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Greetings!!

Greetings!!. Greetings!!. The Bridge Method for Establishing Rapport  by Improving Communication skills The Salvation Army Central Territory CRD Conference Facilitated by Bob Gregg, MA, CFRE Principal, The Bridge. The Bridge Method for Establishing Rapport  by

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Greetings!!

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  1. Greetings!! Greetings!! The Bridge Method for Establishing Rapport by Improving Communication skills The Salvation Army Central Territory CRD Conference Facilitated by Bob Gregg, MA, CFRE Principal, The Bridge The Bridge Method for Establishing Rapport by Improving Communication skills Together we succeed! Facilitated by Bob Gregg, MA, CFRE Principal, The Bridge

  2. Drive to Accomplish In-Charge Quick Decisions Supervise Control Resources Mobilize Remove Obstacles Execute Take Rapid Action and Get Results Mentor Get an Achievable Result

  3. In-Charge • What fits me? • People I know… • Implications for a major gift conversation …

  4. Drive to Anticipate Chart-the-Course Course of Action and Points of Reference Movement and Progress Keep On Track Get a Desired Result Plan Conceptualize Analyze Foresee/Illuminate Deliberate Decisions

  5. Chart-The-Course DRIVE Pressing need to anticipate

  6. Chart-the-Course • What fits me? • People I know… • Implications for a major gift conversation …

  7. Drive to Involve and Be Involved Move the Group to Action Get-Things-Going Focus on interaction Make Things Easy Share Insights Discover Explore Get an Embraced Result Facilitate the Process Consensual Decisions

  8. Get-Things-Going • What fits me? • People I know… • Implications for a major gift conversation …

  9. Get the Best Result Possible Drive to Integrate Behind-the-Scenes Understand and Work with the Process Support Define Reconcile Many Inputs Produce Work Toward the Wanted or Needed Outcome Clarify Consultative Decisions

  10. Behind-the-Scenes • What fits me? • People I know… • Implications for a major gift conversation …

  11. Directing Communication Informing Task/time focus Give structure, direct Tell, ask, direct, urge Process/motivation focus Evoke, draw forth, inspire, seek input Inform, explain, describe, inquire

  12. Directing • Uses a more forceful tone of voice to communicate urgency • Often includes more straightforward statements • Can imply a one-up/one-down relationship, yet the focus may be merely on getting the task done • Can seem either brusque or polite and friendly • Is characterized by moving forward, being definite, setting boundaries • Informing • Uses a more tentative toneof voice to invite agreement or buy-in • Often more subtle statements • Can imply a like-for-like, egalitarian relationship, yet may seem manipulative • Can seem either seem wimpy or self-confident and engaging • Is characterized by flowing, being open, eliciting “Directiveness” For timely task accomplishment Blended For desired results “Informativeness” For buy-in “I was wondering when you would be interested in donating.” “Please donate now.” “Now is a good time to make a donation. Would you like to look at the program?” “We have a very solid program worth reviewing.” “Donate now.” Neutral Directing - Informing Communications

  13. Do I want to respond? Hi, my name is . . . Role Dynamics Initiating Responding Focus: External Intent: Reach out, interact Animated, active, fast pace, expressive gestures Focus: Internal Intent: Reach in, reflect Quiet, slow pace, patient, contained gestures

  14. Initiating • Initiating interactions • Talkative • Eye contact • Expressive, animated gestures • Enthusiastic tone of voice • Fast paced • Socializing, fills the quiet space with social conversation • Asks questions assertively • Speak and act first and reflect later • Responding • Waiting to see what the other person is like • Quiet; responding and reflecting • Thinking before commenting • Contemplate and more solitary • Contained, quiet gestures • Calm tone of voice • Communicating at a more moderate pace • Minimal socializing, very little ‘small talk’ • Asks questions with gentle probing “Initiating” For getting the conversation started Neutral For desired results “Responding” For listening and pickup up clues Open, relaxed Some gestures Quiet, calm Very few gestures Very expressive Talkative Neutral Initiating—Responding Roles

  15. Interaction Styles-Roles/Communication Responding Role Behind-the- Scenes In-Charge Initiating Role Get-Things- Going Chart-the-Course DirectingCommunications Informing Communications

  16. Interaction Styles – Aim, Drive, Result R E S P O N D I N G D I R E C T I N G I N F O R M I N G I N I T I A T I N G

  17. Where/How to use this information • Donors • Volunteers • Your team • Your family • In meetings

  18. Where do you go from here? Note your own preferences Observe the preferences others are using Value others’ preferences Shift to meet others’ perspective

  19. To further your learning … Order your copy at: www.amazon.com Or … Contact Bob Gregg to schedule a workshop for your team or department via email at bob@thebridge.pro or by phone at 714-883.9002

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