Uncommunicative Communication Study
That’s a mouthful isn’t it? Along my journey the last few months, I have read literally thousands of job postings, RFPs and resumes. In virtually every single one of those I have seen the word “communication” in some fashion; as a requirement, a skill, or a specialty. The incredibly ironic aspect that I’m drawing focus to, is that my experience ends at that…words. The action of communication is completely absent.
Whichever definition you wish to look at for ‘communication’, it involves 2+ entities; two people, two companies, two groups, etc.. In my Rejection Therapy study, I composed and sent/delivered countless messages both verbal (voicemails), emails, LinkedIn messages, and in person meetings. I stopped counting after 1,500, and quite frankly I’d probably be very frustrated if I kept counting beyond that, but needless to say it’s well past 2,000. My findings were as follows (based on the 1,500 counted):
Less than 2% of recipients acknowledged receipt within one business week.
100% of the responses received contained an ‘invitation’ to continue the dialogue in some fashion.
100% of these responses received a response in return form me within 24 hours.
Less than 1% of my responses received a response or continued in an exchange of communication.
A 2nd follow-up was sent 7 days post first message, with less than 5% of those contacted with a 2nd follow-up responded.
100% of the responses from these 5% who responded to the 2nd follow-up message had a variation of an “I’m sorry I was busy” response.
A 3rd follow-up was sent 7 days following the 2nd follow-up message; with 0% of people acknowledging or responding to this 3rd follow-up.
A 4th follow-up was crafted and delivered (a telephone call); with 0% of recipients acknowledging or responding to the voice message.
Every (100%) of rejections that I have received, I have had to pursue myself in order to obtain feedback and attempt to improve on my next attempt.
Further conclusions:
People ignore or avoid delivering ‘bad’ news or a ‘no’ message.
Busy-itis affects a large proportion of our recipients to the point that they accept their complete lack of response to an existing relationship as acceptable business practice.
Because I have seen so many claims to ‘proficiency in communication’ on resumes, profiles, etc. I begin to question so many things about the profile, as communication is not
We’re seeing a rise in extreme negativity in communications (shock factor) as an attempt to stand out in the otherwise dead air.
Let me remind you that these were not spamming messages that I crafted. They were all personalized messages in response to a specific request. The messages all individually crafted specifically with added value, requirements delivered, and questions to engage. They all varied in length, some detailed, some brief.
I realize that I’ve thrown out many ‘problems’ or gaps in communication with very little to no constructive manner in which to address the gaps other than to be persistently positive. As sales professionals, one must keep going. When you’re growing a portfolio it will result in many absences of response and the occasional direct ‘no’ (which in all honesty is easier to manage than no response).
We do live in a world in which everyone has been gifted a voice. I can choose to be harsh and negative about the manner in which I have been ignored in the business world and the lack of communication from ‘good communicators’. I can fall victim to the rejection and allow myself to become bitter and leverage shock tactics and tap into the insecurities of you and I to rally influence.
Instead I choose to share my experiences in hopes that someone may provide some (any for that matter) insights for me to improve and grow from. I share in hopes that someone may gain inspiration from my rejection therapy and uncommunicative communication study. I share in an attempt to receive communication in return. I choose to persist and keep moving forward toward my goals because that’s how I’ve grown a $23M portfolio into $150M. I chose to lead and set an example of what I believe and practice as communication, so I dare you to test my skills, in fact I welcome it!
I choose to be vulnerable and use the voice that I have been gifted for the positive in a very ‘busy’ and superficial world filled with the search for instant gratification, leaving everything else ignored. Will you join me?
