Dont Call Me

The March, 2004, issue of Psychology Today reports on an experiment involving identical business negotiations between test subjects. The only difference was that half started the transactions with a brief phone call and completed it with email. The other half used only email.

The transactions beginning with a phone call turned out much better.

So we should all foster our business relationships with more phone calls, right?

Well, maybe not.

See if this script sounds familiar. You're watching Jeopardy (or whatever your favorite TV show is) when the phone rings. You answer it and get tied up with a telemarketer, your sister, your business associate, or a wrong number. It's fairly easy to get away from wrong numbers and the telemarketers. Your sister and your partners, however, require your attention for more time. As Alex Trebek starts the Double Jeopardy round, you're stuck listening to your sister describe her latest drama or to your associate prattling on about some inconsequential matter.

If this happens once a night, you can handle it. If it happens twice a night, you can still handle it.

But what if this happens many times every single evening?

You can probably regulate how often your sister is allowed to bend your ear, but your business calls have to be handled as they come in. You become increasingly resentful of the intrusions, and your Pavlovian response to a ringing phone becomes a growl instead of a drool. You start screening calls. You feel beseiged in your own home. You start to like email more and more.

So other than being less intrusive why do I prefer email to telephone conversations? Let me count the ways.

For starters, I can handle a LOT more volume with email. Most of us can read about ten times faster than even a speedtalker can speak. With an email you can quickly reread questionable material that you didn't understand the first time through. Both you and your customer have a written record of what is discussed. And there's less unproductive chitchat. It might bring you closer, but do you really care what color they're painting their kitchen?

Have you ever finished a phone conversation with an impression of what was going to happen only to find out that the other party had a different impression? That's not uncommon.

It doesn't happen as often with email, does it?

Beyond the personal hassles of being constantly available to anyone with phone access, however, is whether this is a system you can convince others to adopt. You're hoping that the people you recruit will handle business the same way you do. (Actually I hope they handle it BETTER than I do. Hey, I can dream, can't I?) So they see that you are getting hammered with calls all the time. Conversations with you are constantly broken by your taking cell phone calls and being interrupted by call-waiting. They figure out that, if they can call you any time, they too will have to take calls from people when THEY'RE trying to watch Jeopardy.

Does this make it likelier that they'll want to duplicate your system? Probably not.

Yes, I know that we could just let an answering machine take the calls and return them all during a period we choose. This doesn't work for me. Leaving a message on an answering machine is probably at least as offputting as leaving an email, and in these days of wide-ranging business activity, the time zones become problematic. Playing "telephone tag" is no fun, either. Perhaps your customer is also setting times when she will answer calls. If this isn't the same time you're answering, you can go for days just trading messages to respond.

Getting back to that Psychology Today article, probably making at least one telephone personal contact to start a business relationship will improve that relationship. You can make this call to your customer without necessarily inviting any calls coming in from her by giving her only your email address. Encourage her to stay in touch with you through this email contact. This is less likely to offend if you make it clear that you check your email many times a day and can give her a fast response every time she contacts you. (Of course then you'll have to actually do it!)

Eliminating telephone contact may cost you some very lonely business associates, but these needy folks are unlikely to be your best producers, anyway. Sticking with email for routine interactions may be the best way to go. Even (or maybe especially) with your sister.

So if Alex questions "the best way to handle business communications," I'd answer "what is email?!" Don't call me; I'm giving my ear a break.

About The Author

Charlie McCoy markets the best line of health products in the world at http://www.boostmyimmunesystem.com. He can be reached at creativecompute@att.net. His telephone is out of order.

editor@health-ebiz.com

---

Exporting to Europe: Not the Challenges You Think

If you plan to do sell your product or service... Read More

First, Fast, And Foremost . . .

First - being before all others. Fast - moving or... Read More

A Quick and Simple Tip For Gaining Customers

In the course of my career, I've had to deal... Read More

Im A Second-Story Man

Can you say who you are and what you do... Read More

Can You Use Hynotic Like Statements To Sell More Products?

As I become more successful with my internet business I... Read More

Sell With KISS, As In Keep It Simple, Stupid

One of the most useful and fundamental communications lessons that... Read More

The Benefits of Metal Store Fixtures

Your choice of materials for store fixtures includes wood, metal,... Read More

Selling for Beginners

Speak to almost any self employed professional and most of... Read More

How to Reach Purchasing Agents of Big Corporations

Now business owners and sales professionals can develop a Faster... Read More

Finding a Used Mannequin

Many stores on a budget choose to buy a used... Read More

Smooth Sailing (Selling) In The Second Half of The Year

You can make a difference in the second half! You... Read More

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales proposals... Read More

Psychological Tricks in Selling

Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More

Define Your Best Customer

To be more effective at developing relationships, one should always... Read More

Before They buy What You Say - 10 Steps To Selling Yourself

You are the productWe're all in the selling business whether... Read More

Marketing Conversations, And Conversation Stoppers

Where many marketing conversations get off-track are the ones you... Read More

What is Lead Generation?

Lead Generation is vital to all businesses. All companies try... Read More

Incentive Dilemma:

Manufacturers and distributors are rolling out more sales incentive programs... Read More

It Isnt A Sale Until Youre Paid

Back in the days when I sold for CTV and... Read More

Breaking the Ice and Winning Over the Client

Wherever you turn these days you'll find articles covering every... Read More

The Trusted Advisor Relationship: What Is It, and What Should It Be?

For the past months, maybe a year, I've been hearing... Read More

If I Wanted To Sell For A Living, I Would Of Majored In It In College

By a show of hands, how many of you grew... Read More

Cold Calling Reluctance

Most salespeople I know consider cold calling a dreadful, but... Read More

Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test

Business owners should be more like doctors.Forget selling and start... Read More

Great Telephone Skills

Having good telephone skills is crucial as the call may... Read More

Don?t Waste My Time!

Many participants in my programs ask how to deal with... Read More

Leads, Prospects, and the Huge Gap Between

The leads marketing delivers to the sales team never seem... Read More

Lance Has What It Takes

Lance has what it takes and then some.Did you know... Read More

10 Important Things To Tell Your Prospects

Hello everyone, hope your day is going well! I know... Read More

Long Sales Letters vs. Short Sales Letters

Everywhere I turn, I'm being asked to weigh in on... Read More

How to Lose the Sale Quickly & Easily

Here are five sure-fire ways to guarantee you will not... Read More

7 Strategies for Writing Fundraising Letters

Writing fundraising letters can be an effective way to request... Read More

Selling ? Remember These Ten Rules and Succeed

There are thousands of books and seminars on how to... Read More