RELATIONSHIPS AND FEELINGS BUILD BUSINESSES
To build a business you must focus on making a presentation to someone that can either buy from you or refer someone to you. Including all the networking meetings you attend and all prospects you meet, how many of those contacts develop into something more than obtaining or giving of a business card?Relationships are made by effectively engaging a person when you speak to them. Too often the focus is on the results of an encounter, the ability to close a sale, rather than gaining trust and future engagements. Consider the following tips as a way to more effectively engage others:
- While we spend a lot of time writing a “pitch,” we forget a basic principle: “It’s not only whatyou say, it’s how you say it.” I believe that nonverbal communications count when you are trying to gain trust and credibility.
- Nonverbal communication isn’t only about body language; it’s also about vocal cues. People that we approach also rate us on our vocal variety, or the amount of fluctuation in our voice tone, volume and pitch.
- An article I read listed the following patterns of effective presentations:
o Credibility: business owners who are perceived as having high credibility had higher vocal variety and smiled for a longer period of time.
o Charisma: the most important characteristics of charisma are hand gestures and vocal variety.
o Intelligence: Smiling is the most important factor for being viewed as intelligent.
- Create a dynamic beginning to your conversation, one that draws in your listener from the start.
- Emotional connections are made by using relatable examples, and intriguing ideas or concepts that matter to them.
- Focus on presenting one core idea and message. That message/idea is what you want your listener to take away at the end of your conversation.
I like the word “idea”. To me, an idea offers a solution and that in turn encourages a listener to ask for more.
In BizQuack we emphasize the importance of having a unique story to share. Think about incorporating a few of these points into your story and make sure that it is always delivered from the “heart,” not as a prepared statement.
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Tips & Advice by Nick Petra, CFP – Founder of Strategic Duck and BizQuack
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