The Turn-Around Factor in Business Communication: 7 Ways to Make Your Point

The onslaught of information and messages in our fast-paced culture is creating roadblocks in workplace communication. People cannot process all that data and in self-defense, they increasingly tune out more than they take in.

As a communications consultant in New York City, I have found the solution is to move from the language of left-brain, data-filled business-speak to the right-brain language of imagery—the essence of metaphors. No one should lead, sell, or influence others without a command of metaphors. Metaphors and analogies, long the favorite communication tools of advertisers, create instantly grasped mental pictures in listeners’ minds. They connect people in an immediate way and blaze open a path to engagement, acceptance, and action.

To make an impact in high stakes conversations, the best speakers use visual language. Those who aspire to be most effective need to be “Metaphorians:” metaphor-makers who can turn arguments and information into vivid verbal images.

Strategically used, metaphors help people across the board in business to make their point. 1. For Sales professionals, metaphors can increase revenues by building value with prospects to close more sales.

2. For CEOs and Leaders, metaphors can enhance their vision for change with key constituencies or help gain support from Wall Street, employees, and the public.

3. For Senior Managers metaphors can overcome pushback by neutralizing internal “naysayers” and move projects along successfully.

4. For Technical professionals, metaphors can reduce frustration and confusion by simplifying complexity for non-technical audiences to win support for change.

5. For Operations Managers, metaphors can save time by conveying a message more persuasively to get recommendations implemented more quickly.

6. For Managers, metaphors can handle sensitive working relationships when delivering difficult feedback to improve a subordinate’s performance.

7. For Marketers and Entrepreneurs, metaphors can provide a competitive edge and bring clarity, relevance and differentiation to products, companies and themselves.

To paraphrase Mark Twain, “The difference between the right words and the wrong words is the difference between lightning and a lightning bug.” Nothing surpasses Twain’s lightning effect in communication like a vivid metaphor.

Anne Miller works with leading corporate professionals who want to sell, influence, or persuade others in order to increase business, visibility, and commitment to a cause. She is a popular speaker, seminar leader, coach, and the author of several books on sales and presentations. Visit www.annemiller.com.