One of the biggest challenges we all have in telling our business or personal story is to know when to stop talking.
[Pause]
In written form, it is hard to represent that very important moment of silence that helps the reader absorb what is being said.
[Longer Pause]
What we tend to do, instead is find a way to repeat or supplement the message.
[Short Pause]
In other words, we give examples, or we digress.
[Very Short Pause]
But when we get together with friends and share our stories, we stop talking when we see the other person's expression change. And that change tells us if they get it or not.
[Think about that for a moment]
In the digital age, we have become crazed about trying to determine if someone is getting the message. We ask people to Like us and Tweet us and reply to surveys, fill out forms. Is any of that effective?
In the end, people get the message when they take action. If they buy the product, make an appointment, call your office, come up and talk to you after your talk, or make a referral you know they get it.
So, what's the message in all this?
First, we need to give enough information to capture the attention and interest of the receiver.
Then, we need to shut up and listen.
That pause says something very important - You care what they have to say.
Since it is much easier to do that in person, then offer to do that, or at least make the call.
[Pause]
So, what do you think?