I have a friend, Tina, who designed costumes for an off-offBroadway show that became a smash hit a few years ago. The tiny
show was such a critical success, it won the heart of an angel—
a backer—and it went to Broadway. There the show laid a big
fat egg.
When I read the bad news, I called Tina. "Tina, why did the
show get such bad reviews on Broadway?" Tina told me that, sadly,
the director didn't insist the actors and actresses change their performances to adapt to the new surroundings. The actors' understated movements, which moved small audiences alternately to
laughter and tears, were lost in the big Broadway house. Audiences
couldn't see their subtle gestures and poignant facial expressions.
Tina told me the performers neglected to make their movements
much bigger to fit the new medium.
That excellent advice is not just for actors. Whenever you are
talking, you must consider your medium. If your face were on a
big movie screen, you might get your message across with a wink
or an eyebrow raise. On radio, however, that would be meaningless. Because listeners couldn't see your wink, you'd have to say
something like "Hi, Cutie." Because listeners couldn't see your
raised eyebrows, you'd have to say, "Wow, I'm surprised!"
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How to Sound More
Exciting on the Phone
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Copyright 2003 by Leil Lowndes. Click Here for Terms of Use.
Your body language and facial expressions comprise more than
half your personality. When people don't see you, they can get an
entirely wrong impression as I did with Rani. To get your personality across on the phone, you must translate your emotions into
sound. In fact, you have to exaggerate the sound because studies
have shown people lose 30 percent of the energy level in their
voices on the phone.
Say you meet an important new contact tomorrow. When
you're introduced, you shake her hand, you fully face her. You
make good, strong eye contact and let a sincere smile flood over
your face. You even nod and smile, listening intently as she speaks.
She likes you a lot.
But how good an impression could you make on that VIP if
both you and she were blindfolded and the two of you had your
hands tied behind your backs? That's the handicap you suffer on
the phone.
If she couldn't see you, you'd have to substitute words to let
her know you're agreeing or listening. You'd have to somehow verbalize that you're smiling and use her name more to replace the eye
contact. You'd be using the technique I call "Talking Gestures."
To make up for your missing eye contact, punctuate your
phone conversations with "Uh huh" or "I hear you." So your listener knows you're nodding in approval, verbalize "I see," "Oh
that's great," "No kidding," "Interesting," and "Tell me more!"
She didn't see you hitting your head in surprise? Better say
"What a surprise!" or "You don't say!"
He just said something impressive and he can't see your look
of admiration? Try "That was wise of you" or "You're no dummy!"
Of course, you need a big verbal smile in your repertoire. Try
"Oh, wow, that's funny!" Obviously you're going to choose phrases
that match your personality and the situation. Just make sure your
phone listeners hear your emotions.
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How to Sound More Exciting on the Phone 233
Technique #60
Talking Gestures
Think of yourself as the star of a personal radio drama
every time you pick up the phone. If you want to come
across as engaging as you are, you must turn your
smiles into sound, your nods into noise, and all your
gestures into something your listener can hear. You
must replace your gestures with talk. Then punch up
the whole act 30 percent!