Up Front Communication

Helping people and businesses through the art of communication

Proximity and expertise: according to Seth.

You may be aware that I am a bit of a Seth Godin fangirl.  It takes a great deal of restraint for me to not share nearly every one of his daily blog updates here on my own blog (Twitter is a better vehicle for sharing that sort of thing).  Every now and then, though, there is one that is so good that I need to put it up here so that those not yet converted to Godinism read his words of widsom.  Like this:

 

Never eat sushi at the airport

or sleep near a train station.

Don’t ask a cab driver for theater tips.

Never buy bread from the supermarket bakery…

and don’t ask your spouse for honest feedback about how you look.

Don’t do business with a stranger who calls you at home during dinner.

Think twice before you ask your ad agency how many ads you should run.

And never eat the macadamia nuts in the mini bar.

Proximity is not a stand in for expertise.

Think on that last sentence.  Equating proximity with expertise is a common stumbling block in many industries.  It is rife* in professions where members believe themselves to inherently be Jacks-of-all-trades.  Librarians, for example, are extremely prone to this, so are doctors.  In these cases, the “proximity” is their professional qualification, and it causes them to look inside their own professional body for people to occupy just about any kind of role necessary.

Going for proximity, regardless what form that proximity takes, is rarely a good strategy.

 

*Rife, not ubiquitous.  There’s a difference.

 

Making cold calls red hot

The term ‘cold calling’ strikes fear into the hearts of many a professional.  Heaven’s knows it does to me.

Cold calling, though, has its place.  Actually, it can be a very useful activity for both the caller and the receiver. It can save time and energy, create new connections and opportunity, and grow your network.  These happy outcomes depend a fair bit on the preparation of the caller.

“Cold calling” is a bit of a misnomer; the person you are calling might be cold, but you as the caller are not.  Before calling, research your targets and know why it is you want to do business with them, why the two of you are a good match, and how your services or products can benefit them in particular.  Note: you must know how your officer is going to benefit that person.  Not the business down the street or the office three floors up.  You need to be specific and precise, tailoring each conversation and approach to the particular person on the other end of the line.

You also need to have your product/service description down pat.  In one short sentence – 20 words or less – describe what you do so that the listener doesn’t have to wonder how your business is relevant to them.  Follow up that brief sentence with another brief (BRIEF!) blurb on how you will either increase their profits or somehow make their life easier; understand how they specifically will benefit from you, and give them that info with absolute clarity.  Finally, tell them why you are the ideal person to do this for them.  Again, keep it short – this isn’t the time to trot out your resume or CV, or list the 37 influential people you do business with it.  One or two sentences.  You should be able to say it in a single breath without rushing or wheezing.

The above might sound straightforward, but it takes serious preparation work.  Get as much info on the company as you are able and craft each call individually.  This will take you from cold calling to smoking hot calling.  You’ll be listened to with greater attention and received with greater interest, because the person on the other end of the line will know that you know your stuff and won’t waste their time.  Don’t expect this call to land you a deal or get you new business.  In the case of cold calling, I define success as genuine requests for more information and scheduling follow-up conversations.  If you’ve gotten their attention and have made them willing to give you more time and attention, then you’ve done well.

Don’t say sorry

“Sorry” is quite possibly one of the most pernicious words I hear in regular conversation. When used in its truest sense, a sincere sorry is lovely – both strong and vulnerable in the way in admits and accepts responsibility, or empathetic in the way it expresses understanding. These uses, however, are heard with woeful infrequency.

More often than not I hear sorry used as reduction term, as a form of pre-emptive verbal submission. We say sorry when we give an opinion, say sorry for asking for help, say sorry before speaking up in meetings, say sorry as a way to fill silences between sentences. On one hand, this compulsion can be seen as a throw-away word.  We have lots of those, little words we use to fill in sound space when our brains are working.  The danger of using sorry as a filler or an opener is that is has the same effect on our thinking as standing with our shoulders hunched and gaze low.  It diminishes us in our own mind.

Whenever I have heard sorry used as someone’s go-to opener when they begin to speak, it has never resulted in them giving the impression of confidence or competence.  This is unfortunate; one of the worst offenders in my circle of acquaintances is a remarkably competent man who gives good ideas and input.  Yet instead of presenting his thoughts and ideas fearlessly or with pride, he physically and verbally shrinks, peppering his phrases with sorry.

Don’t be sorry for what you have to say.  Don’t even think sorry for what you are going to say.  Don’t think or feel sorry for giving your thoughts voice or for “taking up” your listeners time.  Putting your ideas forward is an act of generosity, and conversation is an act of sharing. So share without restraint. You can be polite without being sorry, so for everyone’s sake, do so!

Communicating Intimately #3: Intimacy within a business

Have you ever been in the desperately uncomfortable position of having a “buddy” conversation with your supervisor, or being in charge of an employee who treats you more like a therapist than a manager?  I’ve never experienced the latter, but know several colleagues who have.  The former has happened to me in a few situations, and each time was so writhingly awkward that I never wanted to repeat it again.

That’s the problem with intimate communication among employees within a business.  It is its own type of intimacy peculiar to that environment. It matters where people are within the organization’s hierarchy.  Even if the organization is relatively flat, there are still underlying pecking orders and relationships that inherently affect the types of conversations that can be held.* Generally speaking, intimate conversations within a business should be just about that – business.  It isn’t that we shouldn’t learn about our peers or our supervisors or our employees; it’s that the power structure of a business affects the relationships up and down the ladder.  That can change what we are comfortable discussing with our co-workers.

In one industry I worked in, “buddy” type relationships between managers and those working beneath them were encouraged.  The idea was that if you could develop a fuzzy, cuddly relationship with your underlings, they would be more likely to be open and honest with you when discussing work.

Ha.

It was a nice idea in theory.  In practice, it muddied working relationships and created a climate of agonizing phoniness.  Get-to-know-you conversations with new managers were saccharine in the extreme and did not improve working relationships.  People wondered why their managers wanted to know so much about them.  Instead of creating stronger and more personal relationships, people began mistrusting the motives of managers acting like their buddy.  Would private conversations be shared?  Could something they said about their personal lives be used against them?

The difficulty with this approach was that the development of personal intimacy was forced.  It was as though merely working with one another in the same industry and the same company meant that you had – or should have – a ‘friend first, manager second’ relationship.  If that sort of relationships develops naturally between two co-workers, than that’s great.  But it cannot be created quickly in staged situations.

I believe that intimate communication within a business should be about just that – business.  You can have intimate conversations and not delve into your employee’s personal lives or play armchair counselor. Intimate business conversations involve discussions where people are able to express their joys, their irritations, and their passions about their work.  Fostering this kind of communicative intimacy does not involve becoming your co-worker’s buddy.  It involves developing your co-worker’s trust.  They need to know that you will allow them to express their feelings and actual opinions without adverse impact on their job or your working relationship.  This climate of trust doesn’t depend on your knowledge of their kids’ extracurricular activities or their fondness for off-hours geocaching.  It depends on a climate of respect and consideration in which opinions are solicited and considered without fear of backlash.

The type of intimate conversations that happen within a business will change depending on the relationships of the people involved.  Conversations held up or down the hierarchical ladder are naturally more constrained than those that happen between equals or peers.  Managers are often concerned with revealing too much high-level information to their subordinates.  Subordinates are worried about criticizing their managers.  There is more opportunity for peers to express their actual opinions to one another, provided they trust the other to not mention those opinions to their supervisors.  If the relationship changes, so will the conversations.  It is not uncommon for friendships between co-workers to dissolve when one person gets promoted and moves higher up the corporate ladder than their friend.  The risks taken when having intimate conversations change are amplified.  Conversations end up changing along the same lines as the friendship itself, often becoming more cautious and less open than they were before.

If relationships within a business affect conversations, and conversations are affected by the relative power held by workers, how do you know when you are having an intimate conversation with a co-worker?  Look for the degree to which they express emotion.  Will they openly express excitement or nervousness?  Consider the degree of risk they take when talking to you.  Are they willing to challenge your opinions or ask for explanations of your decisions?  Pay attention to the content of their statements.  Do they make lots of “I” statements and use strong emotive words like “I believe” or “I feel”?  These are markers that the person you are talking to trusts you to consider the meat of their points without taking personal affront to what they have to say.  This is hugely advantageous; if the people you work with know that they can challenge and debate with you, and then listen to you in return, then you know you can have intimate business discussions with them.  These conversations foster a worker’s passion and buy-in, and can result in productive and challenging exchanges that could hugely benefit the company.

Don’t try to force friendship.  That won’t always result in intimacy.  Try, instead, to create trust.  Trust is the absolute foundation for intimate conversation with the people in your organization.

*Let me make the following very clear:  when I’m talking about the kinds of conversations that can be had, I’m referring to conversations that are fairly “normal” in nature.  If someone is having non-work issues of a nature that require them to have a serious, personal discussion with a peer, supervisor, or other colleague, than that conversation needs to happen.  It should be treated with the utmost respect and discretion.

Monday’s lesson is short and sweet

Today’s post is much shorter than usual.

When engaging in business, in communication, or in anything else, please remember the following:

Shortcuts rarely are.

 

Terrible grammar aside, the above is very, very true.  Shortcuts rarely save you time.  They rarely save you money.  They rarely spare you any work. In fact, saving any of those three things via a shortcut happens so infrequently that you should count on spending more time, more money, and doing more work than you would have if you just did it the right way the first time.

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