Getting people on board with our ideas, strategies, or plans is a common challenge. We want to be heard.
If you’re like me, you’ve thought, “The plan was clear in my head, but no one gets what I’m saying.” Sometimes, the message misses the mark and produces the opposite of the intended outcome: confusion and frustration.
So what can we do about it?
Why This Happens
Humans are wired to conserve energy and make quick decisions. We interpret information through mental frames shaped by our experiences, beliefs, and emotions. These frames influence how we understand the world.
When two people hear the same message but interpret it differently, the issue isn’t the message itself. It’s the lens through which each person is viewing it.
To communicate, we must align these frames to build shared understanding.
A Simple 4-Step Framework for Communicating Key Messages
What
Present the facts or idea clearly so everyone knows the topic.
Why
Explain the significance and why it matters to them.
How
Outline the process or plan.
So What
Highlight the implications, impact, or value.
Here’s how it works:
Step 1: What – Present the Facts or Idea Clearly
What are we talking about?
Objective: Set the scene so everyone is on the same page. Even if you’ve discussed the topic before, restating it aligns understanding.
Walking through a quick agenda at the start of a meeting helps reduce interruptions and manages expectations for everyone in the room.
Example:
Step 2: Why – Explain the Context and Importance
Why is this important?
Objective: Anchor your message in relevance. Help people understand why it matters: the risks of inaction and the benefits of action.
A strong “why” triggers focus by activating emotional responses: concern or motivation.
Example:
Step 3: How – Identify the Path Forward
How can we make a shift together?
Objective: Offer a clear way forward. Too much complexity stalls action, so keep it focused. Offering options gives your audience a sense of control.
Example:
Step 4: So What – Highlight the Outcomes
What happens if we get this right?
Objective: Paint a picture of success. Show what’s possible.
Example:
What Next?
For complex topics, you may need to cycle through this process more than once. Next time you’re pitching an idea, map it out using this framework:
- Write out each step.
- Test your message with someone who’ll give you honest feedback.
- Refine it, then give it a try.
It might feel awkward, but practice works.
If you’re looking for a flexible online training solution to build the capability of your leaders and team, send us a message or get in touch with me at anthony@tenaxiti.com.au.
