Ban The Word "Umm"
You've finally got the interview; the chance to impress with your knowledge and skills.
You're wearing your best shirt, you're well groomed, you look the part and you feel confident.
But...
You haven't planned.
You may look the part, you may even feel the part, but without thorough planning you've already lost. You've wasted your time.
I say this from bitter experience...
Yesterday I phoned some leads that had enquired about website design.
I didn't research the business before calling them, and I thought I knew all our services inside-out.
My biggest problem was the word "umm".
For some reason when I'm on the phone I feel I have to keep talking. If I need to think I just say "umm".
Ok, it's a learning curve. I've been a website specialist for 6 years and not a salesman.
I very quickly learned from my red-faced mistake and started planning each conversation.
Once I knew what to say; I'd researched the business, I knew what I would be offering them and I was relaxed, the conversation flowed like a silky smooth hot chocolate.
If the person on the other end of the phone picks up that you're nervous and un-sure of what you're saying, they'll very quickly lose interest.
I often find that standing up makes me more confident when on the phone to leads.
Just don't fill every gap with the word "umm"!
See you tomorrow at 09:00
Simon
