Listening to Young Adults Listening to Young Adults EYA Learning - - PowerPoint PPT Presentation
Listening to Young Adults Listening to Young Adults EYA Learning Day 1 EYA Learning Day 1 Pastor Gabby Cudjoe Wilkes Pastor Gabby Cudjoe Wilkes Founding Co Founding Co-Lead Pastor: Double Lead Pastor: Double Love Experience Church &
Pastor Gabby Cudjoe Wilkes Pastor Gabby Cudjoe Wilkes Founding Co Founding Co-Lead Pastor: Double Lead Pastor: Double Love Experience Church & Senior Love Experience Church & Senior Brand Strategist Brand Strategist _____________________ _____________________ August 28, 2019 August 28, 2019
Listening to gather data.
Listening to find best practices.
Listening to assess trends.
Listening to assign value to data you have already heard.
Listening to find a leading case study.
Listening to present what one has heard.
Listening to what is shared.
Paying attention to why it’s shared.
Listening in a way that preserves awe.
Listening in a way that doesn’t pre-assume categories or endings. assume categories or endings.
Not assuming you know how this story ends.
Being attentive to the vulnerability or the walls that the speaker gives/puts up. gives/puts up.
“Once upon a time, human beings strove not to be authentic —at least not in public. Self-control was predicated on the idea that our most authentic selves had to be
“Thanks to the ubiquity of social media, however, those who withhold their true emotions are now seen as inauthentic.” __________________________________________ “To act authentically is to open yourself up to criticism, to put yourself on display as an easy target. Ironically, as more social media channels emerge in which to expose
The Millennials: Connecting to America’s Largest Generation By Father & Son Duo Thom & Jess Rainer
Millennials desire greatness, but define it differently from previous
greatness, but they are useful towards a greater end, not an end to greatness, but they are useful towards a greater end, not an end to themselves. themselves.
A job is a means to an end, to support a bigger goal. “There’s more to life than this job”...unwilling to obtain success at any costs. More aware of than this job”...unwilling to obtain success at any costs. More aware of personal detriment a work personal detriment a work -a-holic culture can induce. The Millennial’s holic culture can induce. The Millennial’s desire for success is tempered by their desire to make a significant desire for success is tempered by their desire to make a significant contribution in their lifetime. contribution in their lifetime. 1.FAMILY | 2. FRIENDS | 3. EDUCATION | 4. CAREER/JOB | 5. 1.FAMILY | 2. FRIENDS | 3. EDUCATION | 4. CAREER/JOB | 5. SPOUSE/PARTNER / 6. SPIRITUAL MATTERS | 7. FINANCES | 8. SPOUSE/PARTNER / 6. SPIRITUAL MATTERS | 7. FINANCES | 8. HAPPINESS | 9. RAISING KIDS | 10. HEALTH HAPPINESS | 9. RAISING KIDS | 10. HEALTH
The world is smaller to millennials, because there is no place that they cannot access, due to technology. As a result, this generation is the most cannot access, due to technology. As a result, this generation is the most well well -traveled, with the most connectivity across state and nationwide traveled, with the most connectivity across state and nationwide borders. borders.
¾ millennials say they are spiritual not religious.
Millennial Christians will reject churches that tend to view the community as little more than a population pool from which growth in community as little more than a population pool from which growth in attendance & budget can come. But they’ll embrace churches that teach attendance & budget can come. But they’ll embrace churches that teach members to love the community. members to love the community. 1.FAMILY | 2. FRIENDS | 3. EDUCATION | 4. CAREER/JOB | 5. 1.FAMILY | 2. FRIENDS | 3. EDUCATION | 4. CAREER/JOB | 5. SPOUSE/PARTNER / 6. SPIRITUAL MATTERS | 7. FINANCES | 8. SPOUSE/PARTNER / 6. SPIRITUAL MATTERS | 7. FINANCES | 8. HAPPINESS | 9. RAISING KIDS | 10. HEALTH HAPPINESS | 9. RAISING KIDS | 10. HEALTH
The church’s challenge is not overcoming an adversarial attitude from
Millennials indifference to the church is that they don’t see churches as having significant impact on the world. having significant impact on the world.
According to Dr. Brianna Parker: “churches assume that they are the
church on rooftops over brunch, after workouts, discussing life’s issues, church on rooftops over brunch, after workouts, discussing life’s issues, civic engagement, and theological reflection without the forced civic engagement, and theological reflection without the forced assimilation of the traditional church.” assimilation of the traditional church.” 1.FAMILY | 2. FRIENDS | 3. EDUCATION | 4. CAREER/JOB | 5. 1.FAMILY | 2. FRIENDS | 3. EDUCATION | 4. CAREER/JOB | 5. SPOUSE/PARTNER / 6. SPIRITUAL MATTERS | 7. FINANCES | 8. SPOUSE/PARTNER / 6. SPIRITUAL MATTERS | 7. FINANCES | 8. HAPPINESS | 9. RAISING KIDS | 10. HEALTH HAPPINESS | 9. RAISING KIDS | 10. HEALTH
By Jeff Hough Standard Journal 2018
IT BOILS DOWN TO FEAR IT BOILS DOWN TO FEAR
Fear of acceptance, ridicule or of being Fear of acceptance, ridicule or of being pigeonholed into an uncomfortable role. pigeonholed into an uncomfortable role. Everyone has a mental view of how they Everyone has a mental view of how they would like to be perceived and sometimes would like to be perceived and sometimes authenticity gets in the way of that view. authenticity gets in the way of that view. One can’t help but wonder if society really One can’t help but wonder if society really wants authenticity. wants authenticity. Being authentic takes courage. It is terrifying Being authentic takes courage. It is terrifying to admit one doesn’t have all the answers or is to admit one doesn’t have all the answers or is unsure of a course of action. Yet if one can unsure of a course of action. Yet if one can withstand the criticism, they will be stronger withstand the criticism, they will be stronger in the long run. in the long run.
in 2018...
63% of consumers would prefer to do business with a brand they view do business with a brand they view as more authentic than its as more authentic than its competitors. competitors.
When people feel psychologically safe to reveal their identities and safe to reveal their identities and values at work, they are more values at work, they are more engaged and effective. In contrast, engaged and effective. In contrast, covering one’s identity and values covering one’s identity and values results in a high level of physical results in a high level of physical and emotional stress and the loss and emotional stress and the loss
a thought experiment...
There is a difference between influencing There is a difference between influencing people and manipulating people... people and manipulating people... Authenticity is not just about relaying Authenticity is not just about relaying information, but being authentic allows information, but being authentic allows you to bring your full slate of emotions to you to bring your full slate of emotions to the moment. the moment. Believable stories, that are not your own, Believable stories, that are not your own, do not share the same capacity. do not share the same capacity.
POINT #2: Share Positives and Negatives POINT #2: Share Positives and Negatives Sharing an opposing viewpoint or two is more persuasive Sharing an opposing viewpoint or two is more persuasive than sticking solely to your argument. Very few ideas or than sticking solely to your argument. Very few ideas or proposals are perfect. Your audience knows that; they know proposals are perfect. Your audience knows that; they know there are other perspectives and potential outcomes. So there are other perspectives and potential outcomes. So meet them head on. Talk about the things they're already meet them head on. Talk about the things they're already
will mitigate or overcome those problems will mitigate or overcome those problems
POINT #3: Be Inquisitive POINT #3: Be Inquisitive It's like the old story of the wind and the sun arguing over It's like the old story of the wind and the sun arguing over who could get a man's coat off. The wind blew and blew, but who could get a man's coat off. The wind blew and blew, but the man just wrapped the coat tighter. After the wind failed the man just wrapped the coat tighter. After the wind failed to blow the coat off, the sun simply shone and the man took to blow the coat off, the sun simply shone and the man took it off by himself. The best way to influence someone is to it off by himself. The best way to influence someone is to align what you want with what they want, which means you align what you want with what they want, which means you have to start by understanding what they want. have to start by understanding what they want.
POINT #4: Find a Reason POINT #4: Find a Reason The best way to be persuasive is to be able to answer this The best way to be persuasive is to be able to answer this question: What's in it for THEM? When you ask someone to question: What's in it for THEM? When you ask someone to do something, you've got to also give that person a reason do something, you've got to also give that person a reason for doing it that's in their own best interest. for doing it that's in their own best interest.
POINT #5: Take yourself out of the equation POINT #5: Take yourself out of the equation If you go in desperate, your proposal won't fly. You must If you go in desperate, your proposal won't fly. You must first take yourself out of the equation: how and why is this first take yourself out of the equation: how and why is this decision beneficial to the other party? What about the decision beneficial to the other party? What about the people they care about: their team, family, or customers? people they care about: their team, family, or customers? Your idea or offer has to be better than the other options Your idea or offer has to be better than the other options available to them. If it's not, go back to the drawing board, available to them. If it's not, go back to the drawing board, don't exaggerate the value, promise unrealistic deadlines, or don't exaggerate the value, promise unrealistic deadlines, or do anything else to jeopardize your integrity and reputation. do anything else to jeopardize your integrity and reputation.
POINT #6: Be Helpful POINT #6: Be Helpful The true secret to being persuasive is to simply be helpful. The true secret to being persuasive is to simply be helpful. The ultimate goal of persuasion is to have the power to The ultimate goal of persuasion is to have the power to influence others. Providing knowledge and connections influence others. Providing knowledge and connections freely makes you a go freely makes you a go
to resource. If others seek you out to solve their problems through your network and knowledge, solve their problems through your network and knowledge, you are in the perfect place to persuade them and convince you are in the perfect place to persuade them and convince them that you or your company is the solution to their them that you or your company is the solution to their problem. problem.
POINT #7: Remove the Pressure POINT #7: Remove the Pressure This is one of the most important tips on this list, but for This is one of the most important tips on this list, but for many, it’s the hardest. Pressure can cause you to make many, it’s the hardest. Pressure can cause you to make
rather than taking the time to get to know your prospect. In rather than taking the time to get to know your prospect. In the end, this will cause you to lose more than you win. It the end, this will cause you to lose more than you win. It requires you to change your mindset. Instead of believing requires you to change your mindset. Instead of believing that you absolutely must get this sale right now, understand that you absolutely must get this sale right now, understand that in the end, it’s more effective to work your sales process that in the end, it’s more effective to work your sales process until it’s time to close. until it’s time to close.
POINT #8: Take Your Time POINT #8: Take Your Time One of the biggest mistakes that people make is rushing One of the biggest mistakes that people make is rushing straight to the sales pitch. It’s like asking someone to marry straight to the sales pitch. It’s like asking someone to marry after the first date! after the first date! Introduction Introduction : What’s your elevator pitch? : What’s your elevator pitch? Needs Discovery: Needs Discovery: What do they need? What are their What do they need? What are their pain points? How can you help? pain points? How can you help? Solution Solution: This where you present your solution. : This where you present your solution.
POINT #9: Let Your Prospect Do the Talking POINT #9: Let Your Prospect Do the Talking The best way to get your prospects talking is to ask great The best way to get your prospects talking is to ask great
Good open Good open-ended questions will encourage your prospect to ended questions will encourage your prospect to
will be much easier to earn their trust. The more they talk, will be much easier to earn their trust. The more they talk, the deeper the connection you’re able to build with them. the deeper the connection you’re able to build with them.
POINT #10: Make Your Prospect Feel Comfortable POINT #10: Make Your Prospect Feel Comfortable Being aggressive will make your prospects feel nervous and Being aggressive will make your prospects feel nervous and tense, which is why it’s so ineffective. One of the easy ways tense, which is why it’s so ineffective. One of the easy ways to sell and get your prospect to feel comfortable with you is to sell and get your prospect to feel comfortable with you is to smile and relax when you’re interacting. Use humor to get to smile and relax when you’re interacting. Use humor to get them in a better mood. When you show that you’re them in a better mood. When you show that you’re comfortable and relaxed, your prospect will feel the same comfortable and relaxed, your prospect will feel the same
you won’t have to worry about pushing them to buy. you won’t have to worry about pushing them to buy.
POINT #11: Focus On Their Problems, Not Your Product POINT #11: Focus On Their Problems, Not Your Product Don’t send the message that you see the prospect as nothing Don’t send the message that you see the prospect as nothing more than a dollar sign. Be careful not to go on and on about more than a dollar sign. Be careful not to go on and on about your product without addressing what your prospect really your product without addressing what your prospect really
time and get your prospects to talk. Find out what their time and get your prospects to talk. Find out what their problems are and figure out ways to solve them. You want to problems are and figure out ways to solve them. You want to become a partner and a consultant to your prospect. Not just become a partner and a consultant to your prospect. Not just someone who wants to sell them something. This approach can someone who wants to sell them something. This approach can take more time, but it’s more effective in the long run. take more time, but it’s more effective in the long run.
POINT #12: Focus on what they need, not what you want. POINT #12: Focus on what they need, not what you want. If you are driven by quotas and your own bottom line, you will If you are driven by quotas and your own bottom line, you will not be successful. The most effective salesperson takes the time not be successful. The most effective salesperson takes the time to build a relationship with each and every prospect, discovering to build a relationship with each and every prospect, discovering the challenges that he or she faces, and then crafting solutions the challenges that he or she faces, and then crafting solutions with products or services that meet those needs. You may not with products or services that meet those needs. You may not sell as much at first as you would being pushy (at least not the sell as much at first as you would being pushy (at least not the first time), but what you will do is build customer loyalty that first time), but what you will do is build customer loyalty that results in many more sales over the long term. results in many more sales over the long term.
POINT #13: Tell stories. POINT #13: Tell stories. When presenting a solution, one of the best things you can When presenting a solution, one of the best things you can do is tell stories that the prospect can relate to that draws do is tell stories that the prospect can relate to that draws similarities to their situation. Talk about another person similarities to their situation. Talk about another person who had a similar situation (this is one of the place your who had a similar situation (this is one of the place your research pays off!) and how your product or service helped research pays off!) and how your product or service helped resolve that situation. The phrase “facts tell, stories sell” is resolve that situation. The phrase “facts tell, stories sell” is quite true, because it helps people to imagine how what you quite true, because it helps people to imagine how what you have to offer is applicable to their situation. have to offer is applicable to their situation.
POINT #14: Listen more, speak less. POINT #14: Listen more, speak less. Even if you feel that you understand the prospect’s Even if you feel that you understand the prospect’s situations perfectly because you’ve seen it a hundred times situations perfectly because you’ve seen it a hundred times before, let them tell you anyway. People are more likely to before, let them tell you anyway. People are more likely to feel comfortable with the solution you offer if they feel like feel comfortable with the solution you offer if they feel like they’ve been heard. When you do speak, rephrase what they’ve been heard. When you do speak, rephrase what they’ve said and ask them to confirm that you’ve stated it they’ve said and ask them to confirm that you’ve stated it
listen enough in our society. Give the gift of total attention. listen enough in our society. Give the gift of total attention.
POINT #15: Accept “no.” POINT #15: Accept “no.” If you’ve done your research, listened well, shared stories If you’ve done your research, listened well, shared stories and offered good solutions that meet the customer’s needs and offered good solutions that meet the customer’s needs and they say no, that’s OK. If the prospect begins to avoid and they say no, that’s OK. If the prospect begins to avoid eye contact with you or their body language indicates that eye contact with you or their body language indicates that they are trying to distance themselves from you, it’s time to they are trying to distance themselves from you, it’s time to
willingness to help in the future, and move on to the next willingness to help in the future, and move on to the next prospect. prospect.
Listening to Young Adults is no small feat, yet the benefits of Listening to Young Adults is no small feat, yet the benefits of doing it well far outweigh the convenience of doing it poorly… doing it well far outweigh the convenience of doing it poorly… _____________________ _____________________