Hey, have you ever had the thought, “I said
it, why didn’t they get it?” I know, I’ve been there, I’ve had that frustration too.
And it usually means we didn’t communicate effectively the first time around.
So what I want to do in this video is break down the components of communication because
it’s more than just our words we’re sharing. Long after your words are forgotten, people
will remember how you made them feel. Emotion is a large part of the communication equation
and to understand how that emotion is communicated, we’ve got to break communication down.
I’m Paul Peixoto with WholeWorker and as you can see I’m in editing mode right now, but
I want to take you to a clip from one of my recent corporate trainings. You’re going to
see me in my native habitat, Paul Peixoto in the wild. I want to take you through about
four minutes of some basic fundamentals in communication. This you must understand if
you want to communicate effectively, all right? So we’re going to go to that clip in a second,
but before we do I want to remind you to subscribe, like this video and when you subscribe ring
that bell so that you get notified whenever I post a new video. Okay? So that’s it for
now. I hope you enjoy the clip. I’ll see you on the other side. And stick with me to the
end because I’ve got a free download for you that will help instill these principles in
your communication psyche, all right? Enjoy the clip.
Back in the late 60s, early 70s, Dr. Albert Mehrabian found, in fact, yes, there are three
channels that we use, or three tools, and we use them in these percentages. Now we’ve
got an odd-shaped room today so let me know if you can’t see anything. I have two flip
charts. I can do a Phil Donahue and run back and forth. I don’t want to but I can.
All right, so he found out, forget this zero here, that we have three channels that we
use regularly and we use them in these proportions, 55%, 38% and 7%. Anybody familiar with this
data at all? Good, so I could pretty much tell you anything I want. That was a joke,
you can laugh at it. All right, 55% of the impact, you have to
listen to my words, parse my words carefully because this is often taught incorrectly.
55% of the potential impact I can make with you as I’m speaking to you right now happens
in the visual realm. So the widest channel available to us is the visual channel. This
is going to be fun writing with a thin Sharpie here. All right, so 55%. Not the lion’s share
but the widest channel available to us. Closely followed behind that … Let me back
up. When I said parse my words, I’m not saying that 55% of your message is visual. If you
come up to a stop sign, how much of that message is visual? 100% of it is visual. No one’s
talking to you unless the little voice in your head is saying stop. All right, so 55%
of the potential impact is visual, so what is that channel? That’s everything your eyes
are seeing. Me, how I’m dressed, mostly up here and my face, eye contact, my flip chart
at this point, slides later on, 55% is visual. We are mostly visual learners. We have calculated
that somewhere between 80% and 85% of new information comes in through our eyes. So
visual channel, no surprise, that’s the widest channel available to us. So what you’re doing
with your body and what you’re doing with your slides is really, really important when
you’re communicating to another human being. Closely followed behind that, and what I mean
by that is the difference between 55% and 38% is obviously not as great as the difference
between 38% and 7, something really radical is going on there, we’ll get to that in a
second. Closely followed behind that, 38% of the potential impact that you make when
you’re communicating, whether it’s one-on-one, and that’s what we’re talking about a lot
today, or one-to-a-group, as I am with you today, happens in the vocal realm. Now I’m
not talking about my words, I’m talking about my voice and how I use it. We’re going to
talk about that a little bit as well today in the morning.
Look at this, 93% of the potential impact of your message, whatever it is, something
you’re chatting with your teammate about regarding a client, something you’re conversing with
a teammate about over email, 93% of the potential impact of that communication, how we determine
what that message is falls outside of … What do you think the 7% is? What’s left? The words,
yeah. The actual message. Or, for the purpose of my alliteration here, we’ll call it the
verbal channel, okay? 7%. And all of us inside groan because this is what we’re all about.
We’re in a data driven industry in pharma, it’s all about the data, right?
So I’m not saying you shouldn’t have a message, obviously you got to have a message, but what
this tells me right off the bat is I need to know what my message is. I need to be clear
about my message. And today with all the means we have of communicating, we can get that
message lost in a lot of gobbledygook. Can I use that word? Ever hard that before? We’ve
got to hone that message. We’ve got to know what that message is and what that message
is not, what I’m not trying to communicate here in this instance.
Now the good news for us when we’re face to face, or when we’re talking on the phone especially,
is that we can do a whole bunch of things up here to make sure that our 7% message gets
across. Make sense? Anybody have any questions about that before I continue on?
Okay, I hope you found those three channels of impact helpful to you in your communication.
Just remember that most communication takes place outside of our actual words, outside
of the actual message. To remind you of these principles, I’ve got
a two-page downloadable cheat sheet that will cover all of the things and summarize all
the things we just talked about here in this video. Now you can connect with us on all
the social media or on Twitter or on Facebook or on Instagram, so connect with the WholeWorker
community that way. As a matter of fact, right now, what I’d like
you to do is take a screenshot and tweet that baby out and let people know that you’re learning
how to communicate better with WholeWorker. Also don’t forget to subscribe to the channel
and ring that bell so that you get notified every time I post a new video. And before
you go, I want you to leave what your key takeaway was from this video in the comments
below. I’d love to hear that. I’m Paul Peixoto with Whole Worker. Thanks for watching.