Our mind can convince us to do amazing things as well as believe the unbelievable to our detriment. It has the power to turn us into saints or into monsters. Ego is a product of the conscious mind at work. It can convince us we are in the right and into delusional beliefs and actions. Most of us are not fully aware of how we are communicating when we are in this ego state. But let’s take a look at it.
Communication is extremely important in business no matter how you do it. In fact, the more ways you do it consciously, the higher your success rate. With so many ways to communicate strategic communication can lift you to the top. We are constantly communicating through the written word, our eye contact, body language, spoken word, our visual appearance, our presentation, what we leave behind on a website, social media page and our social graces come through across many of these. In a world of social media and short communications that are chopped and broken, the context of our messaging becomes essential to our success. The attention we focus on clients, prospects and associates is a constant reflection of who we are and what we represent of ourselves and in business.
Many formats going out today are skilled emails tailored to sound as if they are specific to you. The important aspect of these communications is that they follow a format that attracts and entices readers to take action in the context of the message. They are crafted with care. If everything we do is leaving a message and imprint, then considering all of the ways we communicate seems in order.
Effective communication comes in varying formats but the basics are:
· Pitching prospects
· Clients meetings and presentation
· Follow up on meetings
· Professional networking
· Marketing your business
Pitching prospective clients: Have a 30-second version, a 5-minute version, and a 15-minute version of your elevator pitch that gets you in the door for a meeting. Your delivery needs to be clear, concise and memorized so it conveys confidence and knowledge about your area of expertise. Include leaders and set meeting time before your leave your prospect.
Speak, prepare, listen and notice what is going on with your prospect and address needs. Know your business well enough to be able to pay attention to your prospect or client. The devil is in the details because that is where most people fail to devote attention. It is your secret tool!
When you attend the meeting, have your 30-minute and 50-miinute versions to present in a flip chart or PowerPoint. Respect the time of your prospect by keeping your message clear and specific, temper your cadence and speech, note body language and adjust your to your prospects. Did I mention pay attention to details? Everything about the effectiveness of your communication will be mirrored back to you by your prospects behavior. You can often adjust and make incremental changes that will convert a meeting starting on the wrong foot to one that sails smoothly to the next step.
Follow up is the essential turning point of your business success. If you do not follow up to ask for the business or complete the business it is hard to make dough!
In professional networking situations, you will be most effective by keeping a systematic, professional and clear direction. Remember, you are there for one reason: to gain more business. Keep it that way and see how many people you can talk to. Here it remains a numbers game. If you have designed 5-10 key qualifiers for business prospects you can weave them into the conversation quickly and effectively.
Market your business through all means of communication and particularly the written word. Note the defiance of the English language proliferated across the web. Let others be careless, but not you! Take the time to compose thoughtful and specific follow up that illustrate your attention to detail and your desire to convey and low risk conversation from prospect to client for long-term.
Finally, continually evaluate the success of your communication and the message. Did it convert the prospect to client? Were there awkward moments, or was energy calm and smooth? How did it feel to you and to the person you were communicating with? The results reflect your success, do not let your mind delude you into making excuses instead of subtle changes when needed.