Getting your message to Stick
One of the issues facing the EHS professional is how to get their message out to the key individuals who can make things happen with budgets, time and authority. As with advertizing, political slogans, campaigns for charities, etc., why do some messages take on a life of their own while others fall flat and are quickly forgotten. Those whose “message” is heard and accepted have the advantage over competing messages.
A book I have recently come across, “Made to Stick” by Chip and Dan Health, provides interesting information on what it takes to have your message stick. Their research and work has been highlighted in a number of publications and offers templates that can be followed in the quest for getting a message to stick.
How do you make your message “stick.” Stick? An example, complete the sentence “Don’t squeeze the ______”. This ad hasn’t been shown in years yet many of us can easily fill in the word “Charmin”. How about “Safety _____”? Most of us will quickly input “First” into the message – and much discussion has ensued over that very sticky message. Is safety a value or is it first in “priority” and can shift in importance?
You are competing for the attention of managers, supervisors and employees in the midst of their being inundated with messages from other parts of the organization – HR, Security, Quality Control, Production, Facilities, etc., etc. The theme I have routinely heard, from many companies is that the safety program takes up too much time, is not relevant, and change isn’t needed. How do we cut through the obstacles whether real or imagined?
The authors discuss six principles of sticky ideas:
1. Simplicity – What is your core message? When meeting with managers, etc., your objective is to briefly present your key point on the status of the safety process. The message is critical. You must make a positive impression even if the picture you must present is negative. Much been written that one should not bring problems to management, only solutions. This is not the time to launch into a diatribe about how bad things may be, quote detailed regulations or imply management has screwed up. Cull back on the number of items you want to present – which of all the things you want to communicate is the main theme, the critical item? Hone in on the core message you want to convey.
2. Unexpectedness – You have a very brief time to present your message. How can you clearly structure your message in a way that is unique, creative. How can you get beyond the PowerPoint slides or spreadsheet? How can you engage your audience’s curiosity and interest in the message?A great presentation to a group of safety professionals by Shane Jenkins at the Georgia DOL EHS Conference last week made the science of flammable liquids literally come alive with his demonstrations – nothing like having the speaker ignite various vapors when you’re 5 feet away!.
3. Concreteness – Use the “elevator test”, use bullets, short clear statements. What “concrete” images can you use to get your idea across? Regulations can be abstract, hard for the audience to understand. While quoting the full regulation may be a pleasure to you, your audience may better remember a demonstration, role play or activity. Shane made flammable liquids safety very concrete at his session…
4. Credibility - When presenting at a managers’ meetings, you are being observed, tested whether you want it or not. How you present your objectives and goals, how you appear as a team player, how you dress and appear are all in the open. You are being viewed as a possible leader, a go to person, someone who can get the job done or merely someone who will be tolerated to keep the regulators away and be allowed to only do the minimum to meet expectations. What you convey must be credible.
5. Emotional – Can you find examples that can bring emotion to your message? Stories of injury, damage or loss that can connect with managers and employees. If you have completed a solid loss assessment, just showing the data is not enough. What appeals to your audience? Self interest? Learning? Belonging?
6. Stories - The authors write that stories provide essential details that people can link to and buy into. Stories stick. What is your story? Their research has three types of plots that represent the majority of story plots – Challenge, Connection and Creativity. You need to look for examples of these plots and recognize them within the company. Is your program a challenge that you must get the company to accept? Do you need to connect the people to the needs of the program? Are you needing employee and management creativity injected into the program?
All the various disciplines involved in an organization believe that their message is “the” message. Working with them as part of the team is essential. Using the Heath’s ideas to get their and management’s buy-in to your process may give you the edge needed for success.
I’m going to incorporate their concepts into my mental models.
Day 21 – Find a way to get your message out – get sticky
Nathan Crutchfield
n_crutch@comcast.net
www.crutchfieldconsulting.com
