Overcoming Communication Barriers to Increase Sales

 Only the fear of death is ranked higher than the fear of public speaking on the list of what people fear the most.  It is no different for professionals in our industry.

I have developed a Communications Skills program for industry professionals and written about use of jargon and communication pitfalls to avoid in previous articles.  However, before we get into  completing 2022 goal plans , I thought it would be helpful to continue the dialogue on communications skills. 

Why are face-to-face communications skills important?

Remember, there is no emotion, body language, tone or facial expression in a written communication.  Has someone ever read one of your emails and didn't recognize your intent?  Without tone or emotion, an email can be a cold form of communication.

Social networking is really about the written word and many in the industry have come to rely on this for their primary communication links.  Even communication on the telephone lacks many of the tools you use in face-to-face meetings.  Firms that use Hangout, Skype, Microsoft Lync or Go To Meeting bridge many of the communication barriers but are in no way equal to a face-to-face encounter.  The fear factor is higher when we are asked to present to a group or even an individual.  Whether you are just starting out in the business development arena or a seasoned professional who could benefit from improved client communications, this article is for you.

Today, I want to review the three skills that are essential for building trusting relationships with clients. 

The first skill is your voice.  I had an economics professor in college who made a boring class absolutely intolerable because of the tone of his voice.  He had a monotone cadence and would cough or clear his throat after every other sentence.  The pitch of some voices brings the same reaction as scratching on a chalk board.  If this is you, you need to practice voice control.  You could find a voice coach or simply contact your local Toastmaster club for assistance.  Improve your voice and you will see immediate results in client reaction to your presentations.

Are you an introvert, shy or quiet person?  None of these qualifies you to be a poor speaker.  You just need to expand your comfort zone.  Speaking with a client requires a clear and strong voice.  This is not to be confused with shouting.  Listen to great speakers and learn how they project their words.  A simple search of YouTube will get you on the right track. 

Confidence is the second skill you must master. 

Why would your client give you a million dollar deal, if she doesn’t believe what you are telling her?  Are you afraid to look the client in the eyes when you are making your presentation?  The client is more likely to give you careful attention when you make it a point to make eye contact first.  However, you don’t want to get into a staring contest.  Look down to take a note or remove something from your briefcase.  This makes it easier for the client to pay attention to you because she has had a chance to check you out without having to do so while listening to you.  Are you excited about what your firm has to offer, or  does your facial expression remind the client of someone who has just gotten out of bed? 

Confidence in what you are presenting will make the client more interested in selecting your firm than you are in selling it.  Understanding the nuances of the client’s business, the industry, and market is the beginning of your homework.  How he thinks and reacts to pressure points is probably the hardest area to quantify.  However, when you have done all of the required homework, your confidence will soar.  Remember what legendary basketball coach Bob Knight has to say about preparation, “The key is not the "will to win" . . . everybody has that. It is the will to prepare to win that is important.”

Remember, you client likes you or you wouldn’t have been given the opportunity to stand in front of him or her to make the presentation.  The same is true when you have been asked to make a presentation in front of a group.

Finally, you don’t want your body language to betray you or sabotage your message. Experts tell us body language accounts for between 55% and 65% of our communication. 
 Just what is body language?

It is carriage, facial expressions, and gestures. All go into establishing your presence and making a connection with the audience. Gestures can be made with your hands, arms, shoulder, torso, legs, feet or a combination of these but hand gestures are probably the most common. What does the client think of your message when you present it with your arms crossed against your chest?  If you are confident, why are you slouching and not standing tall? Many speakers worry about their hands and keep them in their pockets.  However, appropriate use of your hands can result in a marked increase in the understanding and retention of your message. Correctly used, hand gestures can help you say more in less time, show what you mean without having to resort to visuals, signal your conviction and confidence and add texture and dimension to your material and ideas.

This might seem simplistic but don’t forget to smile.  In fact, you should practice pleasant expressions in front of a mirror.  Try it until you see one you like and then hold it for 15 seconds and repeat it.  Remind yourself of this expression as you go about your daily business until it becomes a memory.  The conditions that surround you during a client presentation or speech in front of a large group can be uncertain and frightening.  But, this memory will keep your expression pleasant and positive.

Whether you are presenting to one person or a hundred, you still have to deal with nerves.  Everyone gets nervous before a major presentation.  My simple advice: Take a breath!

I went with my wife to a Lamaze class when we were expecting our first child.  I still remember the breathing exercises that were intended to calm the mother during childbirth.  Similar breathing exercises are used by public speakers because they release fear, lower stress levels and  enhance their speaking voice.

Incorporating these tips into your client presentations or speeches in front of groups will help you be more effective and enable your message to be understood clearly. The bottom line to clear client communications is the bottom line.