Partners in Performance Blog

Email Persuasion Tip #4: Less Is More

Persuasive-emailsWhen it comes to emails that get opened by your clients and get immediate responses, less is more. The less your email looks like a “wall of words,” the more persuasive and effective it will be. Email persuasion requires attention to both email structure (see last week’s post) and formatting. An eye friendly format is key.

Too much information, especially when it’s all bunched together in long run-on sentences with no paragraph spacing, will probably not get read. It certainly won’t get an immediate response.

Why? It’s logical. It will take time … Read More

Email Persuasion: How to Get Clients to Respond

email

Email persuasion is a hot topic.

Let’s face it. Just like you, your clients are inundated DAILY with an avalanche of emails. And then it starts all over again. Day in and day out.

I consistently hear people ask “How do I get clients to respond to emails?” or if they do respond, “How can I better results from my email communications?”

Writing a great email makes the difference between getting a response, getting a meeting and making the sale. Using persuasive words and phrases is certainly a key … Read More

Presentation Coaching: Tips for Self Coaching

When I train and coach presenters, I often observe an automatic self-talk after the presentation has been delivered. I hear, “That was awful, I screwed up…I should have done….” The focus of attention is immediately on mistakes and what didn’t work from their perspective. It’s next to impossible to build confidence from this mental position. Harsh, self judgement sets us up for more of the same in the future.

One of my objectives in coaching presenters is to help them break this pattern of ‘beating ones self … Read More

Presentation Nerves: Avoid The Apology Mistake

In a recent UPFRONT Persuasion workshop, we were exploring how to overcome presentation nerves. One of the participants mentioned that her worst fear was going blank. It’s not fun when you’re staring out at your audience for what feels like an eternity and you have no idea where you are in your presentation or what you’re supposed to say next.

A fellow participant had been a competitive singer in her younger days and she commented on how points were lost when the … Read More

Performance Anxiety is Nasty

Do you get the shakes and quakes, stomach flips and painful mental images of crashing and burning during your business presentations? If so, you’re in good company. Performance anxiety and stage fright are as common for actors, musicians, athletes and comedians as it is for business professionals.

In an UPFRONT Persuasion Through Presentation skills workshop this week, a senior executive confided that he never knew when stage fright would rear its ugly head. He even named this pesky intruder his “gremlin.”

Performance anxiety can … Read More

Selling Cycle is NOT One, Two, Skip a Few

When I am driving to a destination, unless I am in site-seeing mode, I plan my route and look for the fastest way to get there. That’s true for many people. But when it comes to selling, it’s astonishing how this simple concept isn’t tackled with the same fervor and consistency.

A client recently told me that the sales cycle for their business is a “long process and it just takes time.” I hear this a lot. In fact, it’s … Read More

Favourite Client Stories: How Jim’s Success Almost Got in His Way

Jim Bentley (name changed) is a well respected, seasoned sales professional with solid expertise in the financial services industry. He has long standing clients, with whom he enjoys excellent relationships. He is one of the top sales producers for his company. In spite of his sales success, he almost missed out on solidifying one of his best client relationships.

Jim participated in the Intentional Selling™ program as part of a company wide initiative. Part of the training process includes identifying limiting assumptions that might unconsciously block sales success. … Read More

6 Persuasion Elements in Storytelling: Are you Using These Tactics?

Yesterday was the final ‘presentation showcase’ day for Pro Track Speakers Academy – a yearlong boot camp for emerging speakers at the Canadian Association of Professional Speakers (CAPS). I had the privilege of evaluating the final presentations along with two of my esteemed CAPS colleagues Peri Shawn and Richard Peterson.

While we covered the gamut in our feedback critiques, the art and skill of storytelling was the prevalent theme that was woven throughout the fabric of the day. Everyone incorporated story and more than a few were masterful storytellers.

Read More