How You Can Warm Up to Cold Calls

by | Jun 15, 2016 | Persuasion

I read Cold Calling Techniques that Really Work by Stephan Schiffman. Then I created a script to contact a potential client who had been referred to me. After taking a few deep breaths, I plunged in and dialed the number. Here’s what happened — and what I...

What to Do When Your Phone Weighs a Ton

by | May 11, 2016 | Persuasion

In June, my communications practice will be 23 years old. I’m lucky, because most of my business comes from referrals.But there are occasions when I need to pick up the phone to call a prospect. Or talk to a current client who isn’t as happy as I wish he were. Or tell...

The Terror of Answering "What Do YOU Do?"

by | Apr 12, 2016 | Persuasion

They’re wrong when they say public speaking is the #1 fear of business people. I know it’s going to a networking event and hearing someone ask, “What do you do?”Oh the blather and drivel that comes out of our mouths! Here’s what to do about it.Of course you know what...

Are You a Message Monster?

by | Oct 12, 2015 | Culture, Persuasion

It’s a pie chart that unnerves me every time I see it. When it comes to getting information from other people, only 7% — the smallest percentage – comes from words. Frightening! But it’s a 7% over which we have a lot of control. So let’s try to do it well.No...

It's NOT about You — Even When It IS!

by | Aug 11, 2015 | Culture, Persuasion

For nearly four years, I traveled the country one week a month, giving training programs for SkillPath Seminars. When I was new on this gig, I worried about how I looked at the front of a room.Did I shift my weight from side to side? Did I move my hands too much? Did...