You have probably heard it a thousand times before, “confidence is key”. But what does a confident communicator really look like? Research has shown it’s less about ‘what’ you say – and more about ‘how’ you say it. Learning to speak clearly and confidently may be hard, but according to Pippa Gardner, Communications Expert and Coach at PG Communications, the results are worth it. It builds trust. And where there’s trust, there’s influence.
A career in law requires powerful verbal communication skills, whether it be fronting up at court, guiding a mediation or negotiating a deal – communicating with influence is key. With her Four ‘C’ Framework, Pippa shares expert advice on how to foster trust, build buy-in from your audience and command influence.
Why good communication is so important today
After working as a broadcast journalist for 15 years, Pippa knows firsthand the value of being heard, trusted and remembered. Now, she uses her practical media and communication skills to help individuals and organisations get their message heard irrespective of the background noise.
“We live in a world drowning in information. We don't have the bandwidth or the time to pay attention to everything that comes our way,” Pippa says. “If you want to cut through and be heard, you must be an effective communicator.”
Whether you’re talking to a client, jury or opposing counsel, speaking with credibility and confidence is critical to your ability to motivate and inspire people. And with the increasing pressure of productivity in the workplace, it’s never been more important to be heard the first time. It will save time, money, and a lot of headaches.
Mastering effective communication isn’t easy, but it is possible. Here, Pippa shares her four top tips.
1. Clarity
The first step to bring your vision, priorities and strategy to life is to practice ‘clarity’ when presenting.
“Simple language cuts through quickly,” Pippa says. “If we make people work harder to understand us, we lose them. People trust clarity – they distrust what they can't understand.”
Before a meeting or presentation, ensure you’re clear about your message and intention. What are your key points? What would you like to get out of the interaction?
Holding these in your mind’s eye will help you stay on track – and hold your audience’s attention. As Pippa explains, good communicators don’t get bogged down in the detail. They stay elevated with key insights and takeaways.
“You absolutely need to know your technical information and be able to answer questions, but when you're in front of people, it's about bringing it up to a high level,” Pippa says.
Analogies and metaphors are powerful ways of simplifying complex ideas by making them familiar. Need to explain a difficult legal issue to a teenager? Find something they understand – maybe it’s basketball or ballet – and draw up a metaphor. As Pippa notes, it won’t make you look silly. In fact, it will “demonstrate your cleverness”.
2. Competence
Nobody becomes a lawyer without being competent (or rarely, anyway). But demonstrating competence when speaking doesn’t mean being perfect (and we all know perfectionism can be a ball and chain for lawyers). Instead, competence is about being prepared. Whether you've got five minutes or five months, being prepared will allow you to improvise on the fly.
“Give yourself time to consider what your audience cares about. What are the most important bits of information? Should you be sharing this in this situation?” Pippa says. “Simply regurgitating information doesn't show that you're competent. It shows that you don't respect your audience, because you haven't done the work.”
“Proofing and practising your speech out loud are also a must,” Pippa emphasises.
Your voice is one of your most powerful tools; it plays a critical role in conveying the right message. *Research from Kent State University shows that individuals with voices that emit more low-frequency sounds tend to be perceived as dominant and prestigious.
Pitch, along with pace and projection can be changed to capture – and keep – your audience’s attention. So, speakers, take note! You can work on your voice to create a confident, trustworthy and influential sound. Slow down, take your time and breathe.
3. Connection
Think about the last time you did somebody a favour. Why did you do it? Chances are it wasn’t because it benefited you directly, but because you liked the person who asked you. Humans are social creatures. We tend to form fast opinions and relationships with others. Prioritising collegiate relationships and building rapport is a highway to being heard. It may not translate to influence immediately, but it makes your ideas more likely to be considered.
When it comes to speaking, Pippa says, “Always put your audience first. Make sure you're delivering information that is relevant to them. And watch for how they respond – any shifts in body language.”
Pippa also suggests humanising your information through anecdotes and personal stories, and giving your full attention to your audience – especially when you aren’t speaking.
4. Consistency
Just like in a horror movie, when a monster suddenly appears behind a character, seeing somebody switch personas can be a frightening experience. Remaining consistent in your demeanour, your message and your values helps people see you as authentic.
Body language, Pippa advises, is a dead giveaway to inconsistency.
“If your body language and your voice don’t match what you're saying, people will know. They can feel that something's off. Be the same person in front of one person, as you are in front of a hundred people.”
And if you have bad news to share? Tell it consistently and transparently.
In the end, influence comes down to trust – which takes a long time to earn, and very little to lose. And while there’s no shortcut to building trust, sticking to these tried-and-tested verbal communication principles will help you get there.
* https://journals.sagepub.com/doi/10.1177/0190272517738215?icid=int.sj-abstract.citing-articles.52
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