Business to Business Communications

…from the TrenchesPresented to Menlo College Business

Communications Class 9/13/13

September 13, 2013 Frances Mann-Craik

CEO, Addison Marketingfrances@addisonmarketing.com

www.addisonmarketing.com

Communication

Joint Construction of Meaning

In PersonHow you look

What you say

How you say it

How to WOW

Phone CallsBe ready to leave a message

A live person – now what?

The message on your device

EmailSubject line – your big opportunity

Keep it short

Spelling and grammar

IMHO TLAs R ASDF*

(In my humble opinion, three letter acronymsare ASDF (nothing))

When it Gets Rough - Change it UpCommunication goes bad – change the

method

Voice >> Email

Email >> Voice

Last resort – In Person

Social Media68% of Fortune 500 CEOs do not use social

media, and those who do use only LinkedIn

Your digital musings will last forever

International – Dates/Times

11/12/13 =12/11/13

Life Tip

Before you sign anything – read it!

Read Before You Sign

Read Before You Sign

WriteWrite with a guide

“AP Style Guide”“Words that Sell”Dictionary

Always have someone else proof read your important work

“Argue for your limitations and they will be yours” Richard Bach

Life at Internet Speed

“I don’t mean to be rude, but I’m in a hurry”

Meetings are set 2-3 days ahead, not weeks

“Nice to meet you, now give me the details”

Decisions are often made in real time, at a meeting, summarized by a one-page email of understanding (then the lawyers work the details)

Projects are delegated to specialists

Be a Virtual CommunicatorThere are no longer secretaries or admins

Technology people use email, voicemail and texting -- and write and answer themselves

Focus hard on the email subject line – it’s your one chance to open the door

Answer your emails in a timely way – opportunities come and go quickly

Network

Who you know will get you into who youneed to know – it’s all about networks

Online networking – social media expands your reach and the speed of networking

Seminars and conferences increase your knowledge and make valuable connections

Follow up – start a business relationship, perhaps a friendship

#1 College Memory:

“It’s not about perfection… it’s about passion – let ‘er rip!”