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When I worked in the phone company, MBWA--Management by wandering around
was popular. Every so often, the guy two levels above me would come wandering
around and ask me how I was doing. I learned to craft a one or two sentence
sound bite of what I was doing for his group, the department and the company
through my work.
My salary raises and bonuses reflected it. In effect I was pitching
my worth.
Pitching Yourself
In Money Magazine I stumbled on an article about Ronna Lichtenberg,
author of Pitch Like a Girl. "People don't stay at the same
company for 30 years anymore," says Lichtenberg, "so there are
always new people to prove yourself to."
It doesn't matter if you're a CEO pitching shareholders or an employee
pitching your boss, you're going to want to let people know what you're
doing for them or you'll never enjoy the success you deserve.
It's All About Them
The key to effective pitching involves crafting your pitch to be about
what you can do to help the people you're pitching. Remember JFK:
"Ask not what your country can do for you; ask what you can do for
your country."
Figure out how your sales prospects, boss, or whoever like to do business
and adapt your presentation to match their style. "Your goal should
be to make it as easy as possible for them to hear your message."
Sounds like How to Motivate Everyone, doesn't it? Rapport, Rapport,
Rapport! In previous ezines we've covered some of the basic rapport skills:
- Stand or sit like they are. Are they leaning forward or back,
left or right? Mirror the tilt of their head, the tap of their foot.
- Breathe like they are breathing. When they're talking they
must be breathing out.
- When you speak, match their rhythm and tone. Are they faster
or slower than your normal rhythm? Melodic or monotone?
- Use their words! What words or phrases do they use repeatedly?
What metaphors do they use? Is business about war with soldiers,
jeep drivers and taking no prisoners, or about sport with coaches,
teams, star players and scoring?
How to Motivate Everyone goes into much more detail about influencing
language. Read sample chapters at http://www.qimacros.com/motivate.html
or order a copy at https://www.motivateeveryone.com/orderknow.html.
Relationship vs Task
Lichtenberg brings up one more key mental pattern: Relationship-Task.
Task-oriented people like to get right to business,
cut to the chase.
Relationship-oriented people like to start by sharing
something personal. I've found that I tend to lead with task and end with
relationship, but this puts me at a disadvantage with people who like
to get to know you before they do business.
Many telemarketers start with relationship: "Hello Mr. Arthur. How
are you today?" I'm thinking: "What do you want? Cut to the
chase!"
I'd rather send an email (task) than talk to people on the phone (relationship).
But I've found that if I change gears to match the relationship-oriented
person I'm "talking" to, I get more business. I've also surrounded
myself with people who are more relationship-oriented by nature.
Flexibility Wins
Wouldn't it be great if everyone else would have to adapt to you and
your style? Of course it would, but you and Hitler would be in the same
boat. Only autocratic dictators get that kind of treatment.
Lichtenberg says: "People are resistant to the idea that they have
to adapt their style to someone else's." You bet we are. It means
that you have to learn a new language and a new style of presentation
to get buy-in.
The more flexible you become when dealing with the people around you,
the more success you'll enjoy. You don't have to change who you are or
your identity just understand yourself and how you need to adapt.
If you don't know your own style, take our Motivation Profile online
at http://www.motivateeveryone.com/nlpstyle.html.
You can also order hard copies at https://www.qimacros.com/orderknow.html
Lichtenberg says: "It's more like learning to respect the local
customs when you're in a foreign country." Once you realize that
every other person's mind is as different from yours as America is from
Timbuktu, you'll be lot more understanding and flexible as you pitch yourself
and your ideas to others.
Here's my point:
Learn to be a Human Mirror
You'll build better relationships and create a more joyous life.
© 2005 Jay Arthur, the KnowWare® Man, works with companies who want
to plug the leaks in their cash flow and people who want to master the mysteries
of the mind..
To have Jay Arthur to train your staff, contact Jay at (888) 468-1537, lifestar@rmi.net.
 Want
to discover your own "motivation profile?" Go to The
Motivation Profile and take the complete profile online FREE. Compare your
results with your spouse, kids, or coworkers to determine where you are most
likely in alignment and where you conflict. You can also order printed copies
of the motivation profile.
Motivation Profile $5.95 Plus S&H
 Order
Your Copy of Motivate Everyone, from Amazon.com
Or order Motivate Everyone now:
Motivate Everyone Hardcover Book $22.95 plus S&H
Do-It-Yourself Marriage Counseling with the Marriage Conflict Kit! Order Now!
Marriage Conflict Resolution Kit $97 plus S&H
Learn how to think like a comedian! Order Your Seventh Sense Now!
Your Seventh Sense - How to Think Like a Comedian $15.95 plus S&H
To subscribe to this Ezine, go to http://www.motivateeveryone.com/freeknow.html
© 2006 Jay Arthur (888) 468-1537
knowwareman@qimacros.com
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