Are you dripping?
Think of “dripping” as a way to keep in touch with clients and colleagues – a little bit at a time, repeatedly.
In the course of a day, many of us might meet one or several people who we want to build a relationship with – one that is mutually beneficial, win/win, and helping others.
Yet, just a meeting, whether chance or purposefully planned, isn’t enough.
That’s where the dripping starts.
Immediately after meeting someone that you want to foster a relationship with, send something to the person – an e-mail, a text, a Tweet, a note, an article.
Then, touch base again with a call or even offer to do lunch. Look for ways to help the other person. Find commonality.
As the relationship starts to build, you continue to “drip.” Your contact might be once a month, or once every other month.
“Absence makes the heart grow fonder” is a fallacy! When it comes to business networking and building relationships, it’s more like, “Out of sight, out of mind.”
Dripping keeps you in the mind’s eye of the other person, since you touch base on a frequent basis.
Building relationships is more important, and easier to do, than ever before.
So, just keep on dripping!
Showing posts with label Marjorie Brody. Show all posts
Showing posts with label Marjorie Brody. Show all posts
Tuesday, October 27, 2009
Friday, October 16, 2009
The Selling Stool: 3 Key Elements to Sales Presentations
Product knowledge and selling skills are only two legs of the stool when it comes to successful sales presentations.
The third key is the ability to communicate your ideas effectively, and at the same time read the messages that your audience (buyer) is sending in response.
In other words, you need to master the art of walking and chewing gum at the same time!
The most effective salespeople pay attention to the signals that are being sent – theirs and others.
These winning sales professionals don’t go onto autopilot with their prepared pitch.
So, what are some things to watch for?
Positive cues from the person or people to whom you are presenting:
•Direct eye contact
•Open body language
•Forward lean
•Upward turn on the corners of their mouth
Here are some negative signals to watch carefully for:
•Tension in the eyebrows
•Closed off posture
•Limited eye contact
•Pursed lips
You can’t assume that people are hostile to your ideas just because they have their arms crossed. After all, they may just be cold.
However, if their arms are crossed, look for other signals as well that might indicate hostility, disagreement or closed thinking.
Typically, in a selling situation, the “buyer” says so much without even saying a word.
The question is, are you so busy talking, that you aren’t listening to what is -- and isn’t -- being said?
It may seem trite, but there is a reason we have two ears!
The third key is the ability to communicate your ideas effectively, and at the same time read the messages that your audience (buyer) is sending in response.
In other words, you need to master the art of walking and chewing gum at the same time!
The most effective salespeople pay attention to the signals that are being sent – theirs and others.
These winning sales professionals don’t go onto autopilot with their prepared pitch.
So, what are some things to watch for?
Positive cues from the person or people to whom you are presenting:
•Direct eye contact
•Open body language
•Forward lean
•Upward turn on the corners of their mouth
Here are some negative signals to watch carefully for:
•Tension in the eyebrows
•Closed off posture
•Limited eye contact
•Pursed lips
You can’t assume that people are hostile to your ideas just because they have their arms crossed. After all, they may just be cold.
However, if their arms are crossed, look for other signals as well that might indicate hostility, disagreement or closed thinking.
Typically, in a selling situation, the “buyer” says so much without even saying a word.
The question is, are you so busy talking, that you aren’t listening to what is -- and isn’t -- being said?
It may seem trite, but there is a reason we have two ears!
Thursday, September 24, 2009
Listening is More Than Hearing
So many people like to talk.
I sure do.
In fact, I do it all the time.
On the other hand, so few like to actually listen -- I will admit I am occasionally challenged to really listen or listen well.
Statistically speaking, we spend more time listening in a day than speaking, yet we don’t often do it well (just ask your family!).
Usually, it’s not on anyone’s top to-do list for training.
But, that may be changing. In the last few months we have seen a steady increase in clients asking for listening skills training.
Perhaps there were relationships, opportunities, and revenues that were lost as the result of poor listening. Maybe at the root of our relationship problems this fundamental communication skill is missing.
Last week, I got to deliver a listening workshop -- the first I personally had delivered in years.
The focus of the program was a combination of activities, skills and exercises to practice -- along with an online assessment, which profiles the individual participant’s preferred (or natural) listening style.
The district and regional sales managers in my session had so many “aha” moments that they couldn’t wait to get back and adjust their style at work -- as well as at home.
Since I also took the assessment, I, too, had some major insights. For example, at work I tend to listen purposefully -- in a very task-oriented way -- and pay less attention to the empathy factor and fail to listen for enjoyment.
It does make sense, however, that my staff needs as much empathy and appreciation as I give my clients and friends. I am committed to improving my listening with my team. You can e-mail them and see if they have noticed a difference!
So, do I think effective listening be taught?
Yes I do!
It isn’t complicated, but it does require a commitment to use more than just our ears.
If you want to see what is in our listening skills program, click here for more details.
I sure do.
In fact, I do it all the time.
On the other hand, so few like to actually listen -- I will admit I am occasionally challenged to really listen or listen well.
Statistically speaking, we spend more time listening in a day than speaking, yet we don’t often do it well (just ask your family!).
Usually, it’s not on anyone’s top to-do list for training.
But, that may be changing. In the last few months we have seen a steady increase in clients asking for listening skills training.
Perhaps there were relationships, opportunities, and revenues that were lost as the result of poor listening. Maybe at the root of our relationship problems this fundamental communication skill is missing.
Last week, I got to deliver a listening workshop -- the first I personally had delivered in years.
The focus of the program was a combination of activities, skills and exercises to practice -- along with an online assessment, which profiles the individual participant’s preferred (or natural) listening style.
The district and regional sales managers in my session had so many “aha” moments that they couldn’t wait to get back and adjust their style at work -- as well as at home.
Since I also took the assessment, I, too, had some major insights. For example, at work I tend to listen purposefully -- in a very task-oriented way -- and pay less attention to the empathy factor and fail to listen for enjoyment.
It does make sense, however, that my staff needs as much empathy and appreciation as I give my clients and friends. I am committed to improving my listening with my team. You can e-mail them and see if they have noticed a difference!
So, do I think effective listening be taught?
Yes I do!
It isn’t complicated, but it does require a commitment to use more than just our ears.
If you want to see what is in our listening skills program, click here for more details.
Tuesday, August 18, 2009
Visual Aids 101: Help, Not Hinder Your Next Presentation
Are you suffering from “death by PowerPoint?”
Many people in corporate America are.
You know the symptoms … yawning participants during your slide shows or distant looks from half of the audience who are staring at your screen like zombies.
Let’s be real. Personally, I've never heard, “Oh good – another slide!” I’m sure you would agree.
So, where is the problem?
I believe that most presenters create their slides and think they have a presentation.
Wrong!
What they should be doing is writing the presentation, and then determining where a slide would add value, impact and interest.
When audience members need specific information to study, and to share with others, give them the complicated details in advance, or at the end of the presentation. Then, simplify when presenting.
What are some guidelines?
•Use pictures (personal photographs or high-end, online stock images) whenever possible – as long as they reinforce the message.
•Use charts and graphs to help explain trends, statistics, or any other numbers.
•Limit the bullet points.
•Use the “B” key to blank out the screen. It pulls the attention back to the speaker.
•Start and end with no slide, so you can make the personal connection with the audience.
Slides are tools – and shouldn’t be used as a crutch. Remember, they are visual aids – not presentations.
Your audience will thank you for not having them suffer a tedious “death by PowerPoint.”
Many people in corporate America are.
You know the symptoms … yawning participants during your slide shows or distant looks from half of the audience who are staring at your screen like zombies.
Let’s be real. Personally, I've never heard, “Oh good – another slide!” I’m sure you would agree.
So, where is the problem?
I believe that most presenters create their slides and think they have a presentation.
Wrong!
What they should be doing is writing the presentation, and then determining where a slide would add value, impact and interest.
When audience members need specific information to study, and to share with others, give them the complicated details in advance, or at the end of the presentation. Then, simplify when presenting.
What are some guidelines?
•Use pictures (personal photographs or high-end, online stock images) whenever possible – as long as they reinforce the message.
•Use charts and graphs to help explain trends, statistics, or any other numbers.
•Limit the bullet points.
•Use the “B” key to blank out the screen. It pulls the attention back to the speaker.
•Start and end with no slide, so you can make the personal connection with the audience.
Slides are tools – and shouldn’t be used as a crutch. Remember, they are visual aids – not presentations.
Your audience will thank you for not having them suffer a tedious “death by PowerPoint.”
Tuesday, July 28, 2009
Persuasive Speaking Webinar: Notch Up Your Presentation Skills
I’m back from the National Speakers Association (NSA) conference in Arizona, and also from a biotech client program in California; the latter of which saw me delivering a custom session on effective communication.
As I watched the NSA members present their keynotes and workshops, and during my facilitated group discussion at the client program, I was again struck by the power of effective presentation skills and the power of persuasive speaking.
Yes, I’ve been teaching this topic for more than 25 years now, but the basic principle is still the same: Professionals who master the art of persuasive speaking will get others to take action, change direction, commit and buy.
If you don’t speak like a pro, and convince your audience members of your message, they will consider your session a colossal waste of time.
Are you one of the thousands of people who’d rather die than deliver a speech? Do you need help to improve your persuasive speaking skills?
You’re in luck. In addition to face-to-face presentation skills training and coaching, BRODY now offers webinars.
I’m kicking off the whole series with “How to Present Your Ideas Persuasively to Better Influence Others at Work,” on September
14, from 12:30-1:30 pm EST.
If you attend this webinar, you’ll discover strategies for working with different audience reactions. It’s great for anyone in a relationship management role – whether speaking to clients, colleagues, direct reports – or a combination of all three!
Visit here, for more details on this webinar, and to sign up.
Or, if you share your worst presentation skills nightmare on my blog, and provide a valid e-mail address – or call me at 215-886-1688, I will take 10% off your webinar registration price. This offer expires August 3rd.
As I watched the NSA members present their keynotes and workshops, and during my facilitated group discussion at the client program, I was again struck by the power of effective presentation skills and the power of persuasive speaking.
Yes, I’ve been teaching this topic for more than 25 years now, but the basic principle is still the same: Professionals who master the art of persuasive speaking will get others to take action, change direction, commit and buy.
If you don’t speak like a pro, and convince your audience members of your message, they will consider your session a colossal waste of time.
Are you one of the thousands of people who’d rather die than deliver a speech? Do you need help to improve your persuasive speaking skills?
You’re in luck. In addition to face-to-face presentation skills training and coaching, BRODY now offers webinars.
I’m kicking off the whole series with “How to Present Your Ideas Persuasively to Better Influence Others at Work,” on September
14, from 12:30-1:30 pm EST.
If you attend this webinar, you’ll discover strategies for working with different audience reactions. It’s great for anyone in a relationship management role – whether speaking to clients, colleagues, direct reports – or a combination of all three!
Visit here, for more details on this webinar, and to sign up.
Or, if you share your worst presentation skills nightmare on my blog, and provide a valid e-mail address – or call me at 215-886-1688, I will take 10% off your webinar registration price. This offer expires August 3rd.
Monday, July 13, 2009
New BRODY Professional Site Up and Running, Check It Out!
Good things are worth waiting for!
Those of you who have worked with web designers know how frustrating the process can be. Granted, we live in an environment of instant gratification, and I wanted it done at least three months ago!
But, at last, it is “finished” – the new and improved home for my company, BRODY Professional Development -- www.BrodyPro.com.
I say “finished,” because there are still some modifications being made, including shopping cart “tweaks” -- and then working specifically on updating the Marjorie Brody part of the site, so it coordinates with the new design of the BRODY Professional Development pages.
That being said, for those of you who want to download some “free information” – invaluable tips and articles – please check out the new site. Again, www.BrodyPro.com.
On an unrelated note, this week, I head to Scottsdale, Arizona -- you may be asking, “Why on Earth would anyone go to Scottsdale in the middle of July?” My answer: To attend the board meeting and annual conference of National Speakers Association.
I always learn something by attending this annual event – and next week, I’ll blog about some of these learnings, so you, too, can benefit!
Those of you who have worked with web designers know how frustrating the process can be. Granted, we live in an environment of instant gratification, and I wanted it done at least three months ago!
But, at last, it is “finished” – the new and improved home for my company, BRODY Professional Development -- www.BrodyPro.com.
I say “finished,” because there are still some modifications being made, including shopping cart “tweaks” -- and then working specifically on updating the Marjorie Brody part of the site, so it coordinates with the new design of the BRODY Professional Development pages.
That being said, for those of you who want to download some “free information” – invaluable tips and articles – please check out the new site. Again, www.BrodyPro.com.
On an unrelated note, this week, I head to Scottsdale, Arizona -- you may be asking, “Why on Earth would anyone go to Scottsdale in the middle of July?” My answer: To attend the board meeting and annual conference of National Speakers Association.
I always learn something by attending this annual event – and next week, I’ll blog about some of these learnings, so you, too, can benefit!
Monday, October 20, 2008
Gain a Professional Edge at BRODY Boost Camp, November 13, 2008
I just came back from Pittsburgh, PA, where I was speaking to a client about the importance of personal marketing.
In these times of “troubled waters,” the ability to sell yourself is even more critical.
I’ve said it before, but it bears repeating now: It’s not just who you know, but who knows you -- and what you’re capable of doing -- that counts!
My upcoming BRODY Boost Camp on Thursday, November 13, will help attendees enhance their professionalism, persuasive speaking, and personal promotion.
There are still some seats available.
You can check out the full agenda, and register, by visiting this link on the BRODY Professional Development site: http://www.brodypro.com/site/boost_camp/Boost_camp.html.
If you have any questions, just give me a call or e-mail me at marjorie@brodypro.com.
In these times of “troubled waters,” the ability to sell yourself is even more critical.
I’ve said it before, but it bears repeating now: It’s not just who you know, but who knows you -- and what you’re capable of doing -- that counts!
My upcoming BRODY Boost Camp on Thursday, November 13, will help attendees enhance their professionalism, persuasive speaking, and personal promotion.
There are still some seats available.
You can check out the full agenda, and register, by visiting this link on the BRODY Professional Development site: http://www.brodypro.com/site/boost_camp/Boost_camp.html.
If you have any questions, just give me a call or e-mail me at marjorie@brodypro.com.
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