1. The Message and the Meta-Message
How to Assess and Control the “Body Language”
of Your Communications
PLAI N 2013, Vancouver BC
September 26, 2013
Josiah Fisk
President, More Carrot LLC
Boston
76. Asking for your help
To help keep air travel safe, the federal government requires
that you tell us your full name, date of birth, and gender.
OK
Cancel
Check-In
Questions? Go to tsa.gov.
77. Goal we all support (and citation is credible)
To help keep air travel safe, the federal government requires
that you tell us your full name, date of birth, and gender.
OK
Cancel
Check-In
Questions? Go to tsa.gov.
78. Hey, it’s not our idea
To help keep air travel safe, the federal government requires
that you tell us your full name, date of birth, and gender.
OK
Cancel
Check-In
Questions? Go to tsa.gov.
79. To help keep air travel safe, the federal government requires
that you tell us your full name, date of birth, and gender.
No big deal
OK
Cancel
Check-In
Questions? Go to tsa.gov.
80. To help keep air travel safe, the federal government requires
that you tell us your full name, date of birth, and gender.
OK
Cancel
Check-In
Same choices, non-threatening presentation
Questions? Go to tsa.gov.
81. To help keep air travel safe, the federal government requires
that you tell us your full name, date of birth, and gender.
OK
Cancel
Check-In
Questions? Go to tsa.gov.
Helpful tone (vs. “if you don’t believe us” tone)
82. To help keep air travel safe, the federal government requires
that you tell us your full name, date of birth, and gender.
OK
Cancel
Check-In
Questions? Go to tsa.gov.
Design gives visual prominence to key elements, for speed
83. To help keep air travel safe, the federal government requires
that you tell us your full name, date of birth, and gender.
OK
Cancel
Check-In
Questions? Go to tsa.gov.
Design gives visual prominence to key elements, for speed
84. We know you’re in a hurry so we’ll be brief.
Yes, you have to. But security benefits us all.
. . . unless you’re a terrorist, which we
assume you’re not.
The new meta-messages.
112. Meta-messages:
• Can change the direction of your message.
• A re never neutral: either they’re helping you,
hurting you, or letting you down.
• Are always there – you cannot turn them off.
• But you can manage them:
- Assess, anticipate, monitor
- Control the ones you can control
- Plan around the rest
113. Meta-message management:
• Never promise more than you can deliver
- in communications
- in actions and follow-through
• S how that you care, show that you understand
- show, don’t tell
- don’t patronize
• ork hard on your meta-messages and they will
W
hard for you.