Posts Tagged ‘Creating successful converations’

Conversation With Prospects: Position Yourself as an Expert

Sunday, March 30th, 2014

In my last videoBlog, I shared strategies to help you enhance your credibility and engage your listeners during the conversation that happens after you have delivered your elevator speech.

Here is a strategy to position yourself and your company as experts.

Focus on the human element:  talk about who you and your team are as human beings.  Your initial, face-to-face conversation with a prospect is the ideal time to be personable —  and project authenticity, approachability, and dedication to customer and client service.

Focusing on the human element is very wise, because it changes the focus of the conversation.  You are no longer speaking about your products or services; now you’re speaking about the way you and your team care; the way you behave on a human level.

For example, you might say something like this:  “We’re people who pay close attention whenever our clients speak.”    Or this:  “We’re people who are passionate about every assignment.”

This strategy positions you on the same side as your listener.  On the other side are

  1. all your competitors who don’t pay close attention to their clients: who put their own interests ahead of those of the client or customer
  2. all your competitors who are not passionate — who view certain projects only as a cash cow.

When you are speaking with people who have had a negative experience purchasing a product or service in your category, they might appreciate your focus on the human element.  When you say that you pay close attention to your clients, your listeners might find that refreshing; they might even chuckle.  Then you’ll have them engaged, and that’s really the whole point.  Because engagement is a very important element in relationship-building.

So, use this strategy.  Focus on the human element, and you will be on your way to conversations that position you and your organization as experts and generate more conversation that can lead to sales.

Put Your Business Listeners At Ease: Speak With a Lightness of Being

Monday, June 24th, 2013

Business listeners respond well to a speaker’s positive energy and lightness of being.  As a speaker, you can project this kind of lightness by doing a quick emotional clearing in advance — the way actors do before going on stage.

At least an hour before you have that important business conversation, meeting, or presentation, do the following:

  1.  Take your “emotional temperature”.  Identify your current emotional state:  happy, sad, nervous, excited, disappointed, excited, angry, etc.
  2.  Find a private area to release these emotions in a big way, even if it feels exaggerated or  “phony” to do so.  For example, you can jump for joy, shout, laugh out loud, shed a few tears, if necessary; whatever you need to do to release your emotions, especially the ones that are less pleasant.
  3.  Do some deep breathing with long, slow exhalations to a count of ten; then stretch out your arms, legs, back, and shoulders to release your emotions more fully.

If you are having any emotions that will not serve to enhance your speaking delivery, releasing those emotions in advance will decrease the power they have over you and will decrease any negative impact they might have on the way you speak.

You will be more “present” with your listeners and more available to respond to them authentically “in the moment”.

You will be free to use you positive and upbeat energy to engage and inspire your listeners — with a lightness of being that will help put them (and you) at ease.





Feel & Look Energized By Sharpening Your Mental Focus

Sunday, May 26th, 2013

You can sharpen your mental focus right before an important business conversation or presentation.  Here are two simple techniques that will help you feel and look fully present and energized.

You probably know that actors warm up their bodies and voices right before a performance.  Well, they also warm up their brains before they go on stage!   As a business professional, you can sharpen your mental focus before you speak, in the same way that actors do, right before they go on stage.

Before you enter the room where you’ll be speaking for business, find a private spot, and try the following:

  1. Busy your brain with arithmetic!  That’s right:  Do arithmetic, starting with small sums.  Add numbers like 64 and 27.  After a few combinations like this, graduate to larger figures, like 459 and 3897.   It really is OK if your answers are not correct; the point of the exercise is to work the brain; to make the effort.
  2. Busy your brain with Jeapardy; just like the game show!  Think of any simple category.  Speak/whisper all the words you can think of that belong in that category.  When your ideas stop flowing relatively easily, change the category and repeat the exercise.  Categories like “capital cities of the world” and “languages of the world”, etc., are good ways to begin.  The choice of categories is almost endless.  Choose categories that are challenging enough to work your brain and  that give you a sense of achievement.

Mental gymnastics will energize you and help you feel and look authoritative. They are very useful tools to help you deliver your ideas with confidence and focus!