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Telemotivation
 
Are You Ready to Improve Your Next Motivational Presentation?
 

When we think of "motivational speakers" we often envision a dynamic person on a stage delivering a high energy message. Much of the time, you and I are doing our motivation over the telephone. How good are you at "telemotivation"? Would you like to improve?

 

In the business world most telephone conversations have a purpose. We are trying to motivate someone to do something. For salespeople, the purpose is to encourage their listener to do something - like buy, set an appointment or make some other commitment. For managers, the purpose is usually to cause someone to do something or to do something better than they've done it in the past. When you think about it, isn't motivation a part of most of our calls?

 

As important as telemotivation is, most people do it poorly.

 

We've all had the stereotypical telemarketer call us. We knew from the beginning of the call that it was a sales call, our defenses - or offenses - went up and we terminated the call as quickly as we could.

 

Could you be sending the same signal on your calls?

 

Here are some ideas for making your next telemotivation experience more successful.

 

Hear What Your Listeners Hear

 

Audio record your call. (You might want to check with your legal advisor before recording a phone call.) Even if you cannot record both sides of the call, at least record what you are saying and how you are saying it. Just hearing your presentation will cause you to correct most of the problems. Hearing "ah" and "um", for instance, will make you more aware of how they come across. As a result, you will break yourself of the habit.

 

Change the Pacing

 

What I have seen over and over is when the importance of the call increases, so does the pace of the caller's message. Why do you sense that a call is from a telemarketer? Pacing and wording. (We'll discuss wording next.) Slow down the pace of your delivery. You do not have to get the entire message out in the first sentence. Nor should you.

 

Think of every call as one you would make to a friend with whom you have plans in the future. You know the event is going to happen; you're just calling to discuss the details. Assume that the caller will be interested in what you have to say and that some follow up action will occur. In most cases, your pacing will naturally change and become more conversational and more positive.

 

Change the Wording

 

Who will benefit from what you have to offer?

 

Too many telemotivation conversations are all about what the caller wants to accomplish. It's a sure way to get the call off on the wrong foot. Instead, let the other person  know that if they have a want or a need, you may be able to help. Talk about them. Better yet, ask them something about themselves.

 

Here is the gold - no, make that the platinum - rule about telemotivation. If you can master this you will see your successes soar. Open the call with a question about the other person that they have never heard before. "How are you today?" will typically inspire the caller to hang up. "Have you thought about what having a new widget could do for you?" is all about you and your widgets. Instead try something like, "If you could have had one more hour in your day today, what would have done with it?"

 

Change Your Environment

 

Some relatively simple changes in your environment can make significant improvements in your telemotivation.

 

  1. Look at something that motivates you. Instead of sitting at your computer looking a screen, look at things that inspires you like a picture of the family, a motivational quote, something that represents a dream (like a new car, house, etc.) or a memento from an event or trip. Otherwise your mind will see the unfinished letter to a client, a project on your desk that needs to be completed or clutter that needs to be addressed. You want to focus on your telemotivation and what you can do for the person you called.
  2. Stand instead of sitting. Wireless phones are a wonderful telemotivation tool. With them we can walk around and even go outside while engaging the other person. We think better on our feet so consider using your feet as much as your mouth.
  3. Work from home. If it is permissible, work from home or from some other nontraditional place. Be in a place where you can use gestures, voice inflection and other communication elements without wondering what the people around you may be thinking.

 

When people ask me how I honed my skills, I tell them all: "audio and video". Record everything you can and go back at review the recordings. You are your own best coach; now become your own best motivator.

 
 
Teach Others!
 
Chuck Reaves, CSP, CPAE, CSO 
 
 
800. MR. REAVES (800.677.3283)
 
How Brave Are You?
 
Are you brave enough to send this to your clients?
 
Obviously it would help them with their telemotivation. However, it would  allow them to assess just how good you are!
 
In fact, it will be a win-win. They will see you adding value to the relationship by giving them some ideas they can use. They will understand that you are trying to be better at what you do. And if they offer a critique of your presentation - say thank you! Every successful motivational speaker built their success on the honest critiques of others.
 
 

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"Motivation: the combination of education and opportunity."  
 
That's my definition, anyway. I am seeing a lot of opportunity for many of my clients right now. Make sure you're mentally prepared to address the ones in your area.
 
 
Teach Others!
 
Chuck Reaves, CSP, CPAE, CSO
Chuck Reaves, CSP, CPAE, CSO
SaleSSuiteS
770.965.5595
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