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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!

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

7 Signs You’re Not Paying Attention

by at 1:45 pm 7 Comments

3 d boxAttention is a hot commodity. No one seems to have any. That is, except the gamers and medicated folks. They can stay on task for hours. I know because I live with a couple.

For the most part, the rest of us are distracted, disengaged, and bogged down with irrelevant things that people insist we have. In fact, the Federal Banking Minister from the Free Republic of the Province of Tanzania just sent me a lovely note yesterday!

Anyway, this week, I decided that instead of simply deleting newsletters and group invitations that keep arriving in my in-box, I would actually unsubscribe. As I was doing this, I realized I never actually signed up in the first place!  These people found me, and now they claim they are, “Sorry to see me go.”  They ask in the unsubscribe message, “Why are you leaving?” Ugggh.

I’ll tell you why: I’m putting my attention elsewhere.

Do you think you’re pretty good at paying attention? Do you recognize any of these 7 phrases? Have you used any or all of these in the past week?

1. “I must have been asleep at the wheel.”

2. “Where is my head?”

3. “I didn’t notice.”

4. “Where was I when all this was happening?”

5. “Are you sure you told me??”

6. “I’m on autopilot.”

7. “I’m in such a fog.”  Translation: My head is up my rear end.

What can you do right now to commit to paying closer attention? What distractions and mental clutter do you have to clear out so you’re fully present —in business and life?  Give people in your life a wonderful gift that’s absolutely free. It’s the gift of your attention.


(Photo Credit: Krossbow)

Filed Under: Business, Communication, Interpersonal Relationships, Leadership, listening, rapport, Success Tagged With: , , , , ,

The Reason Helicopter Parents Succeed Online: 5 Ways to Hover

by at 1:28 pm 2 Comments

hovering helicopterI’m coming clean here. I am a Helicopter Mom.

My kids are now 17 and 15. They are from a new world and generation of fear and freedom that my husband and I never experienced growing up.

As a Helicopter Mom, I have ”hovered” while my Stephanie and Danny attended birthday parties, school festivities, and sporting events. As they’ve  gotten older, I’ve conveniently hovered over the computer to sneak a glance at their Facebook conversations. This has nothing to do with having a uterus. My husband has done the same. Just not as often, and in his own special way.

I’m happy to report this parental hovering has served me well in Social Media. Yes there is a connection. We observe. We listen and read. We watch patiently.

Here are five benefits that being a Helicopter Parent offers us in Social Media networking, such as LinkedIn questions, forums, and especially online chats.

1. Case the joint. No, the chat is not akin to Dragnet or Adam-12. I don’t recommend sneaking around corners and hiding in shrubbery (Yes, I did that when the kids were in pre-school; just checking that they weren’t playing alone in the sandbox).  Call it lurking or call it listening. The key is to simply hang around before the chat gets underway. Most people don’t arrive “fashionably late”; they start assembling well before the content starts buzzing. Note to self: Identify a few movers and shakers.

2. Pay attention. Hover and watch as the conversations unfold. This gives you insight into personalities, style, and expertise.  Note to self: Jot down names and handles of people you can follow-up with after the chat. Who would you like to eventually connect with offline?

3. Look for clues. If you pay close attention before jumping into conversations, you’ll notice who the naysayers and rebels are. Who are the stronger personalities that may clash with others? Do you want to engage with them during the chat or could it be an effort in futility? Some people know everything. That’s nice. Note to self: Avoid toxicity whenever possible.

4. Recognize the BFF’s. When you hover, you’ll notice those who have the friendly and long-time relationships. Look for history. Look for clues, like :) )), !!!!, OMG, and . Do you want to try and jump into these conversations and inside jokes with the Best Friends Forever? It could be awkward. Note to self: There are cliques of people everywhere. Enter at your own risk.

5. Watch their language. If your goal is to learn more about an ancillary or vertical niche that you’re not well-versed in, notice the lingo, acronyms, and industry jargon that’s being thrown around.  Note to self: Do your homework. Read trade publications and subscribe to blogs and e-zines.

You can learn plenty from being a fly on the wall and hovering for 10 or 15 minutes. These tips lead to building rapport, interpersonal relationships, and business.

PS: I’m getting rave reviews from people who have subscribed to my 21-day free video series, “Speaking of Communication.”  Topics include PR, creating content, Social Media, public speaking and sales. Sign up here!



(Photo Credit: Michael Ransburg)

Filed Under: Business, Communication, Interpersonal Relationships, listening, Online Marketing, rapport, Social Media, Social Networking, Success Tagged With: , , , , , , ,

How to Dispel the Myth of Writer’s Block

by at 1:17 pm 6 Comments

human brain“Nametag Scott” (a.k.a. Scott Ginsburg) is not only an interesting guy to speak with; he’s an innovative businessman who has the courage to allow his creative and entrepreneurial instincts to thrive.

If you’re not familiar with him, Scott’s been wearing a nametag since he was in college, some 10 years ago. He says he walked out of a campus event, left his nametag on his shirt and people were suddenly quite friendly. They told him he was ”approachable.” And with that, Scott built an enterprise. He’s written 12 books, and is a professional speaker, consultant, and award-winning blogger. He also created NametagTV.com.

I recently interviewed Scott for my “Winning Ways” series on successful leaders. I’m happy to share his insights on creativity and the myth of writer’s block.  Here’s Part 1 of our conversation:

The Endless Reservoir

“Writers block doesn’t exist. It’s a lie. There’s no such thing as writer’s block because writing is an extension of thinking, so you don’t have writer’s block you have thinker’s  block. If you want to become a better writer, you need to become a better thinker. People ask me all the time how I come up with so many ideas and so much content. They complain they can’t find anything to write about.  Are you kidding me?! Do you live on this planet?! It’s easy to get ideas. Creativity is nothing but active listening. That’s it. ….every morning I don’t decide what I’m going to write.  I just listen for what wants to be written.  That’s the challenge for anyone in any form of art.  Just listen to what wants to be written. It’s everywhere; pay attention. There’s an endless reservoir of stuff to write about. No, I’ve never had writer’s block and I never will. It’s not because I’m an amazing writer.  I make observations, I listen, I write everything down. I’ll always have a full reservoir.”

Not Everyone’s a Writer

“People have this misconception that writing is with your hand. Not at all. Remember that writing is an extension of  thinking. You can talk on a video camera and then  have it transcribed. Here’s another idea for non-writers. You can find someone who is great on riffing with you who has a somewhat comparable brain style. Sit down with them, turn on the Flipcam, give them a list of questions to ask you, and have them provoke you.  That’s because you always say better stuff when you’re just chatting. Then have it transcribed. There are so many different ways of getting your thoughts on paper. It’s not about writing. It’s about thinking. Consider yourself as a thinker, find out how you can get what’s within your brain onto paper. There’s a million ways to do it that satisfies every learning style.”

Part Two: More with Nametag Scott and building business.

By the way, if you want to refine your communication skills and learn more about blogging, Social Media, PR, and sales, sign up for my 21-day free video series, “Speaking of Communication.”



(Photo Credit: Ethan Hein)

Filed Under: Blogging, Business, Communication, content, Creativity, listening, Motivation, Online Marketing, Social Media, Social Networking, Success, Writer's Block Tagged With: , , , , , , , , , , ,

3 Key Communication Opportunities in Our Digital World

by at 11:33 am 5 Comments

LandscapeThe digital and technological landscapes that we’re entrenched in bring exciting opportunities to our business, communication, and networking. Do I dare use the word game-changing? Sure I do.

Consider the 3 A’s:

Access: Social networking channels provide us with access to prominent leaders and experts like we have never experienced before. Millennials and Gen X/Gen Y folks may not remember this but for decades it was nearly impossible to “get the ear” of a CEO. The gatekeeper (receptionist/rejectionist) politely took a phone message that mysteriously dropped into the abyss.  The line, ”I’ll give him your name and number” didn’t mean he’d ever call you back. You didn’t have to read too far into her words that this really meant, ”I’ll tell him and he’ll ignore you.”  If you weren’t gunning for the CEO, cold-calling those who had purchasing power was also rough.  The conversion rates and rejections were beyond harsh. Thankfully, things have changed.  On Twitter, I’ve shared messages  with prominent leaders in the PR and communications field. I’ve chatted online and offline with Suzy Welch, Gary Vaynerchuk, Patricia Fripp, and Bob Burg. That’s why it’s critical that our communication, identity and message are clear. We’re partying with the big boys. What are you conveying to them?


Attention: The way our brains are wired has not changed over time. Our digital world has significantly impacted how we process and focus on information. We pay attention in different ways than people did five years ago and certainly 25 years ago. Your ability to get someone’s attention in less than 1.8 seconds–and keep it for another 1.8 seconds–is critical. By way of our gadgets, we’re bombarded with multimedia messages that beg for our attention.  Your written and verbal communication (hate to sound like the SAT’s) must be crisp and engaging. That’s because an infinite number of people have access to you (see Access).  They may not be interacting just yet but they are watching. You have their attention. What are you doing with it? Are your messages compelling or crap? To help you gauge this, look back at your last 10 tweets or blog posts.


Abundance: Clearly there is an abundance of information that’s available at our fingertips. You can communicate with experts at all times of the day or night. The set of World Book Encyclopedia’s my family had when I was growing up didn’t provide us with that opportunity. Let’s combine access to movers and shakers, your ability to grab the attention of others, and the amount of knowledge you can acquire. The result is abundance. Our digital landscape offers you an abundance of relationships, opportunities, education, and prosperity.

Access, attention and abundance are here for you. Now all you have to do is take action. :)


(Photo Credit: Xinem)

Filed Under: Blogging, Business, Communication, content, listening, networking, Online Marketing, rapport, Social Media, Social Networking, Success, Writing Tagged With: , , , , , , , , , , , , ,

10 Essential Words and Phrases for Media Pros in a PR Crisis

by at 9:56 am 15 Comments

crisis commYou may have noticed we’re surrounded by emergencies and crises–big time. In between the BP oil spill and Toyota recalls, we hear about office shootings, corrupt politicians, building collapses, plane crashes and savage beatings. It’s rough out there. Sure there’s the good news too. But it’s easier for PR pros and management to speak to reporters when all is well.

Are you and your team prepared to go head-to-head with the media when you’re faced with horrid breaking news that can quickly destroy your company, staff, and reputation?

I do a lot of PR and crisis communication trainings and coachings on how PR teams and leaders can develop a carefully crafted message and sound bite for reporters. In my 25 years of news and PR experience, I’ve played more than both sides of the fence. I’ve been a radio news reporter and news director, and ran New Jersey Governor Christie Whitman’s Office of Radio and TV. I’ve managed press conferences with clients hoping they won’t be dragged out of their office in  handcuffs with a raincoat over their heads. All of this in the New Jersey/New York/Philly media market- one of the toughest out there.

It’s been interesting to walk that fine line of linguistics.  In crisis communications, the mouthpiece of your organization has to use words and phrases like those of politicians and lawyers. Don’t get sick just yet.

Words that Trap

Anyone who is publishing content in Social Media, speaks with journalists, or writes press releases knows that there are words that can trap you with little or no way out.

They are: never, always, and definitely.

These three words can spell trouble because reporters and writers are trained to listen. They often take things literally. For example, you may say to a reporter, “Our family-run liquor store has never sold alcohol to anyone under the age of 21.” Most reporters spend their days digging for information, scanning the Internet, and asking a lot of questions to a variety of people. They are curious. They look for cracks in your story. They will find the old buried archive from 1971 when your dearly departed Grandpa sold beer to a 17-year-old who was killed in a car accident.  And you said “never”.

Instead of using words like never, always or definitely, start to think in vague terms. Avoid the pitfall of painting yourself into a corner.

Enter “wiggle words.” These are softer words that attorneys and politicians use all the time.

  1. Tend to
  2. Usually
  3. Typically
  4. Often
  5. May
  6. Prefer to
  7. It looks like
  8. It appears to be
  9. It’s likely to happen in a few weeks
  10. It could be

Here’s an example. Anyone with news savvy knows that “no comment” means guilty. You have to say something. Here’s a line I love to quote from an attorney: “It looks like it could likely happen sometime soon. That may be a real possibility.” Huh?

The Art and Skill of What Follows

Using these words and phrases gives you “wiggle room” in case there’s an error or something from 100 years ago that you and your bosses may not be aware of. When you deliver the line with an authoritative and credible tone of voice, it can work like a charm. But please don’t misunderstand. There is clearly an art and skill to this method.

If you use my “vague” example in a hastily called press conference during a crisis with breaking news, you are trying to buy time. You’ll have microphones, cameras and glaring lights in your face. It could be 3 AM on a Tuesday or 11 PM on a Friday. “No comment” doesn’t work. So you use whatever information you may have available but you carefully word your statement and remarks with the wiggle words. You will provide accurate and detailed information in a timely way, but when you are prepared. You control the flow of information. Buying time, even if it’s five minutes or five hours, can be the key to surviving a PR crisis.  In other words the follow-up is essential.

When done correctly, this process can save your boss, company, job and your reputation with the media.

(Photo Credit: bhanukaran)

Filed Under: Business, Communication, content, Crisis Communication, Leadership, listening, media, News, Public Relations, publicity, Social Media, Writing Tagged With: , , , , , , , , , , , , , , , ,

15 Ways to Increase Your Social Media Influence: Highlights from The Influencer Project

by at 6:48 pm 28 Comments

Thought leaders“The Influencer Project” that just wrapped up was awesome! A great way to spend 60 minutes- with 60 nuggets from 60 inspiring thought leaders and Social Media pros. Each speaker had one minute to answer this question: How can you increase your influence online?

Here are 15 highlights:

  1. Create content that stands for something; that’s higher purpose. “Be cutting edge.” -Joe Pulizzi
  2. Focus on a specific niche. Use Google searches and determine who is in your industry and what their niche is. Then narrow yours even more. -Dan Schawbel
  3. Build your community of readers by producing thought-provoking topics. “Self-expression is the new form of entertainment.” -Gretchen Rubin
  4. “Content is king.  You must know what you’re talking about.” -Gary Vaynerchuk
  5. “Repeat Tweets”- Guy Kawasaki
  6. Use Facebook. There are 500 million people on Facebook. Set up a fan page. Add a tab with videos. -Michael Stelzner
  7. “Distill what you bring to the table.” What value do you offer, who else offers similar value (A-to-C list) and connect the dots. Build a community and become a thought leader. -Brian Solis
  8. “Give more than you get. Influence comes from a passive place, not pushing.” -Amber Naslund
  9. “What can you shake up in your world? Then the world will pay attention to you.” -Cathy Brooks
  10. “Find one niche and master it, own it. Then teach people in that niche how to be successful in it.”-Lewis Howes
  11. “Understand the needs of your audience, look at data and build things that help them.”-Vanessa Fox
  12. “Listen to conversations.”- Justin Levy
  13. “Put your business model before fame or influence. Your Social Media must add to your bottom line. You must have something to show for it.” -Wendy Piersall
  14. “Find the young, gifted ‘up and comers’ and give them a platform for success that can drive your message.” -Steve Woodruff
  15. “Don’t worry about climbing up the attention ladder. Be original, unique and awe-inspiring. Then people will follow you.” -Nathan Hangen

The gem that many immediately connected to is from Ann Handley: ”Give it (your content and blogs) wings and roots. Be grounded with who you are and what you stand for. And give it wings by sharing.”

There were two more marketing “sound bites” that I jotted down but don’t have the attribution—I apologize to the leaders who shared these for not providing proper credit. These are SO good, I have to pass them along anyway:

“Build multiple circles in multiple markets.”

“Don’t be shy in Social Media. You don’t have to be a genius. You can engage people by sharing information from other followers and friends.”

The Influencer Project was organized by Thoughtlead and sponsored by Hubspot. Thank you!

PS–Clearly if you are interested in The Influencer Project, you are committed to learning. I invite you to take advantage of my 21 day free video series “Speaking of Communication”. It covers everything from PR, Social Media, content development, sales, leadership, EQ, public speaking and more. Sign up now at  http://www.getinfrontcommunications.com.  —Please refer to #’s 8 and 11 above :)

(Photo Credit: juicedigitalpr)

Filed Under: Blogging, Business, Communication, content, Creativity, Interpersonal Relationships, Leadership, listening, Marketing, networking, Online Marketing, rapport, sales, Social Media, Social Networking, Success, Writing Tagged With: , , , , , , , , , , , , , , , ,

A Lesson on Listening

by at 7:53 pm Leave a Comment

My “a-ha!” moment on listening that affects all of us.

httpv://www.youtube.com/watch?v=bgzZEMUdvj8

Check out my new Academy for Communication Excellence (ACES) program http://www.getinfrontcommunications.com/aces/

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

5 Tips to Grow Your Business this Summer

by at 9:17 am 7 Comments

SunglassesToday, June 21st, is the first day of summer.  Many people complain business comes to a standstill in the summer.  Don’t complain and don’t stand still! Use this “down time” to build your relationships and grow your business.

Here are 5 tips to maximizing your summer while everyone else is sunning, chasing the kids and waiting for the fall for business to pick up.

1. Look through your database or Rolodex and call several former clients, colleagues, networking acquaintances and others that you have not heard from in at least six months. Spend a few days meeting with each one for an early cup of coffee or breakfast at 7:30 or 8 a.m. This helps you to make sure your face time doesn’t interfere with normal business hours and it allows you to catch up. Go to the meeting with the sole intention of reconnecting and nurturing relationships. Use your good listening skills to truly hear what the other person has been doing. Fill them in on your latest projects and accomplishments as they may be able to connect you with fresh opportunities. Together you can help each other cultivate new business.  Take time to invest in human communication.

2. Get past the gatekeeper. Receptionists and “gatekeepers” to decision makers usually take vacation in the summer. Sure, the CEO does too, but trust me, they are not out of the office for 8 weeks. When the gatekeeper is gone, try calling the decision maker at 8 AM or 5 PM . You’d be surprised how many answer the phone!

3. Use slow time in the office to clear out the clutter, read articles, monitor industry trends and assess the first six months of the year. What have you accomplished, and where are you going? Are you on track for success? Refine your goals for the rest of the year if necessary. Above all, take time to think and read.

4. Launch your blog! If you’ve been dragging your feet, it’s time to dump the excuses and get started. Begin planting the seeds online to promote your expertise and gain traction. If you are already blogging, look for creative new ideas and topics, work on an editorial calendar and keep writing!

5. Learn and apply technology. Sure it’s overwhelming with all the apps, widgets and gadgets that are available to us. Take baby steps and focus on learning one or two new things that can help you reach your goals. Look at what your competition is doing. Should you be list building, creating videos, using Foursquare, or developing  new products and services? It’s tough to do these things when you’re entrenched in the busy season. Take advantage of quiet time to expand your knowledge.

It’s also important that you celebrate your successes. Go back to January 1, 2010 and think about your accomplishments. Take a moment to write them down. You’ll be surprised at how many things you’ve done that may have slipped your mind!  This will help you get rejuvenated and excited for the coming months.

By the way, if you really want to learn, sign up for my free 21 day video series, Speaking of Communication.

(Photo Credit: Reggaedori)

Filed Under: Blogging, Business, Communication, Interpersonal Relationships, listening, Motivation, networking, Online Marketing, Social Media, Social Networking, Success, Writing Tagged With: , , , , , , , , , , , ,

The Secret to Building Sales is in Communication

by at 5:17 pm 2 Comments

connect the dotsConnecting the proverbial dots. To be successful in sales, grow your business and make more money, you must have outstanding communication skills.

One expert who knows and lives this is Bob Burg, co-author of the international best selling book, The Go-Giver. I interviewed Bob about The Go-Giver and his new book, Go-Givers Sell More. Bob told me the secret to being a top-notch sales professional is to always put the other person first. This must be communicated in all of your words and actions.

“…When you’re simply out there to make a sale it’s all about you and your product. When you’re out there to create the environment where a sale is made, now your focus is on the other person. You need to be able to genuinely and authentically help people to feel good about themselves. And at that point be able to help them make the connection between their need, want and desire and your product or service.”

One Step Further

Readers of this space know my background is in communication and news. Bob agrees with me that listening is important but there’s one additional and critical step. “That person who can listen and communicate that they are listening, it’s not just that you can “do the thing’, you’ve got to be able to communicate that you are doing it, those are the ones who are most effective.”

I hate to sound like an infomercial, but “WAIT! THERE’S MORE!!!”

There’s another dot that has be connected in this communication and sales cycle.  Hint: According to Bob, it starts with the letter T.

“Right now we live in a very low trust society. The good thing is that if you’re the person who knows how to develop that  sense of trust, to communicate your trustworthiness and do that in a  fairly quick period of time,  you’re that person who is going to get the business. It’s important that they like you; it’s even more important that they trust you.”

The bottom line is that when we shift our attention away from ourselves and onto the other person—to help them overcome challenges and succeed–we are Go-Givers. The dots are connected. All is well.

By the way, Bob Burg is my guest on “Winning Ways”, a 30 minute news interview series on success. Details at http://www.getinfrontcommunications.com/aces


(Photo Credit: Kathy Cassidy)

Filed Under: Business, Communication, customer service, Interpersonal Relationships, listening, Motivation, rapport, sales, Self-Confidence, Success Tagged With: , , , , , , , , , ,
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