Steps to Growth Capital Investor Readiness Skills

2.4 Listen Actively

More than half of oral communication is misunderstood. This indicates that we need to know how to do more than just hear what people say; we need to listen actively to what they are saying.

Passive Versus Active Listening

Picture someone listening. What do you see? If you're like most people, you probably picture someone sitting, most likely staring at the floor or the ceiling, but not doing much of anything else. This listening style (which most people visualize) is passive listening. Passive listening is mechanical and takes little effort.

Active listening, on the other hand, takes effort. It's more than focussing on facts, figures and ideas. Active listeners absorb what they hear, associate it with their own experiences and convert what they're picking up into meaningful information they can use in future. Here's how to become an active listener.

• Maintain eye contact with the person who is speaking.
  
• Lean forward, listening with your whole body, not just with your ears.
  
• Pay attention to the other person's body language, facial expression and tone of voice; these are all part of the message.
  
• Nod to show your agreement with particular points.
  
• Don't let yourself be distracted by unimportant noises or interruptions.
  
• Put aside any items (pen, paperclips, etc.) you might be tempted to fiddle with.

Be Objective When You Listen

Objectivity is a crucial element in effective listening. If you lack objectivity, the meaning of the message will be distorted and you may jeopardize your relationship with the person communicating the message. Often the investor will use a word or sentence that will automatically arouse an emotional response from you. An investor using the word "small" when talking about your business may offend you, but try to remain objective — the investor may have simply been talking about your business in comparison to a larger business.

Be objective, and react sensibly and fairly to what is being said. Concentrate on hearing the investor out before you react. Objective listening requires you to seek the total meaning of a message - don't get hung up on every detail. If you don't think you understood something completely, ask for clarification so you're well aware of the message's meaning.

Empathize With the Speaker and Provide Feedback

When communicating it's important to use empathy. Empathy is putting yourself into someone else's shoes so that you can better understand that person's position and where that person is coming from. By asking yourself the following questions, you may be able to empathize better with your audience.

• What are they trying to tell me?
  
• What does this statement mean to them?
  
• How do they view the problem?

Active listeners also provide feedback. They let the speaker know that they understand (or at least are interested in) what's being said. They indicate when they're having difficulty following the train of thought, when they're confused and when they want some air time of their own.

Through effective listening skills you can build a relationship with your investor. Active listening will illustrate to the investor that you take your business seriously and that you are interested in any advice that may be helpful to the continued success of your business.

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