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Will You Add? - Speak to Influence Mini-course; Part 4 of 5
Every good copywriter knows that before you begin to write an ad, you first consider your target market.You determine who they are and what they dream of, hope for, and fear. Some of the best advertising is written to appeal to the hopes, dreams, and fears that they don't even consciously admit!For instance, consider a young mother who is about to purchase a new vacuum cleaner. She will obviously look at features such as durability and ease of use. She may be focused on price. But if you can convince her that your expensive model will do the best job, she may decide to spend more money. Why?Let's assume that she has a young child who crawls on the floor. So you can assume that her motivation is to keep it as clean as possible to keep her child healthy. Yet, she knows plenty of other young women whose floors are filthy and their kids are fine. So the real reason might be to prove she's a good mother or perhaps a better mother than someone in her circle of friends or family.Who is she proving it to? Herself? Her mother? Her sister? Her friends?But what if common s
If you are going to use a speaker phone, make sure that everyone in the room introduces themselves. This is a common courtesy.
• Use a grouchy voice.
• Have sloppy body language. The way you are standing or sitting reflects your attitude, and, this can be understood over the telephone. Leaning back in the chair with your feet up can be detected. If you can convey a smooth and confident tone this way then fine. My general advice, however, is to be careful with the positioning of your body even on the telephone. If you are hunched over your computer terminal or slouched over your desk you will not sound as good as you could. I often stand when I want to boost the quality and authority of my voice when using the telephone. Avoid having bad body language or posture when
If you could identify mistakes that are killing your bridge game, or your golf game, or your exercise routine, or your budget plan, or whatever, would you take heed of that information and correct those mistakes?Of course you would, and so would I. But how about the critical mistakes we sometimes make as Mortgage Professionals? Have you determined if you're making some major mistakes in your mortgage career?Review the following points and then answer this question about each item: Am I guilty of this? A simple Yes or No will do. OK...here we go!1. Failure to establish a unique marketing position. There are lots of mortgage people out there and you need to set yourself apart from the herd. Most of us just fail to be creative and innovative. The result...we don't differentiate ourselves, our company, and our products from everyone else in the pack. It's the old "me too" thinking and that's a huge mistake.The easiest way to solve this is to specialize. Pick an area, study it, concentrate on it, and become an expert in that field.As you know, I love FSBOs to concent
1. Why your telephone voice is important
2. Bad telephone habits and telephone tips
3. How to leave a great voicemail message
4. How to script your out-going message
1. WHY YOUR TELEPHONE VOICE IS IMPORTANT
Most business relationships strongly rely on the telephone as a communication tool. It is very important to consider how we sound on the telephone, as the tone and pitch and the emphasis that we use affect how our message is received.
Most people determine the meaning of what you say more from how the words are stated rather than from the words themselves. A large part of the content of your message lies in how you say it rather than what you say.
Consider the following sentence. Notice what happens when the emphasis is put on different words. Say these sentences out loud to really emphasize how the meaning changes.
I did not break that dish.
(I did not do it. Someone else did it.)
I did not break that dish.
(I did not do it.)
I did not break that dish.
(I did not do it.)
I did not break that dish.
(It may have been cracked but not broken)
I did not break that dish.
(I broke another dish.)
I did not break that dish.
(I broke something else.)
In each case, with the emphasis on a different word, the sentence has a different meaning. The meaning, as heard by the listener, will be different (sometimes very different) in each case.
It is important to realize that we are only broadcasting our message. It is also being received. There is sometimes a big difference in what we feel we have broadcast versus what is actually received.
Now that we know we need to consider how we say something let take a look at some real distractions to the receiver of our message when we talk on the telephone.
2. GOOD AND BAD TELEPHONE HABITS
Here are some big telephone turn-offs. There may be more but here are some important ones from my list.
What you do while talking on the phone affects how you sound to the person you’re talking to. Your message may not come across well if you are doing any of the following. Therefore, when speaking on the phone, do not:
• Cradle the telephone between your shoulder and ear. It has a tremendously negative impact on the quality of your voice.
It may put unnatural pressure on your larynx. The risk of dropping the phone may distract you from what you’re saying. This tenuous position keeps the mouthpiece from remaining steady, and when the mouthpiece moves, it sounds to the person on the other end like your tone and pitch are varying unnaturally
• Overuse the speaker phone. I once had a colleague that used the speaker phone for every call. There were occasions when I thought I was speaking only with him and then later learned that others were also in the room. On most occasions this may be fine but there is always the chance that your message may then be overheard by the wrong person or taken the wrong way by someone else in the room without the necessary background to fully understand what you meant.
If you are going to use a speaker phone, make sure that everyone in the room introduces themselves. This is a common courtesy.
• Use a grouchy voice.
• Have sloppy body language. The way you are standing or sitting reflects your attitude, and, this can be understood over the telephone. Leaning back in the chair with your feet up can be detected. If you can convey a smooth and confident tone this way then fine. My general advice, however, is to be careful with the positioning of your body even on the telephone. If you are hunched over your computer terminal or slouched over your desk you will not sound as good as you could. I often stand when I want to boost the quality and authority of my voice when using the telephone. Avoid having bad body language or posture when o
If you have any project you are just stuck on, do not have the time for, or is just out of your means you might want to consider a freelancer. There are people all over the internet with the necessary skills for any project you might have just looking for freelance jobs. A freelancer can be the answer to all your problems for many reasons.By posting freelance jobs you can save money and get quality results. You can save money in two different ways. First, a freelancer is generally cheaper than an established company. Why? Because these people looking for freelance jobs work from home, in their own time. They do not have to deal with overhead costs, employees, or other such things that most companies have to deal with.Another way posting freelance jobs saves you money is that a freelancer is a contractor. They are self-employed; you do not have to worry about benefits, taxes, workman's comp, or supplying them with the means to do the jobs. It is the responsibility of the freelancer to pay their own taxes and supply their own equipment for freelance jobs.Now before you run out
I did not break that dish.
(I did not do it. Someone else did it.)
I did not break that dish.
(I did not do it.)
I did not break that dish.
(I did not do it.)
I did not break that dish.
(It may have been cracked but not broken)
I did not break that dish.
(I broke another dish.)
I did not break that dish.
(I broke something else.)
In each case, with the emphasis on a different word, the sentence has a different meaning. The meaning, as heard by the listener, will be different (sometimes very different) in each case.
It is important to realize that we are only broadcasting our message. It is also being received. There is sometimes a big difference in what we feel we have broadcast versus what is actually received.
Now that we know we need to consider how we say something let take a look at some real distractions to the receiver of our message when we talk on the telephone.
2. GOOD AND BAD TELEPHONE HABITS
Here are some big telephone turn-offs. There may be more but here are some important ones from my list.
What you do while talking on the phone affects how you sound to the person you’re talking to. Your message may not come across well if you are doing any of the following. Therefore, when speaking on the phone, do not:
• Cradle the telephone between your shoulder and ear. It has a tremendously negative impact on the quality of your voice.
It may put unnatural pressure on your larynx. The risk of dropping the phone may distract you from what you’re saying. This tenuous position keeps the mouthpiece from remaining steady, and when the mouthpiece moves, it sounds to the person on the other end like your tone and pitch are varying unnaturally
• Overuse the speaker phone. I once had a colleague that used the speaker phone for every call. There were occasions when I thought I was speaking only with him and then later learned that others were also in the room. On most occasions this may be fine but there is always the chance that your message may then be overheard by the wrong person or taken the wrong way by someone else in the room without the necessary background to fully understand what you meant.
If you are going to use a speaker phone, make sure that everyone in the room introduces themselves. This is a common courtesy.
• Use a grouchy voice.
• Have sloppy body language. The way you are standing or sitting reflects your attitude, and, this can be understood over the telephone. Leaning back in the chair with your feet up can be detected. If you can convey a smooth and confident tone this way then fine. My general advice, however, is to be careful with the positioning of your body even on the telephone. If you are hunched over your computer terminal or slouched over your desk you will not sound as good as you could. I often stand when I want to boost the quality and authority of my voice when using the telephone. Avoid having bad body language or posture when
There are many stages in venture capital financing. Defining the current stage of your project is important so you don't waste your time or the time of potential venture capitalists.Early Stage Financing:Seed Financing--A small amount of money is involved (usually $50,000 or less). Funds are used to develop a concept. This is the earliest stage of venture capital financing. The investor (often referred to as an angel) is expecting to reap a large percentage ownership should the concept prove to be feasible and marketable.R&D Financing--This is a tax-advantaged partnership set up to finance product development. Investors secure tax write-offs for their investments. If the product becomes successful, they share in the profits.Startup--Money is used for product development and initial marketing. While startup companies are organized, they typically have not yet sold their products commercially.First Stage--The entrepreneur usually has developed a prototype
Now that we know we need to consider how we say something let take a look at some real distractions to the receiver of our message when we talk on the telephone.
2. GOOD AND BAD TELEPHONE HABITS
Here are some big telephone turn-offs. There may be more but here are some important ones from my list.
What you do while talking on the phone affects how you sound to the person you’re talking to. Your message may not come across well if you are doing any of the following. Therefore, when speaking on the phone, do not:
• Cradle the telephone between your shoulder and ear. It has a tremendously negative impact on the quality of your voice.
It may put unnatural pressure on your larynx. The risk of dropping the phone may distract you from what you’re saying. This tenuous position keeps the mouthpiece from remaining steady, and when the mouthpiece moves, it sounds to the person on the other end like your tone and pitch are varying unnaturally
• Overuse the speaker phone. I once had a colleague that used the speaker phone for every call. There were occasions when I thought I was speaking only with him and then later learned that others were also in the room. On most occasions this may be fine but there is always the chance that your message may then be overheard by the wrong person or taken the wrong way by someone else in the room without the necessary background to fully understand what you meant.
If you are going to use a speaker phone, make sure that everyone in the room introduces themselves. This is a common courtesy.
• Use a grouchy voice.
• Have sloppy body language. The way you are standing or sitting reflects your attitude, and, this can be understood over the telephone. Leaning back in the chair with your feet up can be detected. If you can convey a smooth and confident tone this way then fine. My general advice, however, is to be careful with the positioning of your body even on the telephone. If you are hunched over your computer terminal or slouched over your desk you will not sound as good as you could. I often stand when I want to boost the quality and authority of my voice when using the telephone. Avoid having bad body language or posture when
You have heard from the experts how networking can be nearly priceless if you make the right connections. Nevertheless you find yourself at social events, business meeting, conferences, workshops, and classes and on a good day you make two or three new contacts from the numerous people you meet in a day. Meeting people can be difficult but does not have to be.A great networker really does not think about networking per say but how he or she can help someone with a solution. They attend these events with both ears open and a goal to meet a large percentage if not everyone who is attending the event. Be a host or volunteer to help out with the event. It will help you meet a multitude of people quickly and break the ice too.First things first, you must prepare. Know your business and yourself. Know the short answer to the following questions: What is your specific product or service?Do you have a special target?Do you have special qualifications?What do you enjoy outside of work? Be specific, i.e. sports you play like golf or tennis. No one works
It may put unnatural pressure on your larynx. The risk of dropping the phone may distract you from what you’re saying. This tenuous position keeps the mouthpiece from remaining steady, and when the mouthpiece moves, it sounds to the person on the other end like your tone and pitch are varying unnaturally
• Overuse the speaker phone. I once had a colleague that used the speaker phone for every call. There were occasions when I thought I was speaking only with him and then later learned that others were also in the room. On most occasions this may be fine but there is always the chance that your message may then be overheard by the wrong person or taken the wrong way by someone else in the room without the necessary background to fully understand what you meant.
If you are going to use a speaker phone, make sure that everyone in the room introduces themselves. This is a common courtesy.
• Use a grouchy voice.
• Have sloppy body language. The way you are standing or sitting reflects your attitude, and, this can be understood over the telephone. Leaning back in the chair with your feet up can be detected. If you can convey a smooth and confident tone this way then fine. My general advice, however, is to be careful with the positioning of your body even on the telephone. If you are hunched over your computer terminal or slouched over your desk you will not sound as good as you could. I often stand when I want to boost the quality and authority of my voice when using the telephone. Avoid having bad body language or posture when
The mini CNC machine gives the manufacturer a way to reduce cycle time. The mini CNC machine helps the manufacturer to avoid a long void between the end of one operation and the start of the next operation. The manufacturer who decides to purchase a mini CNC machine has chosen to apply the principles of cycle time to the area of production machinery.The nature of the mini CNC machine creates three ways by which miniaturization can pave the way for cycle time reduction. This article will list three ways by which a manufacturer can reduce cycle time. It will also provide details concerning how the mini CNC machine permits the manufacturer to apply the principles of cycle time reduction to the operation of the mini CNC machine, and ultimately to the process of machine production.The effort to reduce the manufacturers cycle time begins with an attempt to minimize the amount of time that operators spend loading and unloading various materials. The operator of a CNC machine will work more efficiently if he or she is able to minimize the workplace loading and unloading. This minimization i
If you are going to use a speaker phone, make sure that everyone in the room introduces themselves. This is a common courtesy.
• Use a grouchy voice.
• Have sloppy body language. The way you are standing or sitting reflects your attitude, and, this can be understood over the telephone. Leaning back in the chair with your feet up can be detected. If you can convey a smooth and confident tone this way then fine. My general advice, however, is to be careful with the positioning of your body even on the telephone. If you are hunched over your computer terminal or slouched over your desk you will not sound as good as you could. I often stand when I want to boost the quality and authority of my voice when using the telephone. Avoid having bad body language or posture when on the telephone.
• Do not do other things while on the telephone. Have you ever had a conversation when you knew that someone was typing away on their computer while talking to you? Did you feel that you had their attention? Of course not. You would never try to do another task while talking with a client or customer face to face. Don’t do so on the telephone either.
Here are some tips for improving the way you come across over the phone.
• State your purpose up front. If you state why you are calling at the beginning of your call, you focus the receiver’s attention. You give them a chance to understand how long the return call may take and determine a good time to discuss the topic.
• Smile when you talk. Just as a negative attitude will come through in your voice, so will a positive one. I know of a company that was in the market for a new phone receptionist. The primary job of the receptionist was to greet people on the telephone. Therefore, each member of the hiring team chose their top three candidates simply by making phone calls. After interviewing the top three candidates, they then made a fabulous offer to the top pick and hired her. She was the “voice” of the company and she was chosen, in part, because she sounded enthusiastic and professional.
• Compose yourself before answering. When the phone rings, stop what you are doing, take a deep breath, and smile. Then answer it.
• Wait until a good moment to answer. Do not just drop what you are doing to answer the telephone on the first ring. If you are half asleep, just out of the shower, or in the middle of completing an important rush job do not answer the telephone. If you do answer and cannot compose yourself you will answer sounding tired, annoyed or distracted. We have voicemail for just such occasions. Let callers leave a message, then return the call when you are ready and composed.
• Always let the other person hang up first. It is good practice to end a phone conversation by asking one last question, such as “Is there anything else I may help you with?” or “Do you have any other questions?” Pause and allow them to answer.
3. HOW TO LEAVE A GREAT VOICEMAIL MESSAGE
Here are a few tips for leaving voicemail messages that people will want to return.
• Leave your first and last name.
• Leave your number twice, once at the beginning of the message and once at the end. So many times callers leave long messages, and then mumble their telephone number only at the end. If I need to listen to the long-winded message a second time just to get the number I am already thinking unfavorably about the caller.
• Speak clearly and slowly.
• Don’t sell anything with your message.
• Leave them guessing. For example, if you have an idea you want to discuss with someone do not leave all the details in your voice message. Try simply saying, “Hi, Gayle. I have a great idea I want to discuss with you. Give me a call.” You save Gayle time by not having to listen to a long message and you establish some intrigue so that she will call you back.
• Sound like a winner. If you speak with confidence and enthusiasm, you will get more calls returned, because people like
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