Our ability to communicate is what separates us from all other animals. It is our ability to express ourselves through vocal communication and our actions that enables us to collaborate with other individuals to accomplish amazing outcomes.
I have found that in my practice, working with clients, collaborating with my team, and deepening relationships with my family and friends all boils down to effective communication.
Each of us has a unique communication and behavior score. You can download the information that dives into greater detail and score yourself and loved ones below.
Once you have identified your communication style, it is important to recognize that the people you communicate with will have their own individual communication style.
To be successful as a leader, clinician, spouse, friend, and parent it is critical that you understand your own communication style as well as those that you are communicating with. When you understand this important dynamic there can be an amazing transformation in your relationships and the amount of productivity that takes place.
Understanding my own communication style has helped me strengthen my marriage, my relationship with my team members, and also with prospective and existing patients.
When a new patient comes in for their initial consultation, one of the first pages that I will pay attention to is their communication style. This allows me to cater the conversation to their style.
Understanding the 4 Styles
Those with the dominant communication style will typically like you to be brief and to the point. The fact that they were sitting there in your office should be a good indication that this patient is ready to start care. Don’t bore them with too many details and avoid wasting their time. These patients love a challenge but like to feel in charge.
Those with an influential communication style will typically be outgoing and very personal, make sure you match their energy. It’s very important that you also keep these patients focused and on task. They may have all kinds of stories and off topic conversations with you. They tend to tell you what you want to hear in the fear of disappointing you. Don’t be shocked if they tell you they’re “ready to start” and flake out.
Those with a steady communication style will prefer to have details and line items of what you’re program includes. These patients are very loyal and will have lots of questions because they prefer to know information before making a decision. When presenting your program to these patients be sure to demonstrate to them how you are going to support and nurture them on their journey with you. They don’t like too much change too quickly, so take it slow and map out a plan for them. Be honest and re-assuring. Being overly aggressive with these patients will result in them turning away.
Those with a conscientious communication style will require more evidence and objective data to make a decision. These individuals will ask lots of technical questions that may seem irrelevant or inappropriate to you as a practitioner. They are not questioning your ability to deliver care or to deliver outcomes, What they are doing is satisfying their own inner voice. These patients and individuals generally come to the best decision possible but they like to have a lot of information. Expect this patient not to sign-up immediately unless they have all the information that they need to make a decision. Should this patient decide to “go home and think about it” rest assured that they will. I often offer these patients a book related to their health condition or several links to articles and or videos that can be supportive in their decision. If you are the best, you have nothing to worry about!
I hope that this information helps you become a prolific communicator and enables you to reach stratospheric success in your practice and personal life.
Please purchase the following book as it will help you on your journey to self-discovery: Positive Personality Profiles by Robert Rohm