I blame my astrologer.

If my astrologer, John, was any good, last year he would have seen the 2020 "virus asteroid" passing through the rare alignment of Saturn and Pluto. Guess his Nintendo addiction is decaying his mind. Or it could be his six-pack-of-beer-before-noon addiction.

Anyway, John didn’t warn me that communication with prospects was going to get harder!

Maybe I should switch to John’s mom, who is a fortune teller. Yeah, maybe I’ll plan my marketing based upon fortune tellers. Sounds like an equally moronic plan ... I’d better stop with the shortcuts.

In the old days, before lockdowns and social distancing, we got to meet some of our best prospects face-to-face (oh, my!) over coffee or food. We could see our prospects’ body language. We could bond over a dozen donuts. And yes, this is a distant memory, but we could actually shake hands!

Today? Phone calls. Messenger chats. And sometimes video. It is harder.

With some of our visual clues removed, we must get better at delivering our message. Removing our prospects’ scepticism and salesman alarms will be harder.

What can we do with the face-to-face part of our communication removed?

These 3 quick key points will help.

  1. Use better words. Our prospects will have to create pictures and stories in their minds with our words, without the assistance of our body language or even our micro-facial expressions. We must use better word sequences.
  2. Adjust our intention. Our intention determines our tone of voice. Think about it. We just know by their tone of voice if someone is trying to sell us something. All prospects have this natural program. Let’s manage that better.
  3. Listen better. Prospects never get bored talking about themselves. Then, close quickly with a great ice breaker sentence.


Six of the best from the late, great Tommy Cooper,

  1. Two Eskimos sitting in a kayak were chilly. They lit a fire in the craft, it sank, proving once and for all that you can't have your kayak and heat it.
  2. I visited the offices of the RSPCA today. It's tiny: you couldn't swing a cat in there.
  3. This cowboy walks into a German car showroom and he says 'Audi!'
  4. I was driving up the motorway and my boss phoned me and told me I'd been promoted. I was so shocked I swerved the car. He phoned again to say I'd been promoted even higher and I swerved again. He then made me Managing Director and I went right off into a tree. The police came and asked me what had happened. I said, 'I careered off the road.'
  5. Our ice cream man was found lying on the floor of his van covered with hundreds and thousands. Police say that he topped himself.
  6. You know, somebody actually complimented me on my driving today. They left a little note on the windscreen.' It said, 'Parking Fine.'




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