Company Tactics

Without doubt, go through this, too. A couple times a month in which to collect the bills due and write checks or pay online. As I was doing some bill payments recently, I realized the tactics of a company uses to reach your customers to pay by the due date. It is very simple: "If you pay by this date, pay this amount. If you pay after that date, pay this amount." Now this was a small project for the sanctioning of pay beyond the expiration date was just a matter of a few cents, but still, I have the point. While other companies may list late charge in percentage terms, this wisely adopted the approach of dollars and cents.

We see here a case where a company crosses the line at critical times between abstract and concrete. Listing percentage rate shows the penalty in the abstract. Sales in dollars and cents, sample sentences in concrete terms. Do not know about you, but I I'm certainly more sensitive to dollars and cents, than a percentage, if I'm late making my payment. How about you: you would feel more motivated to pay on time if it costs $ 1.17, or 2.5% will cost per month? As communicators, we must be attentive to the differences between abstract and concrete.

Sometimes it is a subtle difference, but a critique. Here are a couple of applications of these differences: When you give instructions, try to work on the specific part of the abstract-concrete continuity. For example, if you ask a subordinate to perform a task, then provide details and specifics. In many cases, this could be summarized in four of the five questions: who, what, where and when, and how (we'll get the W fifth in a moment.) Or, if you are selling, the goal of being more concrete than abstract. For example, I have been writing short ads for my book about the newsletters. When writing, I have found that "Communicating results "is not enough by itself – I need to explain what these results can be (and more sales, higher employee retention, and better value for members of renovation). On the other hand, if you want to provide the context , you may find it more productive to move more toward the abstract end of the abstract-concrete continuum. For example, if you are trying to explain a new strategic direction for your organization, you might refer to conceptual issues such as positioning and competitive advantage. This, you will find, is where Why? – The fifth W – fits quite well. In a sales situation, you may want to get a perspective of imagining a new and better future. In this case also would emphasize the abstract rather than concrete. For example, if you are selling a retirement fund, you probably would emphasize the idea of spending more time in tropical islands or the family, Instead of entering actuarial details. Finally, remember that the abstract and concrete representing two ends of a continuum, and you can pick any point between them.


Sunday, May 29th, 2011 News Comments Off on Company Tactics