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Case Upon - Speak to Influence Mini-course; Part 2 of 5
While it is always a good idea to show your customer appreciation, the holidays are an important time to do so. Traditionally, the holiday season includes an abundance of gift giving and showing the important people just how valued they are to you. Smart companies plan ahead for this time of year and strategize their holiday gift program. To do so means to concentrate on your relationship with your clients and to separate yourself from the competition by putting thought into your offerings. This way, your presents have a lasting impression, even long after the festive season is over.There are decisions to make, however. Do you want to give relationship gifts to your best clients or offer those of a holiday nature as a marketing promotion? Or, would you like to do both?Relationship gifts have a specific purpose and are different from other gifts. They demonstrate to your top clients that you acknowledge and esteem their hand in making your business successful. And, this type of present requires selecting the right item. Pricing is secondary. Most companies who implement relationship gifts into their holiday protocol generally budget for 1-2% of the net profit that they e
If you want to understand your tempo, go back to your recording of the scripted narration. Count the words and time the length of the recording. Next record yourself as you try speaking at faster tempos. Make adjustments as you deem appropriate.
By the way, the faster-speaking salespeople do not say the words faster. They compress or reduce the pauses and gaps between words. Try this as you seek to increase your tempo.
I do many recordings of people and then edit the narration afterwards. I can change the “apparent” tempo by taking out the silent spaces that occur in
Perhaps you're one of those people who think you do better off-the-cuff when it comes to your newsletter. Not for you are the schedules, the folder full of great ideas for upcoming issues, or even a regular template to follow.You're a *free spirit*, you say, creative, and unrestrained by the ordinary bounds of other folks.Hogwash!Let's say you've been called to give a presentation to 10,000 people. Every one of those people in the audience will be ready to hang on your every word, buy the products you promote, and rush up to you afterwards to congratulate you on a job well done.Or, they might just throw tomatoes.Wouldn't you take the time to prepare what you'd say in advance? If you were smart, wouldn't you carefully craft your presentation so you could take advantage of every single second to really drive your message home?A newsletter provides you with an identical *opportunity*. You have the audience, sitting at the ready, waiting to read what you've written.You can either give them something outstanding--something that will have them flocking to your site to buy, email you with congratulatory feedback, and sending the newsletter
1. Your voice: a musical instrument
2. Banishing non-words.
3. Avoiding embarrassing pronunciation mistakes.
1. YOUR VOICE: A MUSICAL INSTRUMENT
When considering the elements that are associated with a musical instrument, we may list the following:
Pitch
When it comes to your voice, pitch is very important, because if you do not speak at your natural pitch you can strain your voice. Try this when you are alone. Think of a phrase of a song that you know well. Alternate between humming and speaking this phrase. There will be a pitch at which you feel very comfortable. As you hum there will be a certain vibration around your nose and mouth that feels just right and you will experience no strain. This is your natural pitch.
Inflection
Inflection is the difference between highest and lowest pitch. If you end your statements with an inflection as if you might be asking a question, you will sound uncertain, which lowers your creditability and authority. You need to pay special attention to your inflection habits and break them if they are working against you.
This exercise will help you to control the inflection of your voice properly. First, hum to set yourself at your natural pitch. Next, think of an easy sentence and state it at your natural pitch. Then state it at higher and higher pitches until you are at your maximum comfort level. Then repeat the exercise but go to your lowest extreme. By going through this exercise you will become more familiar with the natural range of your own voice. You will then be able to note more quickly the way you move your voice through this range. With more observation and practice you will be able to make adjustments to improve your use of pitch.
Tone
Tone is related to the amount of emotion you let into your voice. If you are down, do you let it show in your voice? If you do, your audience will certainly know it. You want to sound upbeat and enthusiastic in most professional speaking situations.
When speaking to someone in person, smile, keep thinking positive thoughts, and use positive body language. To help your telephone communication, keep positive images and items near where you work and on your desk. They will help keep you feeling positive, and that positive tone will come through in your telephone conversations.
Tempo (rate of speaking)
Your speaking pace is an important part of speaking success. The average speaking pace is 150 words per minute. Speaking studies have revealed that a faster pace leads to a higher success rate of message delivery/reception. For example, average salespeople speak a bit faster than 150 words per minute, while top sale people speak at almost 250 words per minute. Faster speakers are perceived to be more intelligent, knowledgeable, creditable, and persuasive.
This is not to say that you should speak as fast as you can. There is an acceptable upper limit. However, within a normal range, speaking faster has proven to make your communication more effective.
If you want to understand your tempo, go back to your recording of the scripted narration. Count the words and time the length of the recording. Next record yourself as you try speaking at faster tempos. Make adjustments as you deem appropriate.
By the way, the faster-speaking salespeople do not say the words faster. They compress or reduce the pauses and gaps between words. Try this as you seek to increase your tempo.
I do many recordings of people and then edit the narration afterwards. I can change the “apparent” tempo by taking out the silent spaces that occur in b
Golf tournaments have become a very popular way for charity to raise money. Probably the number one reason why most companies support a tournament is an affinity for the cause. But in addition to supporting a worthy cause, golf tournament sponsorship represents an opportunity for effective advertising. This article contains some anecdotal evidence to support this theory.At a golf tournament a while ago, I happened to be on the same foursome and share a cart with one of that tournament’s major sponsors. This fellow was a marketing manager for a car dealership. His rather enviable job description included playing in tournaments that the company sponsored, which through the summer months amounted to about two or three a week. Of course, he had some other responsibilities like making sure the cars from the dealership were displayed properly and the gift bags his company sponsored got to every golfer. So it was a long day for him, showing up well before the tournament started and leaving long after the last after dinner speech was made. But even so, he still got to golf as major part of his job. He had a hard time garnering any sympathy from our group.As we talked throughout the day, I
Inflection
Inflection is the difference between highest and lowest pitch. If you end your statements with an inflection as if you might be asking a question, you will sound uncertain, which lowers your creditability and authority. You need to pay special attention to your inflection habits and break them if they are working against you.
This exercise will help you to control the inflection of your voice properly. First, hum to set yourself at your natural pitch. Next, think of an easy sentence and state it at your natural pitch. Then state it at higher and higher pitches until you are at your maximum comfort level. Then repeat the exercise but go to your lowest extreme. By going through this exercise you will become more familiar with the natural range of your own voice. You will then be able to note more quickly the way you move your voice through this range. With more observation and practice you will be able to make adjustments to improve your use of pitch.
Tone
Tone is related to the amount of emotion you let into your voice. If you are down, do you let it show in your voice? If you do, your audience will certainly know it. You want to sound upbeat and enthusiastic in most professional speaking situations.
When speaking to someone in person, smile, keep thinking positive thoughts, and use positive body language. To help your telephone communication, keep positive images and items near where you work and on your desk. They will help keep you feeling positive, and that positive tone will come through in your telephone conversations.
Tempo (rate of speaking)
Your speaking pace is an important part of speaking success. The average speaking pace is 150 words per minute. Speaking studies have revealed that a faster pace leads to a higher success rate of message delivery/reception. For example, average salespeople speak a bit faster than 150 words per minute, while top sale people speak at almost 250 words per minute. Faster speakers are perceived to be more intelligent, knowledgeable, creditable, and persuasive.
This is not to say that you should speak as fast as you can. There is an acceptable upper limit. However, within a normal range, speaking faster has proven to make your communication more effective.
If you want to understand your tempo, go back to your recording of the scripted narration. Count the words and time the length of the recording. Next record yourself as you try speaking at faster tempos. Make adjustments as you deem appropriate.
By the way, the faster-speaking salespeople do not say the words faster. They compress or reduce the pauses and gaps between words. Try this as you seek to increase your tempo.
I do many recordings of people and then edit the narration afterwards. I can change the “apparent” tempo by taking out the silent spaces that occur in
Document Collaboration has made leaps and bounds since the explosion of the technology revolution. In any business era, the need to collaborate remains a constant. What varies is the ability of technology to keep up with demands of the collaborators. Groupware has risen to the challenge, delivering solutions that streamline the editorial process - tracking documents, sorting, and even merging documents, essentially answering the who, what, when, where, and how of collaboration.Even within the family of groupware solutions, new technologies are available to take document collaboration to a higher level. Since all groupware technology is not created equal, it is important to search carefully. Millions of indexed pages on your favorite search engine become the one groupware every business is looking for when searching through the newest technologies available in groupware.Digital Thread technology, Version History, and Document Signature services form a new “triple threat” in document collaboration technology. It is a time-saver, an energy-saver, and a money-saver.In business efforts to preserve the bottom line, effective management and thorough record keeping are paramount.to your lowest extreme. By going through this exercise you will become more familiar with the natural range of your own voice. You will then be able to note more quickly the way you move your voice through this range. With more observation and practice you will be able to make adjustments to improve your use of pitch.
Tone
Tone is related to the amount of emotion you let into your voice. If you are down, do you let it show in your voice? If you do, your audience will certainly know it. You want to sound upbeat and enthusiastic in most professional speaking situations.
When speaking to someone in person, smile, keep thinking positive thoughts, and use positive body language. To help your telephone communication, keep positive images and items near where you work and on your desk. They will help keep you feeling positive, and that positive tone will come through in your telephone conversations.
Tempo (rate of speaking)
Your speaking pace is an important part of speaking success. The average speaking pace is 150 words per minute. Speaking studies have revealed that a faster pace leads to a higher success rate of message delivery/reception. For example, average salespeople speak a bit faster than 150 words per minute, while top sale people speak at almost 250 words per minute. Faster speakers are perceived to be more intelligent, knowledgeable, creditable, and persuasive.
This is not to say that you should speak as fast as you can. There is an acceptable upper limit. However, within a normal range, speaking faster has proven to make your communication more effective.
If you want to understand your tempo, go back to your recording of the scripted narration. Count the words and time the length of the recording. Next record yourself as you try speaking at faster tempos. Make adjustments as you deem appropriate.
By the way, the faster-speaking salespeople do not say the words faster. They compress or reduce the pauses and gaps between words. Try this as you seek to increase your tempo.
I do many recordings of people and then edit the narration afterwards. I can change the “apparent” tempo by taking out the silent spaces that occur in
Who runs your business -- you or your inner brat? Everyone has an inner brat. It's the part of us that's still a 2-year-old. It gets furious at the slightest inconvenience. It feels entitled to get what it wants when it wants, and it whines and complains when things don't go its way.Chances are this describes at least one of your clients or employees. It's always easier to spot someone else's inner brat than your own. But take a moment now to reflect on yourself and answer the following questions:* Do you frequently complain that something isn't fair?* Do you get angry at least once a day?* Do you hate at least one client or employee?* Are you convinced that the government, the economy or the competition is responsible for the lack of growth in your business?* Have you made bad decisions because you were upset?* Are you a spreader of gossip?* Do you frequently forget to follow through on things or return phone calls?If you answered yes to any of these questions, then your inner brat is your close business partner, like it or not. Your inner brat not only makes you miserable, it can also undermine the success of your business.R
Tempo (rate of speaking)
Your speaking pace is an important part of speaking success. The average speaking pace is 150 words per minute. Speaking studies have revealed that a faster pace leads to a higher success rate of message delivery/reception. For example, average salespeople speak a bit faster than 150 words per minute, while top sale people speak at almost 250 words per minute. Faster speakers are perceived to be more intelligent, knowledgeable, creditable, and persuasive.
This is not to say that you should speak as fast as you can. There is an acceptable upper limit. However, within a normal range, speaking faster has proven to make your communication more effective.
If you want to understand your tempo, go back to your recording of the scripted narration. Count the words and time the length of the recording. Next record yourself as you try speaking at faster tempos. Make adjustments as you deem appropriate.
By the way, the faster-speaking salespeople do not say the words faster. They compress or reduce the pauses and gaps between words. Try this as you seek to increase your tempo.
I do many recordings of people and then edit the narration afterwards. I can change the “apparent” tempo by taking out the silent spaces that occur in
A rose by any other name would smell as sweet. Or so the saying goes. Well, what may be true for roses doesn’t always hold true when for other things in life. Many, when we call them what they are, become quick turn-offs.What got me started taking a second look at what we call all kinds of things was a nicely done TV commercial for a sleeping pill. At least I assume it’s a pill. It could also be a powder, perhaps even a liquid. But, never having taken it, I don’t actually know. Nor do I care. I sleep quite well, thank you.The point is this: What caught my attention as someone who earns his living massaging words – writing marketing and corporate communications copy, actually – was this commercial’s offer of a “7 Night Challenge.” Now, what in the heck might that be? The spot goes on to suggest – like so many medicinal commercial these days – that you “ask your doctor” for the details.Someplace in the back of my mind lurks the suspicion that a “7 Night Challenge” is a free trial of some sort, or perhaps a deep discount on a trial-size purchase. If it is a free offer, why not say so? “Free” has for years been grabbing more people’s attention than virtually any othe
If you want to understand your tempo, go back to your recording of the scripted narration. Count the words and time the length of the recording. Next record yourself as you try speaking at faster tempos. Make adjustments as you deem appropriate.
By the way, the faster-speaking salespeople do not say the words faster. They compress or reduce the pauses and gaps between words. Try this as you seek to increase your tempo.
I do many recordings of people and then edit the narration afterwards. I can change the “apparent” tempo by taking out the silent spaces that occur in between sentences or when people take in a breath of air.
Keep in mind that blending pauses with pace properly can add to effective message delivery. A pause has certain effects on the audience. It may make them aware that something important was just stated or it gives them a moment to ponder. A properly placed pause is very important. Therefore, take out the small gaps that contribute to a slower tempo and then pause for maximum effect when you do pause.
Rhythm
If your voice evaluation suggested that you are boring or monotone, consider your rhythm. Sometimes you will want to emphasize something with a short staccato burst of words. At other times you will want your words to smoothly flow for a significant length of time.
Varying the rhythm of your delivery makes it more interesting.
To help you to gain an appreciation for engaging rhythm, think of a speaker who you are familiar with, who you think is lively and hardly ever boring. Listen closely to what this person does. Does this speaker vary the rhythm of the delivery? There is more than a fair chance that this is true. Watch and emulate this speaker.
Origin (or placement and voice amplification)
People that speak for a living, such as actors or voice artists, have a term they use called the “mask.” The mask is a triangular-shaped area defined by your two sinuses and your mouth. The sinuses are your body’s amplifiers.
To use this natural amplifier, you have to learn to place your voice in the middle of this area.
Try some exercises. First shift the origin of your voice to your chest. Can you make it sound deeper? Then try shifting the origin of your voice by focusing just on your nose. While you do this place your hand on your chest and your fingers on your nose. You will be able to experience the shift in the center of the vibrations.
With a bit of practice you will be able to shift the origin of your voice around and keep it focused on the mask when you are speaking.
2. HOW TO BANISH “NON-WORDS” FOREVER
Non-words are meaningless filler that get in the way of delivering your message.
Here is an example. When we . . . ahh . . um . . . make a presentation and um. . . ahh start to address the audience, we can sometimes get caught up in being too self-conscious . . . you know what I mean? To overcome this, we need to think like . . . well, um . . . a professional with the intention of constantly improving our speaking capabilities, okay?
The non-word fillers are completely unnecessary, and we never put them into our written material.
When we use these non-words in our speech, we sound less intelligent. Using them can make us seem unsure, hesitant, or even incompetent. They may aggravate and annoy the listener.
Beyond using non-words, we also have to be sensitive to annoying vocal habits, such as clicking or popping, and noisy breathing, such as gulping air. I
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