Face time certainly is best when making sales calls, negotiating with associates and clients or when hunting for a job.
In all such scenarios, building trust and showing confidence are paramount.
So to get what you want even when you can’t meet face-to-face, use the techniques of top-rated broadcasters and phone sales professionals. The successful pros use the same techniques.
That’s right. I speak from decades of on-air broadcasting experience. Candidly, in fact, long before my consulting practice I earned No. 1 ratings as an on-the-air broadcaster (see my bio).
Even while in college, I learned several lessons in calling prospective employers whom I telephoned to request recommendations for classes to enhance my career prospects. By using the techniques, I not only got in-person appointments but job offers, too.
After getting the gigs, I used the same techniques when I was on-the-air as a disc jockey or as a news broadcaster in radio and television. Throughout my career changes, the techniques were applicable in sales and management, too.
Here are the voice tips you need to know:
Breath support for credible authority
Learn to speak from your belly button – or diaphragm – with strong breath support.
By developing proper breath support, you will sound confident and in control with full-voice resonance.
That’s because your heart rate will slow, and your brain will get the needed oxygen for effective speaking.
Effective breath support can only come from your diaphragm. It’s a large, dome-shaped muscle at the bottom of your rib cage. When it contracts, air flows into your lungs.
Speak with warmth by smiling
Not only will you come across as friendly, smiling actually tells your brain how to think creatively.
Listeners won’t consciously aware that you’re smiling, but they are more likely to respond favorably to your message.
Vary your inflection
It’s boring to listen to people who speak in a monotone. As you smile, vary your inflection. You will be better able to keep the attention of your listener.
So talk with the person as you would a lifelong friend with vocal variety and an up-and-down pitch.
Stand when talking into the phone
When you sit complacently, your brain often gets the signal that it’s time to rest. But that’s not what you want in important phone conversations.
So stand to energize your thoughts and to reach the highest-possible level of communication.
If for some reason you can’t stand, don’t rest your back against the back of your chair.
Pace the floor
You’ll find you do your best thinking when moving. It energizes you and loosens any cob webs in your brain.
Not only will your thinking-level improve, you’ll speak with more conviction which is important for building trust.
Gesture with your hands
Use your whole body.
If you ever witness recording sessions, you’ll see that the best broadcasters make gestures as they speak into the microphone.
Gesturing enhances their speaking ability by improving voice pitch, tone and timbre.
Invest in a wireless headset
With a wireless headset, you’ll have more freedom and flexibility to stand, walk, and make gestures.
Applicable for great public speaking
And oh, by the way, most of these techniques will help you to be an effective, authoritative public speaker.
From the Coach’s Corner, here are cold-calling tips:
For Strong Sales, How and Why to Cold Call Prospects — Are you lacking in sales? Do you get enough face time with the right prospects? Here’s how and why in-person cold calls will help you make sales.
6 Tips to Create New Sales with Successful Cold Calling — Attending mere networking events or depending on a high marketing budget aren’t sufficient for strong sales. OK, cold calling isn’t always easy, but you must if you want to dramatically increase sales in double-digit percentages. Develop and implement the right strategies. You’ll be in the all-important groove for a happy buying environment.
You Will Overcome Cold Calling Anxiety Using 5 Strategies — One of the worst pieces of advice for business owners and salespeople is don’t cold call. That’s a very short-sighted idea. Cold calling is very effective in footwork to generate revenue.
7 Tips for Setting B2B Appointments with CEOs — As every salesperson knows, face time with B2B prospects gives you a foundation for sales success. Execution in the appointment-setting process is, of course, is key to being successful.
Increase Your Job Chances if You Have to Interview on the Phone — Face time, of course, is best if you’re interviewing for a job. However, headhunters and many companies schedule introductory telephone interviews. Pat yourself on the back. Even if it’s not an in-person meeting, a telephone interview is a good omen. The employer already thinks enough of you to schedule a discussion.
“Oh no. Don’t smile. You’ll kill me. I stop breathing when you smile.”