Where’s the best place to finish your sales pitch and close a deal?  Well, for a company looking to sell to Tim and I recently, the “best place” was a classroom; an online classroom.

Tim and I were looking at several tools to help us “datamine” the social media for a new client.  We wanted something that would give us a comprehensive look at the clients presence in social media: if and how their company was represented there, what was being said about them, and whether the on-line conversation included talk of a specific area of the clients operation.  Later, we would use that tool to track how our efforts were changing that conversation.

The Internet offers a lot of different ways to begin “datamining” for that kind of information.  And, some of digging tools are free.  But we wanted sophisticated results; and, because of that, were looking at high-end products we’d have to buy or rent.  One of those products was a tool called Radian6.  Tim’s initial research indicated it might be just what we were looking for.  But, we weren’t certain.  At least, we weren’t until we sat down in front of our computers; Tim and I across town from each other, and went on a virtual tour together.  Radian6 hosted a “webinar” for Tim and I to teach us what their product could do, and how we would use it.

A webinar, short for “web based seminar” would allow a representative of the company to talk to us about the product, show us how it would look on our computer, actually allow us to see it in action and answer our questions.  All from the privacy of our own offices.

The day of the webinar arrived and Tim and I were looking forward to the tour.  Tim had no problem logging on to the webinar “host.”  I had a glitch.  It wouldn’t let me in.  A phone call to the company fixed it quick though.  The rep sent me a new link, via email, that worked perfectly.  Once the computers were all logged in, we used our phones to dial into to the audio portion of the presentation.  Phones on “conference” and sitting in front of us, and with Ben, from Radian, controlling what we’d see on our screens, we were ready to begin.

The webinar went like clockwork.  Ben opened Radian6, showed us how it would look, and how we’d use it to begin to find the information we’d need.  Before our eyes, he plugged in our search parameters and search terms, and we sat back while his product began browsing the known cyber-universe for the information we wanted.  Seconds later, the results were in, and Ben showed us how his tool would organize the data for analysis.

The on-screen portion of the presentation was slick.  What’s more, the webinar format allowed Tim and I to ask questions and get immediate answers since the three of us were “conferenced in” via phone.  After about 45 minutes, we’d seen what the tool could do and had our questions answered.  And Radian had made a sale.

Of course, not every product can be sold this way.  But this experience is a superb example of how the interactive internet can help your company make sales and develop clients.  Reaching your prospective customers in their offices, at their convenience, with a representative who can address their questions, is a powerful sales device.  Through the “webinar” all the decision makers can be brought together at once.

Radian6 turned out to be just the tool we need to provide a wealth of information, and real value, to our client.

What – exactly – is attitude?

I’ve been mulling this question over because I’ve been told over and over, as you have no doubt too, that your attitude is the most important thing you bring to any task.

Whether your task is to become a better public speaker, a better fry cook, a better real estate agent or chess player, attitude does play an important point.

Of course, we’re told that we should be able to control our attitude.

Is that so? Can you control your attitude?

I often wish I had MORE control over my attitude towards things. It’s not as if I need a payoff at the end to justify improving my attitude, but yes there are times I admit that the outside world affects how I approach the inside world. Which in turn affects how I function in the outside world.

It’s described as ‘A state of mind or a feeling; disposition.’

As a kid my mother would tell me that only I could control my attitude. I was too young to really know what in blazes she was talking about. Control my attitude? What about when my brother steals comic books and won’t give back my Beatles album? How am I supposed to have a good attitude when that kind of stuff happens.

I think a big part of attitude is your perspective which is defined as “a mental view or outlook.”

Of course I thought this was bunk. I couldn’t control my brother. If he wanted to steal my comic books and claim they were his, or not return my Beatle album it would tend to tick me off. In which case my attitude would, well, pretty much suck!

As for the perspective, I couldn’t see any other. I was my brother’s brother. I couldn’t see any other viewpoint or outlook.

I do recall seeing a presentation at church as a kid. A missionary had come back with hundreds of photos of his trip to some third world country. As he described the daily life of the natives, my eyes got wider and wider. My mind slowly opened. I thought, “wow, if I were in their shoes life would be…different…and I’d probably hate it.”

And yet the people there were pictured as happy, fun-loving, engaged.

I found a new perspective.

As I was growing up, my mother would reinforce her guidance over how I could control my attitude with the corollary ‘you can be anything you set your mind out to be.’

Wow, now that was a mind-opener. I could be anything I wanted?

Well, within reason. I couldn’t play center for the Lakers. I was pretty short.

But that direction from her has held on and taken me places I may not have elected to otherwise go to.

This all boils down to self-esteem. If you feel good about yourself and who you are and your place in the world, chances are you’ll have a pretty good attitude.

It was the WWII POW Victor Frankl who famously wrote in his book ‘Man’s Search for Meaning’ that in the concentration camps they could take away everything – except his attitude and how he dealt with his situation.

After his liberation, wrote that it was due to his and others’ suffering in these camps that he came to his hallmark conclusion that even in the most absurd, painful and dehumanized situation, life has potential meaning and that therefore even suffering is meaningful.

So given all of this, how can you control your attitude?

In practical terms, I think it comes down to expecting the best, and if you don’t get the best, expect the best response to yourself. You may not be able to control a situation, but you can damn well control your reaction to it.

As age has mellowed and hopefully wizened me, I believe my response to situations is controlled and measured. In a situation where earlier I might have reacted with frustration and anger I now say, ‘hey it’s nothing I can control, why get upset?’

Yes, you can control your response. You can control your attitude.

Are there times when even the most optimistic, positive person has a bad day, or bad reaction?

Sure. Nobody’s perfect. Geez, what a boring world that would be, wouldn’t it, if everybody were perfect?

So find your own source of a good attitude – nurture it. Does it come from listening to good music? Uplifting prose? Positive reinforcement from self-help books or tapes? Socializing with good friends?

Whatever it is, stay with it. If your external sources (music, tapes, people) are not available, look internally. Your attitude is controllable, and certainly critical in whatever endeavor, whether public speaking, a sporting event you’re participating in, or a job interview. Your positive attitude will push you in directions a negative attitude will not.

And hey, if you have the choice between positive and negative, why choose anything but the best?

After all, it’s your life!

photo credit: derekGavey

What is the communication culture in your business? In your community? In your country? The world? Tim Gordon and Roger Pike look at how the culture of communication affects how you communicate with people around you.

It may sound like a simple question: When you speak, are you being understood?

“Well, of course,” you say. After all, the group you’re speaking to is nodding, looking at you and apparently taking in the content of your speech.

But are they really UNDERSTANDING you?

In a one-on-one conversation, active listening or empathetic listening can be used much more effectively than with an audience. The person who is trying to understand your message can re-state your main points back to you and clarify: “I understood you to say that you mean X.”
photo credit: marjoleincc

At which point you can say, “Yes, that’s exactly what I meant.” Or if you need to clarify the statement for the listener you would do that.

In almost all communication models (one on one, one on three or four, one on a large crowd) it is incumbent on the speaker to be understood. It is his responsibility to communicate fully and completely so that his audience is able to get the full measure of the message.

Even in a one-one model, the speaker is the one most responsible for being understood. However, in that intimate setting, the listener has much more chance to clarify the speaker’s remarks; to make sure that what he believes he understands is in fact what the speaker has intended the message to be.

In long-term relationships (not to get into a therapy-mode here!), couple learn ways to communicate that suit them. Often if a couple can’t figure out how to communicate it leads to conflict and if the conflict is strident enough or volatile enough the lack of communication skills can lead to a split.

It’s been said that most conflicts in couples are over money, but in my experience the conflict really comes down to a lack of sufficient communication skills regarding the topic.

I mention it because it is a vivid illustration of the importance of communication skills, especially in close relationships.

But back to you, as a speaker.

When you are delivering your speech, one of your top goals must be: to be understood, completely.

If even a small portion of your audience walks away from your talk still puzzled about some of the things you said, you’ve not had a completely successful talk. Of course in large crowds – say 50, 100, 1000 or more – making sure everyone understands you may be impossible.

But it’s worth trying.

Being understood by everyone in your audience enhances your stature as a ‘clear communicator.’ And if the audience thinks of you in that way, your reputation will grow, more people will want to hear you and you’ll get more bookings.

If a significant portion of the audience, on the other hand, doesn’t understand all that you’re trying to communicate, they’ll walk away puzzled and at least mentally shaking their head, wishing they could have understood more of your message. You’ll earn a reputation as a somewhat dense, thick speaker who is not speaking to all of his audience. And yeah, those bookings won’t be as forthcoming.

It doesn’t matter if your speech is to a group of high-level scientists or a local community of volunteers. The goal is the same: to be understood by as many people in your audience as possible.

Two suggestions: vet your message with colleagues or the types of people that will be in the audience. If there are mis-steps or muddy parts of your speech, another set of ears should be able to help you out.

Second, depending on the situation, ask for audience feedback and questions. No, it’s not always possible, but if it is, it’s worth a few moments. For every asked question, there are probably several unasked questions.

So next time you prepare your speech, clarify any muddy points; run it by someone who can give you an objective evaluation, and strive your best to be understood.

It’s one of the best things a speaker can hope for.

**This post originally appeared on Communication Steroids in February, 2009**

What do books do for your communication skills? Tim ‘Gonzo’ Gordon and Roger Pike throw a few book titles and authors at each other and see where the books land in this podcast.

Show Links: GoodReads.com – a mighty useful site for avid readers to track the books you own, read, plan to read, as well as connect with friends and like-minded readers. Kind of like a mild “Facebook for Readers.”

photo credit: wljones15