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3 reasons email interviews stink

by at 3:20 am 4 Comments

 Audrey Hepburn

When a reporter or blogger is looking for a source, it’s important to recognize there are significant disadvantages to participating in an email interview and not a typical phone interview.

Are e-mail interviews the lazy person’s way to get information? Many media requests listed on HARO (Help a Reporter Out) stipulate interviews will be conducted via e-mail.

It seems a growing number of people skip the human element of exchanging pleasantries and instead hide behind their keyboards. For me, it’s simple. I prefer to talk rather than type. You?

Sure,  in our busy worlds, there’s a certain convenience to receiving information electronically. But e-mail interviews lack a critical communication dynamic that’s present when a reporter takes the time to speak with a source.

Without dialogue, the art of give-and-take doesn’t exist at a deep level.

Nudging our curiosity

We must also recognize the role that our natural curiosity plays in the interview process. Even if 10 rounds of e-mails are traded, the content will never match that of a human conversation.

The reason?  E-mail deprives a reporter or blogger the opportunity to spark their own curiosity and possibly uncover new insights and content. Nudging our curiosity is essential in developing content and learning new things. Curiosity and education go hand-in-hand.    

E-mail interviews detract from the fundamental news-gathering process because they:

Lack the human exchange and conversation that gives life to interviews.  I have interviewed thousands of people, from homeless individuals to presidents. Each was conducted in-person or on the telephone. And each response within a conversation typically sparked a follow-up question or slight tangent that I, as a trained journalist and news reporter, could never have anticipated. This is why scripted Q&A doesn’t compare with live interviews. E-mail misses our communication nuances, speech patterns, and vocal vitality. These live exchanges—fueled by a natural curiosity—improved the quality of information I had been gathering that simply cannot exist in an e-mail interview.  

Fail to capture the essence of the source that’s being interviewed. Based on the perspectives I have shared above, we now turn to the actual writing of the story. When a reporter or blogger is finished gathering material and is ready to sit down and write, I wonder if they can truly capture the essence of a story in the same way a counterpart could who spoke with a source.   Yes, any reporter can miss the mark and fail to truly “get” the story. But why increase the odds?  

Keep people from using their communication skills. Typing responses to a series of questions limits our verbal communication and rapport building skills. We have all sent and received electronic messages that were misconstrued in some way.  In phone interviews, tone of voice, rhythm, pacing, pauses, and enthusiasm help reporters grasp a story and the person behind it. Human to human. Some reporters even prefer to Skype with sources, as the visual adds an additional layer of valuable communication. Skype and in-person interviews allow the reporter or blogger to observe a source’s body language, which is a significant factor in our verbal and nonverbal communication. 

Do you agree or have an experience to share? Your comments are welcome.  

PS: Want to learn tons of tips and ideas for pitching news stories and working with the media? Order my new Kindle book, The Badass Book of Social Media and Business Communication.

Filed Under: Bloggers, Digital, Interviews, media, News, rapport Tagged With: , , , , , , , , , , , , ,

The 10 best things to do to supercharge your career

by at 7:33 pm 2 Comments

BBQ pit at Salt Lick

 

 

 

 

 

These are rhetorical questions: Are you looking for some excitement? Are you caught up in a bland routine at work?

If things are a bit mundane, consider these 10 points:  

  1. Go away. I’m not talking about a vacation, simply take a day off and bring your journal to a place that’s at least six miles away from your home or office. A change of scenery does wonders. Plan a get-away once a quarter, especially when you’re stressed.
  2. Keep your promises. The most important promises are the ones we make to ourselves. If you have vowed to take a class, get a certification, or revise your résumé, get going! Feeling stuck is a real drag.
  3. Read often. Learn from the great ones like Gandhi, Harry Truman, Rosa Parks, Maya Angelou, and Steve Jobs. Read their biographies and autobiographies. If you’re pressed for time—and who isn’t? —read magazine articles about successful people you’d like to emulate. Consider these people your mentors.  
  4. Train yourself to think fast. When the power at the Super Bowl was zapped, the biggest buzz was not about the game and electricity as it was about dunking Oreo cookies in the dark. Nabisco makes Oreos, and it was Nabisco, Walgreens, and Tide that immediately jumped onto Twitter with snappy marketing nuggets. Not only did employees think fast, they took immediate action and created quite a buzz. This leads me to No. 5…
  5. Avoid procrastination. When something needs to be done, get right to it. Putting it off will only cause stress and anxiety. Actor Denzel Washington says that he and his wife have raised their four children with this rule: “Do what you have to do so you can do what you want to do.”
  6. Be accountable for yourself. Do not blame other people. Take full responsibility for your actions and words.
  7. Always do your best. This is one of the points that author Don Miguel Ruiz shared in his book, The Four Agreements.  Every day we are faced with a plethora of choices. Many decisions we make aren’t in our own best interest. I’ll call my client tomorrow. I’ll just throw together this report. The key is that your best will vary. If you have a cold on Tuesday, your best will not be the same on Friday when you’re feeling better. Don’t compare; just do your best in each and every moment.  
  8. Focus on tech. Commit to learning two or three new tech tools each month. Consider what’s hot in your field and what your competitors are utilizing. You may decide after toying around with a new program or platform that it’s not for you. And that is OK.   
  9. Quit criticizing, judging, and complaining. These three habits destroy people and relationships. They drain our energy and interfere with our potential and achievements. Be aware of how you behave.  
  10. Expect good things to happen. When we anticipate good things, they usually happen. If you expect happiness, love and success, they will begin showing up in your life. If you focus on the negative, these will show up as well. It’s like ordering food in a restaurant. You generally get what you ask for.  If you don’t like what you’re getting in life, send it back. Be clear about what you want.

Which of these can you begin right away? Share your successes below!

Filed Under: Communication, Interpersonal Relationships, Leadership, Motivation, Success Tagged With: , , , , , , , , , ,

5 secrets to successfully pitch a Mediabistro editor

by at 3:28 pm 5 Comments

Patrick Coffee is the Editor of PRNewser, a daily blog published by Mediabistro.com.  Coffee and his team write about news, trends, and announcements in PR. He is based in New York.

Here are highlights from our recent conversation: 

On contacting him:  I get lots and lots of e-mail pitches every day. They come from most of the major PR firms, especially in New York City. Occasionally I’ll get phone calls, but it’s very rare, and that’s a good thing. I personally want e-mail. The more often someone calls me the less likely I am to run their story.

On subject lines: The most important part of an e-mail pitch is having an effective subject line. It has to get my attention without pandering or telling me, ‘I must read this.’ Writing subject lines is a subtle art form. It’s similar to Twitter, where there’s a limited space to get your message across. In terms of tone, convey to me there’s something interesting for me in the e-mail, without being too pushy about it.

On the e-mail pitch: The message has to be very clear and interesting to me.  Make it clear to me why my readers would be interested in the story, why does it stand out?  E-mail pitches should be personalized, beyond just copying and pasting my name and a greeting. A certain degree of personalization in the first couple of sentences is a very good idea. Tell me why you thought of me for this story and the people who may like this story. What is appealing about it? I always appreciate a quick summary of what the entire story is about in just a couple of sentences.

On building a community through blogging:  A lot of my readers come from my Twitter feed.  I tweet a lot and that attracts readers. For anyone who blogs, there has to be some degree of interaction. Everyone loves when someone responds to something they say. I’m not a big fan of people begging for attention. If you write a blog you’ll take some satisfaction knowing that people are not just looking at what you do, but that they are thinking about it and that they are responding to it in their own way. You can encourage that by retweeting what they have to say and following them back. 

On PR and social media: A lot of people in PR are very familiar and comfortable with social media. One concern is they are too comfortable. When working to promote a client or your own brand, you have to be disciplined in your message. It gets too casual sometimes, like with automated messaging. You want to be sure people know there’s a live person behind your account.

Final thought: Always think multimedia.  

PS: Do you want hundreds of tips on news pitches, PR, blogging, and content development? Get my new book, The Badass Book of Social Media and Business Communication. 

Filed Under: media, Mediabistro.com, Pitches, PR, Social Media, Writing Tagged With: , , , , , , , , , , , , , , , ,

8 classic quotes from New York Mayor Ed Koch

by at 3:54 pm Leave a Comment

kochThe beloved former Mayor of New York City, Ed Koch passed away early today.

He may be gone, but he leaves behind a trove of sound bites and quotes for us to enjoy. 

Koch was a three-term mayor in New York (1978-1989), a time defined by near financial ruin, government corruption, and AIDS. He was an author and activist. He even appeared on The People’s Court.

A man who often asked people, ”How’m I doin’?,”  Koch has been described as acid-tongued, feisty, and pretentious. He was an iconic New Yorker. 

I remember Ed Koch’s press conferences and interviews being laced with ‘ah’s’ and ‘ums’. These are the cardinal sins of Toastmasters and professional speakers.

But for Ed Koch, his vocal habits weren’t sinful. They defined him as being real. Mayor Koch spoke his mind. There was nothing tricky about him. Koch’s press conferences showed him without a jacket, sporting a wrinkled shirt, and rolled-up sleeves. Watch out.

Maybe you followed him on Twitter @Mayoredkoch

Here are some classics to shed light on how Mayor Koch communicated and lived:  

1. “I know many writers who first dictate passages, then polish what they have dictated. I speak, then I polish. Occasionally I do windows.”

 2. “You punch me, I punch back. I do not believe it’s good for one’s self-respect to be a punching bag.”

3. “Tone can be as important as text.”

4. His advice to young people: “Enjoy what you’re doing or don’t do it. That doesn’t mean it isn’t difficult or won’t challenge you, but if you are involved in something that’s causing you to say, ‘Why am I doing this?’ then you’re in the wrong business.”

5. The Mayor, who had never married, was asked by reporters about his sexuality. His response: ”My answer to questions on this subject is simply, ‘F— off.’ There have to be some private matters left.”

6. Koch’s spokesman George Arzt remembered Hizzoner’s sense of humor. “I got into the car and said I couldn’t believe how a kid who grew up in Williamsburg was now sitting next to the mayor. Then the mayor said: “Oh shut, up. Everybody comes from somewhere.”

7. In one of his last interviews, Koch told Vanity Fair Magazine: “At age 88, I wake up every morning and say to myself, ‘Well, I’m still in New York. Thank you, God.’”  

8. In 1983, Mayor Koch bought a burial plot at the Trinity Church Cemetery. It was the only cemetery in Manhattan that still had space. Koch, who was Jewish, told the Associated Press: ”I don’t want to leave Manhattan, even when I’m gone. This is my home. The thought of having to go to New Jersey was so distressing to me.” Soon after he purchased the burial plot, Mayor Koch had an engraved marker placed at the site. It has the last words of slain journalist Daniel Pearl: ”"My father is Jewish, my mother is Jewish, I am Jewish.”

 Rest in peace, Mayor Koch. 

(Image via)

Filed Under: Communication, Interpersonal Relationships, Leadership, media, Self-Confidence Tagged With: , , , , , , , , , , , , , , , , , , ,

The revolution of people who report the news

by at 3:17 pm 1 Comment

miracle-of-the-hudson-plane-crash_625x352Today marks the fourth anniversary of the “Miracle on the Hudson.”

It’s also the day that citizen journalism and Twitter transformed the way news is covered around the world.  

In 2009, the U.S. Airways flight that “Captain Sulley” was piloting hit a flock of birds, disabling the plane’s engines. Captain Sulley and his crew managed to safely land the aircraft on New York’s Hudson River. Images of 155 passengers standing on the wings of the plane awaiting rescue on that frigid January day were splashed across the media and Internet. 

And this was the day a man named Janis Krums (Yanis Krooms) made the news media and ordinary citizens come to realize that the world no longer needed a professional news crew to report breaking news.

On January 15, 2009, every person in the world was given a press pass. 

It’s the technology, silly

Krums was on a ferry when Flight 1549 crashed on the Hudson. When I interviewed him about the famous picture he took moments after the crash, he told me others on the boat were taking pictures with their cell phones, so he took a few, too.

But it was Krums who knew how to use his technology and tweet the picture. His 300 Twitter followers helped the picture to go viral, bringing citizen journalism to a new level. Krums notes that he didn’t send the picture to any media outlets; he merely tweeted it to his followers. 

“At that moment, I saw the value in what it was, but I didn’t see the value of what it could become,” said Krums. ”I don’t think anyone could see that it could be spread around the world the way it was.”

Since that day, Krums has been labeled “the most famous citizen journalist of modern times.” 

The responsibility

During the past four years, we’ve seen the challenges that come with news that breaks real-time on Twitter and social media. We are grappling with the general public that uses their technology to capture breaking news. The problem is that most don’t understand the true responsibilities that come with a press pass.  

Consider these examples:

  • The capture of Osama Bin Laden
  • The Newtown, CT school shootings 
  • The Gabby Giffords shooting in Arizona  
  • Elections 
  • Hurricane Sandy and other natural disasters
  • The deaths of celebrities including Michael Jackson and Whitney Houston

 

Each of these has forced us to rethink the power of the Internet and the (hopefully) well-intentioned citizen journalists. People who are inexperienced in fact-checking and accuracy have brought a new layer to breaking news. 

Misinformation when reporting developing news stories is dangerous. 

As Krums told me, news will be reported, no matter what. ”The way it’s being reported is continuing to evolve. Traditional journalists will always be second on the scene from now on, especially in the developed world. That’s because more people have iPhones, smartphones, and video capability. If you have the ability to spread the message, you have the power.”

Let this serve as a reminder to each of us, including the mainstream media, that fact-checking and accuracy must be the priorities in covering the news. 

Anything less can not and should not be tolerated. 

(Image via)

Filed Under: Journalism, media, News, Social Media, Technology, Uncategorized Tagged With: , , , , , , , , , , , , , ,

The business of improving leadership and communication

by at 3:30 pm 4 Comments

WallyHow horrified were you these past few weeks as members of Congress huddled in cliques to avoid their self-imposed ‘fiscal cliff’? 

One thing I noticed about our elected officials: No one was wearing a shirt that states, “Plays nice with others.”

That’s because they don’t play nice. Their communication skills, manners, leadership, and basic common sense stand to be scrutinized. A frustrated electorate watched in disgust as our busy and ineffective representatives who have taken an oath of serving the public managed to give themselves pay raises. The days were passing, the media pundits were yapping, the fiscal cliff was looming, and suddenly all the clocks on Capitol Hill had stopped.

Where was the trainer who was supposed to provide a presentation on time management? Didn’t Congress get the memo? How could such an important issue have been pushed off to the last few hours of 2012?   

This is not about political parties. This post is about the core of communication and leadership. It’s about a political system that needs to be run like a business.   

The definition of scary

Existing in the imaginary world of the Beltway has clearly taken a toll on the players and processes. There are many politicians who have had brilliant business experiences outside of DC. Until our government can begin to operate like a business, and not an inefficient, bloated bureaucracy stuffed with people masquerading as leaders, the American people are screwed.  Are these public servants really serving us? Or are they too caught up in their own egos, power struggles, and hidden agendas? 

Could a business treat its customers like this and be successful? No way.

Back to basics

I’ve been writing extensively about interpersonal communication and leadership. My new book, The Badass Book of Social Media and Business Communication offers numerous sections that can serve as a primer for our politicians.

Let’s look at a few key areas in which our representatives, including President Obama, have failed miserably. And let us understand that if our elected officials pulled any of this nonsense in private business, they would be unemployed.  If the government could get out of its own way and operate on basic business values, we would all be better off.

Interpersonal skills: Getting stuck in problems is not an option. Strong leaders envision positive and amicable outcomes before the negotiations begin. They are adept at finding similarities instead of focusing on differences. They are masters at conflict resolution.

Time management: True leaders plan their work and don’t scramble at the 11th hour to reach an agreement or resolve an important issue. Cramming may work for college students but has no place in business. Leaders also don’t get backed into a corner of “we’re on holiday break.” They understand the importance of the task at hand and work until it’s completed. No exceptions. No excuses. I have to believe Congress and President Obama knew that Christmas and New Year’s were on the calendar.   

Communicating with empathy:  The Arbinger Institute is a global business leadership and training company. They describe people with poor communication skills as “in the box.” These folks are isolated and treat others as objects, not as human beings with feelings and emotions. Leaders who are “inside the box” behave as if they are better than others. They lack emotional intelligence.

When people are “outside the box”, they show compassion and care for their fellow humans. If two people in a conversation are both “in the box”, there’s little room for progress, negotiation, and positive outcomes. The following example in Arbinger’s Leadership and Self-Deception will resonate with you:  

You’re sitting on a crowded bus and the seat next to you is empty. Do you put your bag on it and hide behind your newspaper hoping no one will squeeze in? We’ve all been on both sides of this situation—the one who is seated and “in the box”, and the stressed passenger desperately searching for a place to sit down. If the seated passenger was “out the box”, he would make eye contact and smile at someone, silently sending a welcome signal to take the open seat.

The 113th Congressional session is underway.  “Business as usual” on Capitol Hill is a frightening thought.

 

Filed Under: Business, Communication, Leadership, rapport Tagged With: , , , , , , , , , , , , , ,

What does social media mean to you?

by at 8:00 pm 3 Comments

fence graffitiCommunication, conversation, and connection.

These are just a few of the words used by 10 Twitter stars who I asked to define social media.  Don’t mind the abbreviations; the goal was to offer a definition in 140 characters or less. 

Feel free to comment below and share your own 140 character snippet.

1. SM allows me to participate in discussions about entrepreneurship that I hope will one day change the world. I also get to give back. @BrianMoran

2. Social=meaning friendly gathering. Media=form of communication. Reminding us to gather friendly when we communicate with others. @JessicaNorthey

3. SM has totally shifted the way that small & large businesses connect with audience. It is about the hand shake, conversation, relationship online. @MamaBritt

4. Social Media = Global Diversity – The ability to have a local, national or global & inclusive conversation. Do you have what it takes? @FleeJack

5. Social media is a great way to share insight & connect with people globally. It’s the perfect give & get communications medium. @Rieva

6. Welcome to the ‘Age of Influence,’ where anyone can build an audience, build relationships, effect change… and make a difference. @TedRubin

7. Social media is a great way to connect and inspire your target audience. It is also a great place to build real relationships with those you want. @RayHigdon

8. It’s an opportunity to ‘meet’ people you would have never met otherwise, to share what you know and learn some too! @LeadToday

9. SM is an unprecedented opportunity 2 elevate/expand ur influence. Each tweet/share is a chance 2B more informed, amazed & appreciative. @AngelaMaiers

10. SM gives me the ability to make wonderful connections with people that would be all but impossible in an analog world. @MackCollier

Be sure to follow these folks on Twitter and other social channels. They are smart, savvy, and succinct!

Filed Under: Business, Interpersonal Relationships, networking, Online Marketing, Social Media, Social Networking Tagged With: , , , , , , , , , , , , ,

The most important second

by at 3:18 pm 2 Comments

sheet music“Tomorrow is often the busiest day of the week.”—Spanish Proverb

Much has been written about time and procrastination. We often don’t realize how precious time is until faced with a crisis, usually related to our health or mortality. 

We spend obscene amounts of time watching mindless reality shows and TV. We dwell on our past mistakes and worry about future problems. We read books and attend presentations on time management and productivity. We fool ourselves.

And here we are on New Year’s Eve when everyone is keenly aware of the time. Social channels are filled with posts and stories assessing the past 12 months, and predicting trends for the next 12 months.

We stay up until midnight, count down the seconds, and watch festivities on TV. We kiss our loved ones.

That one second seems so important, and then it’s gone. In that split second of the clock striking 12, the calendar page turns and…here we are.

What’s really changed?

Most of us go back to the same patterns and habits that frustrated us last year. We fail to take on new challenges and opportunities to learn, grow, and change. We’re stuck in a comfort zone of mediocrity. Our fears and paralyzing beliefs have joined us in the New Year. Damn.  

We don’t need a clock or resolution to become better people and discover our gifts and talents. We simply need to decide that it’s time.  We can decide in February, July, or September. Don’t procrastinate on living your life with purpose and soul. 

The Bottom Line: The most important second is not on New Year’s Eve. It’s right now. 

Happy New Year!

 

 

Filed Under: Business, Communication, Self-Confidence, Success Tagged With: , , , , , , , , , , , , ,

10 PR stars reveal secrets for social media success in 2013

by at 4:25 pm 13 Comments

Seats at a tableWant to kick-start your social media optimization in 2013? Of course you do. 

I asked 10 distinguished PR and social media pros to share their views on how it can be done. 

Here are their responses, with my appreciation for their insights!

Margo Mateas, Founder, The PR Trainer:  “PR pros need to remember to take time to become part of the communities they want to reach, and not just engage in ‘driveby’ social media. It only takes a second to ‘Like’ someone else’s post or to leave a supportive comment. This strengthens trust and makes it more likely for them reciprocate the next time you’re promoting something.”

Deirdre Breakenridge, CEO, Pure Performance Communications:  “Take the best of your communications past into 2013; your ethics, accountability, critical thinking and great communications skills. At the same time, be open to different types of engagement through social media, by experimenting and embracing new technology to build stronger relationships with stakeholders. You need to be 10 steps ahead to counsel senior executives about the changing media landscape, and on the same page with savvy, wired consumers to understand their preferences and to better serve their needs.”  

Brad Phillips, Mr. Media Training, author, The Media Training Bible: 101 Things You Absolutely, Positively Need to Know Before Your Next Interview: “Few public relations professionals can keep up with all of the new social networking sites that seem to pop up on a monthly basis. So as a New Year’s resolution, PR pros should try to familiarize themselves with each of the platforms—and then commit to participating in the one that is most likely to help them reach their audiences and accomplish their goals.” 

Amy D. Howell, CEO, Howell Marketing Strategies, LLC:  “Our firm will be measuring how the social posts are driving more traffic to client websites and how that is helping their SEO. We have completed upgrades to client websites to include integration of social platforms.”  

Jeff Domansky, The PR Coach & Principal, Peak Communications: ”I’m excited about 2013. It will be the year of the ‘visual.’ Whether you’re storytelling, blogging, content marketing, doing media relations or social PR, great pics and video will drive your success. And everything you do better work on mobile, too.”

Ann Handley, Chief Content Officer, MarketingProfs: “Focus less on what you think you ‘have’ to do to maintain a social presence. Focus more on what is meaningful for your brand.”

Stacey Acevero, Social Media Manager, Vocus/PRWeb: “Think about social media as a book, or a timeline of the story of your business. But it’s not storytelling, it’s telling a true story well–so write social media posts that inspire conversation, share thoughts and real outcomes that resonate with your audience. Be less ‘braggy’ and involve the insights of others in your PR story.”

Joan Stewart, aka The Publicity Hound: ”Recycle your content, create it in multiple formats, and share it on the social media sites. Example: Take a how-to blog post and turn it into an MP3, and then a video (record yourself offering 3 tips from the article), and then a slideshow for LinkedIn, and then a series of photos for a Pinterest board. Note to self: Do this in 2013 and stop creating content from scratch!”   

Michael Cherenson,  APR, Executive VP, Success Communications Group; 2009, Chair and CEO, PRSA: “Social media is public relations and today’s professionals, to better serve their clients and help advance their own careers, need to invest in training and learn how to re-learn the art of communications. Every public relations professional must become an active participant, native to various social media platforms. And PR pros need to recognize Google’s algorithm is now one of our most important publics; your content needs to entice your audience and Google’s search engine.”

Shonali Burke, Principal, Shonali Burke Consulting, Inc.:  “I see far too many PR pros functioning in a bubble. Offline, they live and work in the bubble of the agency world, and online they don’t interact with people from different industries and walks of life. One of the best things about social media is the way it can connect you with just about anyone else in the world who is using that platform. It’s amazing what we can learn from people so very different from us. So as we embark on 2013, let’s rediscover what makes social media so wonderful-the ability to converse with literally just about anyone.”

Which piece of advice will you be focusing on in 2013?

Filed Under: Branding, Business, Online Marketing, PR, Public Relations, Social Media Tagged With: , , , , , , , , , , , , , , , , , , , , ,

Communicators: You are in sales

by at 8:46 pm 4 Comments

DSC05656

 

 

 

 

 

Don’t be shocked, but marketing, PR, and communications pros are in sales.

Think about it.

We are:    

  • Selling messages to clients
  • Selling ourselves to execs in the C-suite
  • Selling (pitching) stories to the media
  • Selling our time
  • Selling our intellectual capital
  • Selling our creativity
  • Selling access to our media and social contacts

 

To be a holistic business communicator, it’s time to stop selling and start building. Build your listening skills and relationships with prospects, the C-suite, colleagues, and reporters. We must move away from the “What can we get?” attitude to “What can we give?”

The holistic communicator

In a typical day, people are trying to get our e-mail addresses. They are trying to get us to sign-up for something. They are trying to get our hard-earned money. They are trying to get access to our personal information. They are often trying to get over on us. Get, get, get. This approach only brings short-lived success.  

The flip side of get, get, get is give, give, give. 

The most successful people in business are those who focus on what they can give to others, and not what they can get, get, get. High achievers are comfortable in deflecting attention away from themselves. These givers have absolute faith that by being tuned in to others, success will one day come to them. Individuals who live by this mindset aren’t in a hurry to get the deal. Instead, their priority is to build relationships and give value. The givers trust that they will be rewarded with abundance because that’s the way the universe works.

The proof of this is most evident in sales. When people in sales stop chasing money and shift their attention to genuinely helping a prospect, they won’t have to sell anything. Prospects will want to buy from them based on the generosity of the relationship. 

Say what?

Our attention is a hot commodity.

The concept of silent listening is the genesis of holistic business. Silent listening requires us to mentally slow down and quiet the unrelenting soundtrack that plays in our heads 24/7. Silent listening requires our undivided attention, free of distractions, judgments, and response planning. It calls for us to be fully present and in the moment.

How many times have you asked someone a question that you were genuinely interested in and as soon as they responded, your mind was jumping around aimlessly with random thoughts?

These mental interruptions occur in a flash. They pull us away from conversations and leave us at a disadvantage as we miss important information that is essential to connecting with people.

For example, you are meeting with a prospect about doing PR for their credit union. Someone mentions that they have ‘service centers,’ not branches. If you write up a proposal to promote their 18 branches, you lose. A split second distraction becomes a costly lesson. 

Silent listening is an essential business skill. It shows people that you are fully engaged, and care about the message.

Welcome to sales. 

PS: I invite you to take a peek at my new Kindle book, published today!

Cover

Filed Under: Business, Communication, Communicators, listening, PR, sales Tagged With: , , , , , , , , , , , , , , ,
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