Tag Archives: communications

A Note From Edward Fuller, Founder of Fuller Communications

13 Jun

An article in USA today this week, and specifically a quote from Michael Dell, got me thinking about the work we do on behalf of our customers and the value of our “solutions oriented” approach.  I wanted to share some of these thoughts with you.

“PEOPLE DON’T WANT PRODUCTS, THEY WANT SOLUTIONS.”

— Michael Dell, USA Today, June 11, 2014

Universally, people seek to surround themselves with equally knowledgeable, insightful people. They look for and respect those who recognize the unique personality style of others and those with whom they can exchange comfortable dialogue.

They seek those who can ask pointed questions, offer thoughtful responses and articulate an understanding of issues, problems or communication gaps as they arise.

This is how successful relationships (be they personal or professional) are built.  This is how trust is established.

As Andrew Carnegie said “A problem understood is a problem half solved.” Without meaningful and thoughtful exchanges of ideas, no problem can be properly solved. To simply identify a problem, does not solve a problem. To simply possess the best product, does not mean you are utilizing it in the best way possible.

At Fuller Communications, we not only help to identify a problem, we then teach you how to solve it in a customized way that fits your team.  We offer not only the best possible product in our personalized training sessions, but the best possible solutions in our tailored communication strategies and individualized follow-up.

We think Michael Dell would approve.   Contact us anytime to help with your business solutions.

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One Size Fits All? Not in Business.

17 Jul

Today, you’re presenting a new idea to your peers.  It’s a game changer that will affect how they go about their day to day selling process.  Tomorrow, you’ll present the same idea to your boss.  She’ll love the extra money it will bring in to her department.  If all goes well, you’ll present it to your customers next week.   Better get to work preparing a top-notch presentation!  Right?   Wrong.   (Well, sort of.)

One idea, yes.   But, three different audiences means three very different presentations.

At Fuller Communications, we’re in the business of helping people know their audience.  Armed with unique and dynamic tools, we work with our clients to teach them how to use their audience’s buzz-words, body language and personalities to form strategic and  customized presentations.  Got a boss that’s always in a hurry?  Talk to her using words like “efficient”, “fast-paced” and “cutting edge”.   Have a customer who requires a little extra hand-holding?  Be sure your presentation includes words like “partnership”, “teamwork” and “collaboration”.

When you consider precisely who your audience is before drafting your presentation, you gain a critical ability to speak their language.   And, when you can speak your clients’ language, you can gain their attention, their trust and, ultimately, their business.

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What’s Your Story?

2 May

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“I loved it.   From the very first page, I just couldn’t walk away.  I related to the characters, empathized with their situation and felt personally connected to their story.  And as it drew to its dramatic conclusion, I was almost disappointed it had to end.   I look forward to the next…

 …presentation?”

It’s true.  Often, a strong presenter must view his or her presentation as an opportunity to tell a story, weaving in many elements of a best-selling author.

Open Big

The curse of a bad book is an inability to grab the reader early.   If it hasn’t grabbed your attention in the first few chapters, chances are good that you’ll put it down and forget about it.   The same goes for presentations.  At the start of a presentation, your listeners are ready to be captivated.  But, with very passing minute, you stand to lose them.  Grab ‘em early and hang tight.

Development Your Story

The most memorable characters in literature are often the ones to whom we can best relate.   When presenting in business, know your audience and adjust your presentation accordingly.   Show them how your presentation relates to them as individuals, not just as a group.  If your listeners are personally invested in your story, they’re far more likely to listen.

Don’t Ramble

A writer’s best friends are his eraser and his Editor.   When you’ve finished building your presentation, go back and look at it again.  And again.   Chances are good that there’s room for reduction.

Finish Strong

You know that feeling you get when you finish a really great book?  Give that feeling to your listeners.   Leave them feeling inspired, motivated and grateful for the time they’ve invested in you.

Fuller Goes the Distance

27 Nov

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Would you train for a marathon but only run 25 miles come race day?  Would you host a Thanksgiving dinner but leave out the turkey? Would you buy a plane ticket from Boston to Hawaii but forget to re-board during your connection in Cincinnati?

Of course you wouldn’t.

But, that’s essentially what many companies are doing when they hire outside companies to help with internal communication issues.    They buy the ticket.  They board the plane.  They take off.   But, faced with some diversion, they hop off their flight prematurely…never reaching that final, sunny destination of communication success.

Many years ago, an employer gathered twenty-one coworkers and me in a conference room to review our outside-sourced personality tests.  I distinctly remember spending more than a few nights leading up to that meeting pouring over the assessment papers, answering questions about my life preferences, goals, and perception of my own skills and weaknesses.   Papers handed in, we gathered to await our results.

“ESFJ…ISTP…ENFP…”

It was all so fascinating to us.  I remember my own four letters to this day.  I remember how amazed we were by how accurately the documents described our own traits.   I remember how, free from the conference room, we compared assessments over the course of the day and nodded admiringly at each other’s results.

And, I remember that, within days, I promptly forgot everything about everyone else’s letters.  What was it that I was supposed to have adjusted in my communication to each of them?   Was my manager an EN with whom I should be more direct?  Or was she ES with whom my direct approach would fall flat?  Panicked, I began to wish we’d been assigned name tags with letters on them.

And therein lie the problems with some executive coaching, team-building and other outsourced assistance.  There’s no doubt that knowing our own strengths and weaknesses is helpful in the business world.  We must recognize our attributes, emphasize our best abilities and continually work to improve in the areas where we lack confidence.

But, perhaps it’s even more important to know the personalities of those around us.

The task of improving workplace communication and building a highly functional team is only half complete when we’ve just studied our own traits.  After all, we know we can talk ourselves into just about anything.   Can’t we?

We must also know our audience be they a co-worker, a manager, a sales force or a client.  We must learn what communication styles work best for them and adapt our messages accordingly.    Don’t sell ice to a penguin.  Don’t sell shoes to a snake.

Fuller Communications takes analytics to the next level.   With a patent-pending behavioral pattern chart and customized programs to meet all their client needs, Fuller Communications finishes that training marathon.  They’ll make sure your group workshops get the Thanksgiving turkey to the table.

They can’t promise it’ll be Hawaii but there’s no doubt that, after training with the best, your company will love the direction they’re flying.

You No What I Meant

13 Nov

Ever come across a type-o in a book and wondered how it ever got past the editor’s desk? In the world of digital checkers, it seems almost unforgiveable that something as lazy and careless as a spelling error could make it into press. And yet, it happens all the time — in literature, in business, in our personnel lives. (Did you catch that?)  Here’s an example.

In July of 2011, an NBC-owned Twitter account broke news that the President would be “making a personal statement in the Rose Garden” the following afternoon. As you might imagine, speculation ran rampant. What breaking personal news could the President have to share in a Rose Garden news conference? A tragic illness? A family crisis?

Of course there was no such scenario. The tweet merely included a critical type-o. The President was, in fact, announcing a “personnel” change in the Consumer Financial Protection Bureau. But, for nearly an hour before the error was noticed and corrected, the Twitter world was abuzz with speculation.

When releasing written statements to your audience, whoever they may be (your friends, your boss, your co-workers or even your family), keep a few tips in mind.

  1. Use spell check. If your computer doesn’t automatically notify you of errors with underlines or auto-correct, use the “tools” menu available on most office systems.
  2. Re-read your work. It’s amazing how often you will find and correct your own errors if you just give it a second look before sending.
  3. Ask someone else to read it for you. Let’s face it. Even some of the most articulate people we know, might not know a colon from a semi-colon. Forgive yourself and admit you just don’t know what’s right.  You weren’t an English major.  Your recipient, however, just might have been.

When our spelling is perfect, it’s invisible. But when it’s flawed, it prompts strong negative associations.   — Marilyn vos Savant