With today’s technology and the many ways we can transmit information to other people quickly and efficiently it comes as no surprise that communication by phone is fast becoming obsolete.
Ok, call me old school or a dinosaur, but I still believe that speaking directly with someone on the phone or in person can accomplish a whole lot more than endlessly trading e-mails.
One of the most important skills in my business is being able to clearly understand the client’s needs and how they feel about developments in the deal. It’s often a lot easier to gain an understating of how someone feels about an issue when you can hear the inflections in their voice or see their body language than it is when you are reading a carefully-phrased, vague e-mail.
Talking on the phone also allows you to develop a much more personal relationship with the individual. As the conversation flows to subjects outside of business it will allow you to learn about that individual as a person. You can start to connect the dots and see what you have in common, potentially leading to mutually beneficial business deals – or even just a solid friendship.
As you establish a rapport with the person they will become more comfortable sharing valuable insights and information with you. This could be a tip on a building that may come on the market, or a hint about what their company likes to see in the vendors it hires.
Last but not least, people like dealing with people they know and like. What better way to separate yourself from your computer-driven competitors than by picking up the phone and really getting to know the clients?
The same goes for personal relationships. Recently my mother made a pact with herself to pick up the phone and call one old friend each week. She has become adept at using the Internet and services like Facebook, but she realized that wasn’t enough. Now she is taking some initiative to reconnect on a more personal level with her old friends. It’s worked out well for her so far – so well, in fact, that I’ve vowed to start doing the same thing.
As with many challenges in our lives it can seem daunting. However, if you push yourself you will find a big payoff in the end. It’s like when I force myself to wake up and go to work out at the gym in the morning. I go in with a feeling of dread and a frown on my face but leave empowered with a great big smile.
Have a great weekend,
Ro
That’s right! Cold calling as an art is quickly becoming a thing of the past. Caller ID, email, and texting are how one gets to someone these days, but I agree, its not the same.
I remember (way back in the day) when called upon by a salesperson it was a face-to-face meeting and we formed friendly relationships with our most trusted and loyal reps. With the introduction of the many forms of technology we have lost that personal touch. I guess I am old school too, Ro and I find myself harping on my sons to get their noses out of the phone, stop texting so much and just have conversations with others. Thank you for this article. Like your Mother I have also started calling my long time friends lately and it feels good to hear their voices and the inflection and laughter (not just LOL.)
In fact, I remember sending you an email after Peter Haley’s funeral. Now I think I will actually call you on the telephone one day this week. Have a good one! (smiley face)