The art of cold calling

Last week I received what I consider to be an 'ineffective' cold calling style. The person concerned had left a number of messages for me: on a daily basis, and finally got to speak to me directly. I didn't know her, but the organisation she was represented was used by myself for exhibiting at their event a couple of years ago. Obviously I knew they were trying to sell me a spot for their next exhibition.

I quickly responded to the call by stating that we had decided to use another exhibition due to our clients recommending it as a better one for our services. The person on the other end of the phone proceeded to 'bad mouth' the show and then my decision to exhibit there. She became patronising about my company; the other organisations that exhibit there and the general running of that exhibition. Her attitude and style was one of desperation, and I have no interest in exhibiting at their show in the future.

So what does that tell us about cold calling. The conversation could easily have ended with respect on both sides: I was very polite to her. But due to her not listening; being disrespectful to the other show, exhibitors and my company, and generally coming across as desperate, there was never any other outcome than me severing any business relationship with the organisation.

So how might the call have gone better? No cold call is going to result in an immediate result, but a more effective call might have retained a business relationship where they could approach me next year and I would have been open to discuss the opportunities available.

Being derogatory about other companies; people and competitors does no one any favours and it devalues your own business and image. When you are cold calling, you have no business relationship with the person you speak to. So being negative about a competitor leads to the person on the other end of the phone being wary of you. They won't like you and they won't buy from you.

For more tips on Cold calling or to buy the 'Being a Cold Calling Genius" Audio Training CD go to http://www.executivevoice.co.uk

I've got the answer to stress: shout at your boss!

With so much stress at work and the recognition that in some organisations, stress has to be 'seen' as a mark of success and that you're actually doing your job. Yet high levels of stress can result in health problems. Here, however, is a very useful solution to work: shout at your boss, to get rid of stress. Here is the article.
http://www.independent.co.uk/life-style/health-and-families/health-news/stressed-at-work-shout-at-your-boss-1826433.html

My gut feeling is that your promotion prospects will diminish....

100,000 Graduates unemployed

Here is a plea!! I know of some great young people who are unemployed. It is so difficult getting work for many people, but for graduates who have limited work experience it is proving to be a nightmare. Here are two articles about just this that have appeared in The Times.

http://www.timesonline.co.uk/tol/life_and_style/education/article6908090.ece

http://business.timesonline.co.uk/tol/business/career_and_jobs/graduate_management/article6907910.ece

Now I remember when I graduated from University, and it was a similar situation. It was very tough but I decided to accept an overseas contract to work there, and that got me on the 'work' ladder as I then had experience. This isn't an option for many graduates, and certainly if I hadn't taken the job, I would have been in a similar position to unemployed graduates here.
However, for some time, I have been offering opportunities to undergraduates from Hertfordshire University, to do some work experience. Last year I had the lovely Emma and this year, Sophie. In addition, I have been lucky enough to have the skills of Luca who is doing a gap year before attending Liverpool University. Not only are they wonderful people but they bring a fresh approach to the work I am doing and they are extremely helpful.
I just ask you to look at your own businesses and see whether you could use a graduate (or undergraduate) to assist you - even for a few hours a week, do do anything from building a database, to filing or even doing some cold calling. All of these activities provide the graduate with proper work experience and something to put on their CVs. With my lovely assistants, I provide them with testimonials and will be a referee for any future jobs, and I try to vary the work to offer a range of experiences.
So please: be open minded and contact your local university, or if you hear of a graduate who is unemployed, see how you might support them.

AND, if you have an unemployed graduate that would like to do some work for me, just ask!

http://www.executivevoice.co.uk

Save our office parties

I saw a rather sad news item on the news last week. It is summarised below.


http://news.bbc.co.uk/1/hi/uk/8326009.stm

Basically 1 in 5 businesses report they are cancelling the annual office party for their employees. What this is going to do for morale, one can only guess.
One of my friends is in marketing at a major retail company. She has been told her departmental jolly - which normally has a budget of £40K for 200 people is being scrapped this year. Apparently, her bosses are still having their jolly. I suggested she asks if in-house catering could be arranged and a donation of 1/2 bottle of wine per guest. At least there would be some recognition for employees and their hard work.

It is so important to reward people; to recognise the work they are doing, and by cancelling this 'treat' - which might be the only treat staff are given, causes resentment and anger. Management need everyone on their side at this difficult time. Even if it means going down to the local pub and a round of drinks being bought, or a bottle of wine being opened in the office with a bowl of crisps - it is recognition of your team.

So please business owners - and I count myself in this category: don't cancel the party!

Teachers' using amplification in the classroom

I came across the following article at the weekend which stirred a great deal of concern from myself as a vocal coach that works with teachers.


http://www.dailymail.co.uk/news/article-1220963/Teachers-turn-pop-headsets-save-voices.html

Here is my response:

In response to the Daily Mail article regarding teachers being amplified in classrooms to put less vocal strain on their voices, Executive Voice – vocal and communications training, has the following response.

Executive Voice appreciates that occasionally, the acoustics of a room make it very challenging for a teacher to be heard. Also, if there is a child in a class who has hearing difficulties, vocal enhancement can aide the child in hearing the teacher.

However, Executive Voice has a number of concerns regarding the amplification of teachers in the classroom.

• It is cited that 1 in 5 teachers loses their voice each term; this is due, in the main to mis-use of the voice, through over use; incorrect production of the voice resulting in vocal damage and vocal tiredness. Whilst amplification puts less strain on the voice, if the voice is not being used healthily in the first place, the damage to the voice will still continue.
• One of the most important communication skills students should learn is ‘listening’. Executive Voice is concerned that by amplifying teachers’ voices, pupils are not learning this skill and the sound will be another ‘noise’ in the classroom to listen to. Students should be learning to concentrate; not be distracted by other things (other pupils; mobile phones; fidgeting etc).
• Unless teachers are properly trained to set sound levels that are most appropriate for the space, there will be issues of noise disturbing other classrooms – unless there is adequate sound proofing in every room. Sounds from other classrooms will be more distracting for students trying to concentrate on their own work.
• By increasing the volume of the teacher’s voice in a classroom, it only adds to the overall volume of the classroom sound. Students are so used to living in ‘noisy’ environments: with TVs or music always in the background. The additional sound of a loud teacher’s voice will be an additional distraction and make the working environment still more noisy.
• Students are largely influenced by TV and the behaviour of favourite characters on TV programmes. Executive Voice has noticed how more students and young people imitate the communication style of ‘Soap operas’ where everyone shouts at each other rather than calmly discusses issues and resolves disagreements in this way. Executive Voice believes that by amplifying the voices of teachers, students will not experience the varied volume, character and nuances of a natural voice, since sound enhancement largely neutralises the characteristics of a natural voice unless a very skilled sound engineer is at hand.
• Executive Voice believes that the large sums of money being used by schools to purchase amplification equipment would be better spent training teachers to use their voices healthily. In PGCE courses, one hour’s training is given to the entire student course. More vocal and communication training during the teacher training and INSET for qualified teachers would be far more beneficial to the profession.

For interviews: comments and more information, please contact Susan Heaton Wright on 0844 576 3015. susan@executivevoice.co.uk http://www.executivevoice.co.uk

Successful leaders and how they communicate

Recently I heard a 'horror story' from Planet Opera. The director: the current flavour of the month in the theatre world, had refused to speak to the leading lady after two days rehearsal, because she was 'undirectable'. The singer concerned was performing a notoriously challenging role; would not be able to physically sing it if she cavorted around the stage as he no doubt wanted; she also spoke English as a second language and was having difficulty understanding him. The director only thought of his ego; not 'How can I change my communication style to develop a rapport with this team member.' He could have taken the time; allocated a translator; tried to get to know her; valued her talents etc. But no. The singer sang magnificently; the production was a disaster with the director and his production team being booed off the stage.

I too was the recipient of boorish communication from a self appointed 'leader' for an event. On meeting me, he considered me to be the lowest of the low and talked over me; trying to under mind my expertise and position. I pulled him up on this because the event was missing out on using my experience and expertise due to his egotistical stance. What I was bringing to the event appeared to be disregarded by his insecurities and unless I had intervened the event would have missed out on my knowledge.

Teams bring together people with a range of skills, expertise and experience. As a leader, it is your responsibility and role to find out what the individuals' strengths are and how they can be used positively for a project. It is also your role to assess if any outside expertise will be required to run a project. Finally, as a leader you have to change your communication style to ensure you are developing a rapport with each individual in the team; ignoring a team member or talking over them is not leadership: it is egotistical, childish behaviour and you will achieve the very poorest results.

Musclehelp Foundation Fundraising event on 13th October, 2009

NSN Productions Limited are delighted to be involved in the above fundraising event for MuscleHelp which provides experiences for sufferers of Muscular Dystrophy. This is on 13th October and includes:

The evening will include some wonderful entertainment from the stunning Bella Donnas with the highlight being our auction. To whet your appetite, we have some fantastic lots, including:

- a pole vaulting session with an Olympic legend
- an exclusive full-on tour of the McLaren Technology Centre
- an offer from The Romantic Tenor to sing at your next private dinner party
- an invitation by Radio 5 Live Sports Week presenter Garry Richardson to the BBC Television Centre to see the show being recorded
- a spectacular weekend break at the exclusive Rome Cavalieri from The Waldorf Astoria Collection
- and, wait for it …
- a signed strip from the Spurs football team!

Please contact http://www.musclehelp.com for more details.