THE QUIZ SHOW HOST… here is a game you can play right now. I am thinking of a number from 1 to 5… pick one: one, two, three, four, or five. Answer: I was thinking of the #4, but it doesn't really matter because how could you possibly know what I was thinking? There is a much more important question to be asked: "Do your customers have to guess what you are thinking? Do you leave them in the dark? Do you assume too much?". In other words, are you a "Quiz Show Host"?
Here is your ACTION STEP… our job is to communicate with our customers and make sure they "get the message"…especially when we are presenting. Here's some ideas on how you can eliminate the guesswork:
1. Don't expect your marketing material to do your work for you. They are only words, there is no feeling there (the words are only 7% of communication!).
2. Critical Point: Understand this concept …"it's not what you say but… how you say it".
3. Ask lots of "awareness based" questions during your presentation. Get their feedback. Things like:
a. "Does that make sense?"
b. "Fair enough?"
4. Use lots of visuals to help support your message (charts, pictures, PowerPoint, IPad, etc.)
Bonus Tip: Do not expect your customers to "guess what I am thinking". Don't assume that they "get it".Be sure to practice your communication style and your presentations with a Role-Play Partner. Have someone help you by critiquing your message and your presentation. Hone your skills BEFORE you go out. Don't practice on your customers. They are going to critique you in a much different way. They are much more subtle…their critique shows up in the size of your paycheck! Don't be a "Quiz Show Host". NO Excuses.