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• Are unstructured in most of what they do and how they think;
• Use an expressive tone of voice;
• Appear highly emotional, which makes it seem that feelings drive all else;
• Are small-talk experts who like the personal side of communication;
• Often become physically and mentally close to people; and
• Like free-flowing communication and often digress during conversations.
Which end of the continuum do you believe is better? Of course, the answer
again is, “Neither end is better.” However, again recognize that the most successful
people easily move along this continuum as needed by the individuals with whom
they are communicating or by the demands of the situation. Again, this is critical
to remember as a consultant.
Take a few moments to decide where you believe you are on the Formality Continuum.
Where do you believe you fall most often when you are not being anyone
but who you are? Place an “x” at the point on the Formality Continuum where you
believe you are most comfortable.
Again, remember that we are all a combination of all of these characteristics.
Yet when the situation calls for nothing more than for you to be yourself, you have
one favorite spot along the continuum that feels most natural to you. Where is this
comfortable spot for you?
You have probably guessed by this time that the two continuums are put together
to form a grid. And your two “x’s” will be a tentative placement for you on
that grid. There are several other ways to identify your style as well, but this is the
most we can accomplish in this chapter.
The Communication Style Grid
When you superimpose the Power Scale over the Formality Scale, you create a format
to identify your own and others’ styles. The communication style grid forms
four quadrants, shown in Figure 9.3.
Individuals can be anywhere in those quadrants. Their position in a quadrant
signifies the strength of the style. Someone near the center would be moderate,
while someone near the outer edges would be considered strong in the defined
style. Someone close to one of the lines or on a line is considered a combination
A Client in Hand Is Worth Ten in Your Plan: Will Your Clients Market for You? 197