I was fortunate to once again be able to attend the SoloPR Summit in Atlanta last week. This was the second year in a row that Kellye Crane and Karen Swim brought together Solo Public Relations professionals from across the country (including Alaska and Canada.)
Whether it’s a financial issue, scope creep or tactical disagreements over strategy, all of us who are Solo Pro’s ends up occasionally being challenged with a prospective client or partner.
Here were their 7 top tips:
1. Plan – Have a script. Actually have in writing what you plan to say on the phone or in person and then practice. Kelly and Jenny had each of us turn to a partner and “play act” our parts. Don’t just “wing it.”
2. Don’t Be Afraid of Silence – At lunch later we laughed about this favorite old journalist’s technique. Remain silent and the interviewee will look to fill the void (and often trip over both themselves and their words, much to a reporter’s delight!) Of course in any negotiations, silence is golden.
3. Stay Firm – This was really encouraging. If you stay firm our instructors said, you will ultimately win more respect.
4. Use Active Listening – This fantastic listening style was actually taught to my husband and me before we were married (and it’s worked well for nearly 19 years!) When you’re striving to understand the other person, reflect back to them what you heard. “So I hear you to say…” (Hint: If this is your spouse I’ve found it helps to hold hands as you play this out. It’s extremely hard to argue with someone when you’re holding his/her hand.)
5. Back up Your Position in Writing – Wow! There is only one time since I started my business five years ago that I did not get an agreement with a client in writing and what a huge mistake that was! A written agreement brings clarity and provides an easy reference document.
6. Make Recommendations – Here Jenny and Kellye suggested coming up with alternatives if one scenario does not work. Use “I wish” statements instead of “You’re wrong.”
7. People have their own pressures – We all are under unique stresses including our clients in their jobs. We really don’t know what they are going through so remember, be kind. You never want to burn a bridge.