Leadership is influence, and one of the main ways we influence people is through communication. The most effective leaders are excellent communicators. According to the Harvard Business Review:<\/p>\n
\u201cThe number one criteria for advancement and promotion for professionals is an ability to communicate effectively.\u201d US President Gerald Ford once remarked: \u201cIf I went back to college again, I\u2019d concentrate on two areas: learning to write and to speak before an audience. Nothing in life is more important than the ability to communicate effectively.\u201d<\/p>\n
US presidential historian Robert Dallek identified five qualities of successful presidents that enables them to achieve what others can\u2019t: Vision \u2014 they are clear about where they are going; Pragmatism \u2014 they have a practical approach; Consensus Building \u2014 they are able to persuade others to follow; Charisma \u2014 they connect with others on a personal level; Trustworthiness \u2014 they do what they said they would do. Four of these five traits involve the ability to connect.<\/p>\n
Leadership is essentially about relationships. Leaders achieve results with, through and for other people. If you have a good idea but can\u2019t convince anyone of its merit, you won\u2019t be able to take your idea very far. If you create a ground-breaking strategy for your organisation but can\u2019t get buy-in from the team, your new strategy will be totally ineffective. A person\u2019s ability to create change and achieve results is directly related to their ability to connect with others.<\/p>\n
In \u2018Every one Communicates, Few Connect\u2019, leadership author Dr John Maxwell writes: \u201cConnecting is the ability to identify with people and relate to them in a way that increases your influence with them. And the ability to communicate and connect with others is a major determining factor in reaching your potential. To be successful, you must work with others. To do that at your absolute best, you must learn to connect.\u201d<\/p>\n
Connecting starts with our attitude. We have to recognise the value of people. We have to believe people are important. Jim Collins, author of \u2018Good to Great\u2019, observes: \u201cThose who build great companies understand that the ultimate throttle on growth for any great company is not markets, or technology, or competition, or products. It is the one thing above all others \u2014 the ability to get and keep enough of the right people.\u201d Great leaders connect with great people to build great companies.<\/p>\n
Dr Maxwell highlights three questions people are asking that leaders need to answer in order to connect.<\/p>\n
Question 1: Do you care for me? It\u2019s often said, \u201cPeople don\u2019t care how much you know until they know how much you care\u201d. Especially these days when leaders seem to be increasingly preoccupied with their own self-serving agenda, people are understandably sceptical that leaders actually have their well-being at heart. Whenever leaders show genuine concern for others, they open the door to genuine connection.<\/p>\n
Question 2: Can you help me? In any interaction people are silently asking, \u201cWhat\u2019s in it for me?\u201d Leading corporate presentation coach Jerry Weissman calls it WIFFY \u2013 What\u2019s In It For You. The WIIFY is the audience benefit. In his book, \u2018Presenting to Win\u2019, Weissman advises that in any presentation, before you make any statement about yourself, your company, or the products and services you offer, ask yourself, \u201cWhat\u2019s the WIIFY? What benefit does this offer my listener?\u201d<\/p>\n
Weissman points out that people focus too much on the features of their products and services instead of answering the question, \u2018Can you help me?\u2019 The key is to focus on benefits, not features. In today\u2019s world where people are constantly bombarded with information, they tend to tune out. If you want to capture their attention, you have to show you can help.<\/p>\n
Question 3: Can I trust you? Trust is the foundation of all meaningful relationships and is vital for leadership. If you want to connect with others you have to build trust. You do this by always keeping your word and following through on what you said you would do. Consistently delivering excellent quality and doing more than expected is a sure way to build relational capital.<\/p>\n
So, what practical steps can you take to connect with people? You start by finding common ground. Maxwell says leaders can actively set out to find common ground with others by making intentional choices in eight areas of their lives every day.<\/p>\n
Choice 1: Availability, \u201cI will choose to spend time with others.\u201d<\/p>\n
Choice 2: Listening, \u201cI will listen my way to common ground.\u201d<\/p>\n
Choice 3: Questions, \u201cI will use the acronym FORM to ask people questions about their Family, Occupation, Recreation and Message.\u201d<\/p>\n
Choice 4: Thoughtfulness, \u201cI will think of others and look for ways to thank them.\u201d<\/p>\n
Choice 5: Openness, \u201cI will let people into my life.\u201d<\/p>\n
Choice 6: Likability, \u201cI will care about people.\u201d<\/p>\n
Choice 7: Humility, \u201cI will think of myself less so I can think of others more.\u201d<\/p>\n
Choice 8: Adaptability, \u201cI will move from my world to theirs.\u201d<\/p>\n
Connecting is all about focusing on others. Maxwell states: \u201cLeaders understand the day they take up the mantle of leadership they give up the right to think of themselves first. Leaders understand the day they become leaders, they no longer live for themselves. Leadership is servanthood. There is nothing worse in this world than an insecure leader who somehow thinks the world should worship him.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"
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