better: What are we going to do together?

Change your story, and change your results. Focus on:

• What you would like to create or change, with the help of your reader or audience
• The action you need, for the results you want – again, phrased in terms of the person in front of you
• Consider how your idea can improve the status quo for your audience: How do things get better, when you get going?
• What are you going to do for your reader?

By focusing on your listener, you take your attention off of your astonishing accomplishments or fantabulous product benefits (yawn). Create a conversation by creating a connection – a connection that engages your audience in your story.

That way, you can put your attention where it really matters: “Tell me more”.

About the Author

Chris Westfall is the US National Elevator Pitch Champion.  With appearances

on CNN, ABC NEWS and NBC TV, he serves a client base on four continents.  His strategies have redefined brands around the world, creating multi-million dollar revenues across multiple industries.  Recognized as the official "pitch coach" at the fifth-largest university in the USA, he has helped launch over 50 businesses, and his clients have landed on "Shark Tank", "Dragon's Den" and "Shark Tank - Australia".  Find out more on his website, https://westfallonline.com and check out his YouTube Channel, where you can find over 200 videos on effective leadership communication.