Communicating with people who do not match your communication style can often lead to tension in board meetings and reluctance to speak to a certain donor. What Are the 4 Communication Styles? Without diving into personality types, we can find the best way to communicate with our committee members, volunteers, and donors by understanding how they communicate. The four communication styles are:
None of the communication styles are better or worse. Each communication style simply communicates in a different way. Understanding another person’s communication style allows you to communicate your message effectively and create a positive relationship with the person. The Doer The do-er is a busy person who is always on the move and doesn’t have a lot of time to spare. You will recognize a do-er because their office looks a little like this: Everything will be incredibly organized; you can see they have color-coded files and folders. However, it will all be out and readily available. They’ll have office supplies on their desk, so they don’t have to waste time hunting through drawers. They’ll have a printer in their office, so they don’t have to spend time fetching their printed documents. It is very unlikely that they will have pictures on their walls or many personal items around because they’re too busy to spend time on things like that. How to Communicate with a Do-er A do-er wants you to get to the bottom line. What are you doing and what do you want from them? They’re not interested in hearing the backstory or hearing the small details, they want you to cut to the chase. When you’re communicating with donors who are do-ers, you have 30 seconds to pique their interest and you need to be mindful to not take too much of their time. They don’t want the 30-minute spiel, they can only spare 5 minutes. When you’re communicating with do-ers on your team, you need to be respectful of their time. Meetings that run over or spend too much time on miniscule details will frustrate a do-er. It can be helpful for your do-ers to have an agenda which highlights where you want to spend more time. That way they are not anxious that the meeting will run over when you spend time on a particular point. Thinker The thinker likes to consume information and consider the little details. They may seem silent and not really engaged when you talk to them, but they’re processing the information. You’ll be able to recognize a thinker, because their office looks a little like this: It is very neat and tidy with everything not currently in use filed away. If they have pictures on their desk, they will be facing the person sitting at the desk. How to Communicate with a Thinker A thinker will respond well to receiving a breakdown of the data points and the how of what you are doing. They will appreciate you making time to answer the questions they have, and they will often bring things you haven’t considered to your attention. When you’re communicating with donors who are thinkers, they will value information about your process and how their donation will be spent. They’ll like the brochure or PDF that gives them more information about what you do. When you’re communicating with thinkers on your team, they’ll want to go through the budgets line by line. However, they need time to process and digest, so they are unlikely to speak up in the meeting unless called on. Sensor The sensor wants to feel like you value them as a person. They want to spend time on personal talk or small talk before you get to business. You’ll be able to identify a sensor because their office looks like this: Their office will be full of personal items and conversation starters. For example, they might have a giant fish on the wall or items from their latest trip overseas. Their office is also likely to have a couch or coffee table, and they’ll prefer to sit there to talk to people rather than at their desk. Communicating with a Sensor Making time for small talk and personal talk is important to a sensor. You can’t get down to business right away, which can cause friction with a do-er. When communicating with a donor who is a sensor, it can help to send two people, one of them being a fellow sensor. They will be able to provide the donor with a personal connection while the other person keeps things on track. When communicating with sensors on your team, it is important not to forget that personal chat. They want you to ask about their family or their weekend before you jump into business. In meetings, you’ll need to set expectations around sharing to keep things on track. Intuitor The final communication style is the intuitor. They think about the big picture and will want to know the full context behind what you are doing. You’ll be able to spot an intuitor because their desk looks a little like this: The intuitor may not even have a chair because they often ascribe to the idea of managing by walking around. They’ll have reference materials in their office, not as conversation starters but as a way to understand the big picture.
Communicating with an Intuitor An intuitor will want to understand the full context. They’ll have questions about your vision for the future. They’ll want to know the impact on the environment and the local community. When communicating with an intuitor donor, you’ll need to be prepared for questions that seem out of left field. They’ll enjoy the backstory of what your organization has done in the past and what your plans are for the future. They’ll appreciate the smaller details, like how you’re minimizing your carbon footprint or how you’re empowering disadvantaged groups in the community. When communicating with an intuitor on your team, remember that they can be assets if you let them be. Because an intuitor seeks to understand the bigger picture, they’ll be aware of what is happening in different departments; they’ll be incredibly knowledgeable about related industries and events. They’ll be passionate about environmental initiatives and how you can make your non-profit more sustainable. Which communication style sounds like you? Take the test to find your communication style. HGAFundraising’s Jason Ledlow, Trevor Nelson, and Randall Lee discuss how knowing the communication styles can build stronger relationships with your donors and teams. Listen to Episode 112 of the HGAFundraising webinar to learn about the 4 communication styles and tips on how to communicate effectively with each one. Watch on YouTube Listen on Apple Listen on Spotify |
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