Remember when you were in elementary school and you wanted to use “big” words?
There are still people functioning on that level in business and government.

As an enterprise coach, I see the barriers companies place in their own ways
by using puffed up language. My recommendation to all my clients, from
corporations to sole proprietors, is to speak in ““plain English.”

The objective of communications is to create a channel for exchange. When we
speak in jargon, techno-speak, we put the listener at a disadvantage. In
fact, people within the same organization won’t share the same training like
the CMO (chief marketing officer) may not have a research background, and
may come from the creative side. Consider your listener before peppering
the presentation with, what ‘’ve coined, ““See-I-Know-the-Game™” approach.

Just describe your services clearly so that anyone would understand. Of
course, you can list products you use to achieve outcomes. They would be
your ““buzz”” (such as SAS/SPSS) as long as you explain what they are. The
prospect may or may not understand the words and wouldn’’t want to appear
foolish to you by asking for definition.

TIP: Depending on the project, I encourage you to include a glossary of terms
based on what is used in the project. You will be respected and appreciated
for your thoughtfulness. Your credibility will jump up, too.

The attention you want is not winner of the spelling bee, but for the prospect to trust you.
Consider what can you do personally to put the prospect at ease?
What words can you convey that solicit empathy from the prospect?

What do prospects REALLY look for?
Prospects want to be secure in knowing that you will help them to achieve
results and make them look good.
Here’s a point to practice: Use inclusive language like “we”
or “together.”

From a sales and marketing perspective, when you engage a prospect, your
passion for your work will serve you best. Elevator speeches are contrived.
My recommendation is to select three high points you are passionate about
and develop three sentences to describe each one.
That way you’re never at a loss for words!

I’d enjoy hearing about your experiences. Good luck.

My coaching practice keeps me current with community business issues. One in particular is networking. It’s like a mania here in Scottsdale, Arizona. A person could attend events all day here and never run out of meetings to attend. (Weight gain is a networking hazard.) In fact, some attendees are like groupies. There are seminar “junkies” who travel around the city to these events. That’s terrific for the speakers.

So here’s my challenging thought: how are these people using all the contacts they are making?

The power of networking is grounded in first impressions. Trust comes much later. It must be earned. However, many untrained, insensitive people confuse networking with sales.

I marvel at the in-your-face marketers who obtain a business card and use it like a meal ticket! Naughty, naughty. That gives everyone in marketing and sales a bad name. So, maybe it’s time for insight on networking vs. expansion.

What do I mean by that?

Networking is an opportunity for engagement, not sales. It is time to establish a connection with someone who may or may not be a useful “sales tool” for you. Coach Cubas recommends that when you are at a networking event, you don’t treat it like a political rally. The best result I look for is an invitation. Yes, someone actually asks me to call them, because they are intrigued by what I am about. That’s not ego fodder. That’s a connection based on curiosity; someone wants more.

Public speakers know that lesson well. That’s why back-of-the-room sales are part of a speaker’s experience. If successful, the attendees want to take the speaker home with them. They learned something, heard a sound, thought differently as a result of their attendance; now, they want to chew on it.

Remember, adult learners (in a setting for learning like a class) retain less than 30% of what they hear. That’s why CD’s, tapes, DVD’s, anything that is portable makes learning a pastime, not school anymore. It reminds them of how good they felt when they heard their morsel. It’s really not about the sales; it’s about the impact of the message. And, the participant wants more.

Successful networkers understand the power of curiosity. They make it about WIFU (What’s In It 4 U) rather than WIFM (What’s In It For Me). Here’s a clue—Something about you promotes the idea that I’ll be better off knowing you. That’s what you want to promote, not your business. Powerful leaders understand this well.

When asked by many, “What do you do?”, I gleefully found out that the Dalai Lama and I shared the identical answer. We don’t do anything. I’m too busy being, not doing. That fascinates people.

Find something about yourself that is intriguing to know. This is not bragging. It’s a nugget to drop into a “cold conversation situation” like a networking meeting. Is it the tone of your voice, the way you hold eye contact, the way you extend your hand? Focus on something and make it artful. You will rejoice in the power of the magnetic forces, generated by curiosity, which will deliver interest to your door.

Expand your business? We’re all trying too hard. Play with this idea, and please send me your stories.
If you would like to be published in my upcoming book regarding this topic, please express that you are giving me permission to use your story, your name or initials, company, etc.

Get curious about life and you will awaken with wonder. Just think about all the people you are about attract! Good luck.

Your coach,
Michelle Cubas

Isn’t it strange how we mark time?

Even in business today, Back to School is a season.
People with children are geared to this concept.

Think of it as a fresh start for your business, too.
What are ways you can go back to school to advance your
career or position?

Consider these ideas:
• Refresh your interpersonal skills and study an etiquette book. (This can improve your career as well!)
• Study a software program that you use all the time, and find a new feature from the “help” section or manual.
• Take a course in something you’ve never done before—floral arranging, tai chi, singing, child development.
• Commit to reading a book a month for the next year.
• Check out Chase’s Book of Events and see how many unusual celebrations there are and tie one to your company—National Women’s Friendship Day is coming up September 15!
• Learn another language.

The famous physicist, Richard Feyderman wrote a book called, The Pleasure of Finding Things Out.
That’s my challenge to you—explore, stimulate your curiosity and be amazed at how much you can learn.

The ultimate benefit is how you will develop a keen appreciation for life, not to mention staving off Altzheimer’s and dementia by building additional pathways in your brain while you learn.

Shut off the T.V., unplug your iPod and breathe in a world of possibilities.

Your coach,
Michelle Cubas