If you are networking at the chamber meetings and trying to get into the social media flow, then you know how handy it is to have memorized and rehearsed a speedy business proposition. In about the time it takes to reach into your pocket to dispense your business card, you can by now recite your elevator pitch in such an efficient way as to trigger nods all around the table. You have become like a matador, able to face down the big moment, sharply delivering your value proposition, then deftly stepping aside in time for the next person to take their stab at it.
I on the other hand, stumble to do this.
Our firm helps companies communicate more effectively, so that they can sell more effectively. We are a marketing communications firm specializing in B2B brand identity development. But what does that really tell you? Already, your eyes have glazed over.
It seems characteristic of our overall business malaise that the way we listen to each other has changed. We have learned to communicate and to sell the same way we listen, by way of compressed, digitized sound bytes. So even as we move away from the networking table to a prospective customer’s conference table, we continue to address complex customer problems with thirty-second attention spans.
The business world needs more listeners and fewer matadors.
jb
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