Monday, October 12, 2015

Create messages that inspire, persuade, or entertain




    Our social worlds are made in between two faces of the communication process: coordinating actions and managing meaning. Every conversation has an afterlife no matter what our intention is. “Looking backward in time, we can see that what was said or done in specific moments prefigured the realities in which we live today” (Pearce, 2007). Consider for a moment how Facebook and Timehop deliver posts that are from the past to remind ourselves of what we said or did one to five years ago. These conversations can now be re-shared with our community with a click of a button. Many of these conversations were not created to be recycled, but advanced algorithms have changed how we view information on the Internet and how it is consumed.

    “Critical moments occur whenever people make meaning and coordinate actions with each other” (Pearson, 2007). The CMM theory instructs one to take advantage of every opportunity and strive to understand the context in which one communicates. This process of relationship building comes from meaningful communication and making the most of each conversation. By asking the relevant questions such as “What are we offering together?”, “How are we supporting it?”, and “How can we make what you currently provide better?” we help to shape our social world with crucial conversations. If we take the dialog approach, it helps to “resist the temptation to force “their” answers into “our” preconceived templates, and we are better able to hear them” (Pearce, 2007). 

     In the beginning, social media was more about self-promotion with likes and fans to strength a specific brand. Now social media is more of a place to share information. It should be our goal to create messages that inspire, persuade, or entertain. (Nelson, 2004, pg 58).   This will help us to create a message that our target audience will relate to in some way rather than posting spam invites, which is what is prevalent in social media posts from churches. “CMM envisions persons as engaging in proactive and reactive actions intended to call into being conjoint performances of patterns of communication that they want and precluding the performance of that which they dislike or fear”(Pearce and Pearce, 2000). This concept can be very difficult to embrace as we all bring hidden agendas and personal bias to interpersonal communication rather than connecting with our audience and creating relationships or community on social media. 

     “Head matters are rarely enough to ignite our hearts. “Receivers of our messages want to know if we believe what we are sharing on social media” (Nelson, 2004, p. 90). Passion drives trust of those who read our messages.  Social media is a place for churches to show that they are doing what they say they are doing and sharing real life examples to an audience who is looking for the real and not the superficial.

    I think it is interesting to consider the idea of a relationship as it pertains to how we view our audience. Buber looked at relationships in two ways—I-It versus I-Thou. “In I-It relationships we treat the other person as a thing to be used, an object to be manipulated. Without dialog and exchange, an I-It relationship lacks mutuality” (Griffin, 2012, p. 241). The goal is always to connect with those whom we are reaching with social media. In 1 Corinthians 9:19-27 Paul talks about changing how we prefer to communicate, so he reaches his audience. This is critical to consider when creating social media messages. You need to be writing messages that are intentionally designed to resonate with your target audience.


References:
Griffin, E. (2012) A first look at communication theory. (8th ed.). New York:

NY.McGraw Hill Publishing.

Nelson, A. E. (2004). Creating messages that connect: 10 secrets of effective

communicators. Loveland, CO: Group Pub.

Pearce, W. Barnett and Pearce, Kimberly A. (2004) Taking a communication perspective

on dialog, Dialog: theorizing differences in communication studies,

California: Sage Publications, Inc.

Taking the pressure out of sales



      Have you ever tried to convince someone of something that they did not believe in? It is not an easy task for even the best sales people. I have been told that I can sell ice to Eskimos on several occasions, but it was not because I changed the other person’s mind about anything. I simply stepped outside of my sales role and sought to address an issue together with the person on the other end of the phone.
    Jeffrey Gitomer is regarded as an expert in sales and holds conferences nationally talking about relationship and sales. He states that: “The difference between success and mediocrity is philosophy” (Gitomer, 2005, p. 12). I think what he is getting at is that you need to understand who you are selling to before you can make a sale.  This aligns with the theory known as Coordinated Management of Meaning (CMM) because through coordinated meaning both sides of a sale have an understanding that makes sense to them through their conversations.

    “Pearce and Cronen present CMM as a practical theory crafted to help make life better for real people in a real world” (Griffin, 2012 p. 67). A city manager (in press) eloquently described this idea as a desired form of communication. “The “light bulb” moment for me came when I realized that this project was not about changing people’s minds, but that it was about giving people a way to talk about tough issues” (Pearce & Pearce, 2000). I saw this idea in motion on a daily basis as I discussed the pressing issues of society with public library directors. I have heard what they view to be the tough issues and discussed with them how they can help put the right information in their library to most effectively meet the needs of their patrons.

    “Barnett Pearce and Vernon Cronen (2007) believe that communication is the process by which we collectively create the events and objects of our social worlds. (CMM), states with assertion that persons-in-conversations co-construct their own social realities and are simultaneously shaped by the worlds they create” (Griffin, 2012 p. 67).


    I believe this to be true as I have taken part in many conversations as a sales person where a customer has become a friend and our communications are consumed with what we agree on and what we have identified as our goals. Pearce (2007) states that “CCM is a theory that sees ‘communication as a generative: a way of doing things and making things, not just talking about them’” (p. xiv).

    By viewing a sales professional’s communication with potential customers through the eyes of the CMM theory, the outcome of the communication is less focused on the outcomes and more on the relationship. In other words, it is not business as usual, but a time to build a relationship that shares ideas and calls into being a better social world with each client.

References
Anderson, R. E., & Huang, W. (2006). Empowering Salespeople: Personal, Managerial,
and Organizational Perspectives. Psychology & Marketing, 23(2), 139-159.
doi:10.1002/mar.20104

Cronen, V.E., Pearce, W. B., & Xi, C. (1990). The meaning of “meaning” in the
CMM analysis of communication: A comparison of two traditions. Research on  
Language and Social Interaction, 23, 1-40.

Gitomer, J. (2005). Little red book of sales: 12.5 principles of sales greatness, Austin:
Brad Press

Griffin, E. (2012) A first look at communication theory. (8th ed.). New York:
NY.McGraw Hill Publishing.

Muehlhoff, T., & Lewis, T. (2010). Authentic communication: Christian
Speech Engaging Culture. Downers Grove, IL: InterVarsity Press.


Pearce, W. (1989). Communication and the human condition. Il.: Southern Illinois
University Press.

Pearce, W. (2007). Making social worlds: A communication perspective. MA.: Blackwell
Publishing.

Pearce, W. Barnett and Pearce, Kimberly A. (2004) Taking a communication perspective
on dialogue, Dialogue: theorizing differences in communication studies,
California: Sage Publications, Inc.

Pearce, W., & Pearce, K. A. (2000). Extending the Theory of the Coordinated
Management of Meaning (CMM) Through a Community Dialogue
Process. Communication Theory (10503293), 10(4), 405.

Ziglar, Z. (2003). Selling 101: what every successful sales professional needs to know,
Nashville: Thomas Nelson Publishers