“If I could turn back time” are famous words sung by Cher that are often on repeat in my head when I’ve processed a conversation and think of all the things I wish I'd said. Sometimes it’s because I’ve thought of a funny retort but most often it’s because I know I could have done better. Unfortunately, turning back time only happens in the movies.
Practicing useful skills routinely can become an embedded behavior. Pick one to work on now, and once that is sticking, move to another. Here are a few ways to get your communication off to a good start.
· Be concise with your questions/comments and avoid beating around the bush to get to your point. This will bring clarity.
· Know your KOL and their interest areas and tailor the conversation to those topics or use those topics as a bridge to the content you need to share. Not sure? Ask, and listen to hear. The KOL will find value in your focus on their needs.
· Ask clarifying questions to avoid misunderstandings and do so with a tone of curiosity. Paraphrasing will demonstrate you were listening but hope to gain clarity.
· Be declarative when you present your data and stick to the facts but be open to different viewpoints on the impact or interpretation of the data.
· Remove the word “like” as a filler as it can be very distracting, conveys a sense of hesitancy, and doesn’t add value to the conversation. Record yourself giving a presentation or practicing Q&A and you might be surprised how often “like” slips in!
· Avoid using weak language as it may undermine your message and make you seem less authoritative. Hedging words (in my opinion, the way I see it) and qualifiers (usually, rather, enough, a little) conveys a lack of commitment and softens the message.
· Words or phrases that don't add value to your message, such as “pretty much,” “sort of,” “kind of,” or “a little bit” can make you seem unsure.
Use words that are concrete, specific, clear, and constructive. For example, you can replace weak language with stronger words like “I'm confident” or “I'm convinced.” Removing the filler and hedging words will make your content more concise, allowing more time and space for fruitful conversation. Take time to practice this approach and record yourself to get greater insights about your vertical versus horizontal approach, tone, and use of strong versus weak language. If you want to master the art of being an MSL, this is a great place to start.