If you’re only transmitting information, you’re not influencing people. Leadership is more than giving inspirational speeches.
As I’ve written here before, effective leadership communications involves two distinct activities – transmitting and receiving. You can think of it like a two-way radio or a smartphone. They only work when they both transmit and receive. For your leadership communications to be inspirational and influential, you need to do both as well.
Too many people in leadership roles overemphasize the transmission and underemphasize the reception. These folks equate leadership with giving inspirational speeches or pep talks. Before you can have the inspiration, you’ve got to have the conversation. To inspire and influence others to action, you have to know and address what they care about.
To do that, you need to be super-intentional about putting yourself in reception mode. An easy and proven way to do that is to conduct a listening tour. I talk at some length about how to stage an effective listening tour in chapter 8 of The Next Level but, for now, here are some tips for getting started.
Identify representative stakeholders: The groups of people you’re trying to inspire or influence are made up of real human beings with hopes, fears, wants and needs. They’re all people who have a stake in the movement you’re trying to lead or the outcome you’re trying to create. Go have conversations with a representative sample of them. Note that I said “have conversations” instead of “talk with.” The distinction turns on transmitting vs. receiving. “Talking with” is usually transmission-oriented; “having a conversation” is usually reception-oriented. You want more of the latter and less of the former.
Start with open-ended questions: Once you’ve figured out who you’re going to listen to on your tour, develop a list of open-ended questions that will help you learn more about them. Some of my road-tested favorites include:
- What will make this a great year for you?
- What difference would that make for you?
- What’s helping you accomplish your goals?
- What’s getting in the way?
- What’s going on that has you excited?
- What’s going on that has you concerned?
- What kind of help do you need to be successful?
- What can I do to help?
Compare and contrast: Take notes during or immediately after each of your listening tour conversations and then compare and contrast. What similarities do you see across the conversations? What differences do you see? How do the dots connect into a bigger picture that could give you guidance on how you should lead and communicate?
Spending some quality time in receiving mode will make you much more effective in transmitting mode. Get the balance right and you’ll be a more inspiring and influential leader.