Have you ever felt confused as to why your communication just wasn’t sticking? Or maybe you just aren’t on the same wavelength as employees, customers, colleagues, etc.? It can be both confusing and frustrating.
What is most likely happening in these situations is that your DISC communication style is different from theirs and the messaging is getting lost in translation leaving you both confused. By learning others’ DISC communication styles, you’re much more likely to be able to connect with them and solve the problem at hand more quickly and efficiently. Taking a little bit of time to understand others can significantly improve the quality of the relationships around you.
This is especially important as an employer. Did you know that according to a recent study, 80 percent of the U.S. workforce reports feeling stressed because of ineffective company communication – a 30 percent jump from just one year ago?
Not sure where to start to improve communication? We’ve put together a guide to adapting your communication style and we’ve followed it up with a cheat sheet for how to communicate via voicemails and emails based on communication style.
Adapting Your Communication Style
1. Dominance – High “D” Style
- Focus on problems, tasks, and results.
- Listen to their suggestions, their course of action, and the results they are considering.
- Find areas where you already agree.
- Work backward toward gaining agreement on the results you both want and are willing to either mutually or independently allow the other to achieve: “Sarah, this format will give you the freedom to develop your branch your way and still allow others to structure theirs another way… without sacrificing time or morale.”
2. Influence – High “I” Style
- Focus on people and interactions with others.
- Listen to their personal feelings and experiences.
- Their style requires open and responsive interaction with others, preferably in a manner of welcoming and unhurried conversation (like that between long-time friends): “Just between you and me, Chris, I feel very uneasy about Jill and Howard handling this account by themselves.”
3. Steadiness – High “S” Style
- Focus on keeping the environment and conversation steady, predictable, reliable, and dependable.
- Be ready to do more talking than listening; they do not feel comfortable when the limelight is focused on them. However, give them a chance to weigh in as well.
- Clarify any key agenda items with them.
- Stay organized and move forward steadily (but slowly) as you check to make sure they understand and accept what is being said: “Did you want me to stick around the office at a particular time each day in case you need to telephone me for emergency questions on this account, or do you want me to call you?”
4. Conscientiousness – High “C” Style
- Focus on procedures and processes, accuracy, and precision.
- Be well-organized and clear in your communications.
- They will search for logical conclusions.
- Ask your questions in a more discreet, non-judgmental manner to elicit the points, objectives, or assurances C styles want: “Lenny, I’m not trying to pressure you, but are you interested in pursuing the auditor’s position?”
Leaving Voicemails & Sending Emails
1. Dominance – High “D” Style
Leaving Voicemails for Dominance Styles:
- Give your phone number at the beginning and end
- Articulate clearly at a quicker rate of speech
- Tell them exactly why you are calling
- Tell them precisely what you want them to do
- Let them know what to expect with the next step
Sample email to a Dominance Style:
Robert,
I know you’re continually looking for ways to increase efficiencies, leverage technology to your
advantage, and gain a competitive edge over your competition.
Click here to read a hard-hitting article that teaches how to leverage high-tech to create high-touch client relationships.
Success in all ways,
Scott Smith
2. Influence – High “I” Style
Leaving Voicemails for Influence Styles:
- Use a warm, expressive tone of voice
- Give the impression that you are upbeat
- Suggest a meeting where you can share ideas
- If appropriate, give them your “private” number
- Let them know the first meeting is exploratory
Sample email to an Influence Style:
Dear Bob,
I know you’re big into sending out info that increases your top-of-mind awareness with your clients, prospects, and colleagues. That’s what makes you so successful! Check out this cool article that teaches how to leverage high-tech to stay in contact with hundreds of people.
Let me know what you think!
Best,
Scott
3. Steadiness – High “S” Style
Leaving Voicemails for Steadiness Styles:
- Lean back in your chair and relax
- Smile as you speak warmly and at a measured rate
- Sound personable; yet still professional
- If possible, tell them who referred you
- Thank them in advance for returning your call
Sample email to a Steadiness Style:
Dear Robert,
I know you care deeply about keeping your clients, helping others, and staying in contact with all your prospects.
I just found this article that teaches how to leverage high-tech to create high-touch client relationships, and I wanted you to have the information, too.
Feel free to call me if you want to discuss this personally.
Warmly,
Scott
4. Conscientiousness – High “C” Style
Leaving Voicemails for Conscientiousness Styles:
- Articulate clearly at a steady, deliberate rate of speech
- Remain cool, calm, and professional
- Tell them exactly why you are calling
- Tell them exactly what you want them to do
- Let them know what to expect with the next step
Sample email to a Conscientiousness Style:
Robert,
I just read a very informative article about how smart salespeople are systematizing every aspect of their client/prospect communication activities. You may click here to read an article that teaches how to leverage high-tech to automate high-
touch campaigns.
Toward your marketing success,
Scott Smith
Managing Partner
The DISC Assessment is a widely utilized tool in the business world that helps employers understand their behavioral style as well as the styles of their employees. Understanding your own core style as well as the styles of those with whom you work can substantially increase your compatibility with other people.
If you are interested in hearing more about how this powerful tool is used to increase the productivity of you and your team learn more about the DISC assessment HERE.
At Write a New Story, we offer individual leadership coaching sessions as well as package programs. When you commit to going deeper to work on your personal development goals you can accelerate your plan of growth from where you are now to where you want to be. Learn more about our offerings HERE.
