Direct Communication with Reds
When communicating with Reds, be direct, concise, and start with the main point to hold their attention and avoid frustration.
THE IDEA
“DO YOU WANT SOMETHING? SPEAK UP!”
Erikson describes his Red profile as direct and impatient:
Reds are very much to the point, and they enjoy being with other people who also have the ability to tell them what they want—quickly. If you have a tendency to go around in circles before getting to the crux of the matter, you’ll have difficulty getting through to a Red. He’ll get tired if you waste your words without due cause. And he knows when he’s dealing with a chatterbox.
It’s very common for people to provide some background to a problem before describing the problem itself. And maybe even some more background to the solution of the problem.
Forget it. It won’t work.
Conclusion: If you want to have a Red’s full attention, cut the small talk. It’s vital that you’re clear and straightforward. Determine the most essential point of your message and start there. Let’s say that you’re going to present the latest financial statement. Say what’s written on the last line of the slide first—that’s what a Red is sitting there waiting for anyway. Then you can get into the details.
Don’t use a single word unnecessarily. But make sure you’ve done your homework when it comes to the background. Questions may come up. If a Red senses that you’re uncertain, you’ll be grilled on the facts.
Written materials should be concise and, above all, well laid out. No endless dissertations written by someone who loves the sound of his own voice. A single line jotted down on the back of the napkin will do the job.
When to use it
Presenting quarterly results to a Red boss or executive team.
Giving feedback to a Red colleague about a project issue.
Pitching a new idea to a Red investor or stakeholder.
Writing an email to a Red client requesting a decision.
FROM THEORY TO EVERYDAY LIFE
In practice
Presenting a Financial Statement to a Red
Instead of building up to the conclusion, start with the bottom line (e.g., net profit or loss) immediately, then provide supporting details only if asked.
Written Communication with a Red
Send a concise memo that opens with the decision or result and makes supporting information easy to find. The source’s napkin image emphasizes brevity; it does not establish that every decision needs only a single line.
A MOMENT TO REFLECT
Put it to work.
Think of a recent conversation with a Red personality. Did you start with the main point or provide background first? How could you improve?
How can you adapt your written communications to be more concise for Red audiences?
When you are in a hurry or dealing with a direct person, what strategies can you use to get to the point faster?
CONTINUE THE CONVERSATION
Source texts
- Surrounded By Idiots (Thomas Erikson)