Effective communicators use details to make their point. Generalizations are boring and ineffective. Specific details give weight and credibility to your message and help make it go SNAP, CRACKLE AND POP!
When I’m asked the question, “what do you do?” I could respond with something like, “I’m a lawyer.” This brief response does very little to add value to the conversation.
Instead, I usually add a bit more detail such as, “I help people just like you who are harmed by the wrongdoing of others. People who are unwilling victims injured by careless people or corporations. I’m a trial lawyer. What do you do?”
See the difference?
During a trial advocacy seminar, a host might introduce Lisa and me as trial lawyer “experts” before a large audience. A far better and effective introduction would include more details. Maybe something like, “Lisa and Mitch have spent the past 27 years helping clients and trying cases. I’m talking about more than 108,000 hours practicing law, 2,640 hours trying cases, and about 2,000 hours of mediations and arbitrations (all true by the way). They have the expertise to help you become better trial lawyers so make sure to pay attention and take notes…”
I think these extra details will give the audience a bit more reason to believe that the speakers just might add value to event. What do you think?
Let’s say you’re selling a software program to a company that makes plastic chairs. Your program will help the customer design and manufacture chairs in a more efficient fashion.
It’s one thing to tell your customer that, “our software will help you be more productive and save your company money each year.” A better approach would be, based upon your research, to incorporate into your discussion something like the following…
“Our software will allow you to build 20% more chairs in less than half the time. It also lowers production expenses by 31%. Because our software is bug free and automatically updates itself, design and production mistakes don’t happen and jobs never need to be redone. The software designed plastic fittings will always be 100% accurate. As a result of all the above and even after the expense of purchasing our software, your company’s annual revenues will immediately increase by 27% to 43%.”
I think you’ll agree that adding details gives your message more impact.
The next time you have to communicate an important message, don’t be afraid to share accurate details in your communication. Also make sure to add a bit of context, use metaphors, and apply this 5-step approach to make a lasting impact and get the results you’re looking for.
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Mitch is a 2013 California Lawyer and Attorneys of the Year (CLAY Award for Litigation) and also the 2009 Orange County Trial Lawyer of the Year. He’s been negotiating deals and trying cases for almost 3 decades. When not in court, he enjoys sharing communication tips with lawyers and non-lawyers alike. Connect with Mitch at his law firm website or communication tips blog today!