As business people, much of our time is spent communicating via email, through meetings, or in person-to-person conversations. For plenty of us, telephone communication is also an important part of our business lives. Unfortunately, though, it is one of those elements of business that we hardly think about. With just a few quick tips and techniques, though, you can markedly increase the efficacy of your telephone calls.
Those of us who are marketing strategy consultants have found that the most important thing to do before a business call is to take a couple of moments to prepare. As basic as this is, most professionals don't do it. Ask what the point of the call will be. Become exceedingly clear in your mind's eye as to the one thing that you would like to accomplish in your impending phone call.
Once you've determined what you need to accomplish in your phone call, you can then make a few notes as to the key points that you need to touch upon. As part of this, make a list of some of the key questions you need to ask so as to better understand the other person's point of view and to confirm that they understand your primary points also.
It's also crucial to just write down one word in capital letters on your sheet of note paper: LISTEN. In our rush to get our thoughts, ideas, and point of view across, it's too easy to focus on what we wish to say and to ignore (or pay limited attention to) the other person's side of the story.
And in addition to listening, many people also have a problem with cutting in and interrupting the other person. We start finishing their sentences for them, certain that we fully understand what they are going to say or that we can help them clarify themselves. This is an unappealing and foolish habit. It is rude, and offensive, to barge in with our know-it-all ways and to prevent our conversational partner from having their say in the matter. Not only that, but when we hop straight into someone else's sentence to complete it for them, we presume that we know what they are thinking... And a lot of the time, we are farther off-base then we think.
Preparing for our telephone calls, reminding ourselves to listen, and banishing the temptation to interrupt are three smart ways to improve the efficacy of your business calls. Put them into action today, and see the difference that they'll make for you.
Those of us who are marketing strategy consultants have found that the most important thing to do before a business call is to take a couple of moments to prepare. As basic as this is, most professionals don't do it. Ask what the point of the call will be. Become exceedingly clear in your mind's eye as to the one thing that you would like to accomplish in your impending phone call.
Once you've determined what you need to accomplish in your phone call, you can then make a few notes as to the key points that you need to touch upon. As part of this, make a list of some of the key questions you need to ask so as to better understand the other person's point of view and to confirm that they understand your primary points also.
It's also crucial to just write down one word in capital letters on your sheet of note paper: LISTEN. In our rush to get our thoughts, ideas, and point of view across, it's too easy to focus on what we wish to say and to ignore (or pay limited attention to) the other person's side of the story.
And in addition to listening, many people also have a problem with cutting in and interrupting the other person. We start finishing their sentences for them, certain that we fully understand what they are going to say or that we can help them clarify themselves. This is an unappealing and foolish habit. It is rude, and offensive, to barge in with our know-it-all ways and to prevent our conversational partner from having their say in the matter. Not only that, but when we hop straight into someone else's sentence to complete it for them, we presume that we know what they are thinking... And a lot of the time, we are farther off-base then we think.
Preparing for our telephone calls, reminding ourselves to listen, and banishing the temptation to interrupt are three smart ways to improve the efficacy of your business calls. Put them into action today, and see the difference that they'll make for you.
About the Author:
Marie Elwood runs Increased Results in Atlanta, Georgia, one of the best marketing consulting firms for consumer insights and new product development.
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