The Long and Short of Business Today

Like it or not, we live in a 140 character-driven world. (Characters not welcome.) Email and its cousin Twitter are killing the phone, and why’s that? Because email is a one-way street in which you don’t have to give up control. Why pick up the phone and have to listen (or rather, wait to talk) to another human being when you can leisurely craft, rework, and admire your artistry before hitting send?

(Sarcasm is one step removed from profanity, folks. I’d love to let the dirty words fly here but I want to remain in control.)

Obviously, I prefer the instantaneous flow of a two-way street -- the phone -- and I can’t help but wonder how much money businesses can save by having their employees pick up the phone and cut back on the email. People say America doesn’t make anything anymore. Well, how can we? We’re too busy typing.

The phone? It’s not perfect. Salespeople live and die by the phone, and most are committing sales suicide by talking too much. It’s as if the quantity of words we use serve as a defense mechanism, like the class clown uses humor on the playground so the bully won’t stomp on his head.

Relax. Take your time. This is your playground. Be economical. Ask yourself, “How can I say more with less? How can I get the prospect to spin his wheels so I don’t have to run my mouth?

The same goes for email. Can I say more with fewer words? Choose each word carefully, and craft short emails. 140 characters sounds just about right. So does a one-word subject line ("Answer"). Something offbeat, informal, and always with one purpose in mind, one question you want answered in a timely manner.

Don’t ask two or more questions or bring up three or four ideas. Stick with one question -- and one purpose -- per email. 

Joe, let me take one thing off your full plate.

Does the partnership begin now?

Next steps?

John

Too glib, too off-putting, too cute? Maybe. Is it different from most business emails floating around out there? Yes. More importantly, does it get a response? Find out. Track it. Tweak it. Craft it. How short do you dare to go?

We talk too much, write too much, and take in too much "information."  Facebook, Twitter, YouTube -- all empty calories, especially in the workplace. If we can't cut it out, then at least let's cut back and do more with less.