Why don't we communicate over the phone with the same level of focus as we do when we deliver a presentation? We're still presenting ourselves over the phone with the objective to have more impact on our listener and influence them to take action. Right?

By "level" I mean;

• Put on our A Game
• Prepare our message to meet our listeners needs
• Focus on HOW we deliver our message; posture, eye connection, gestures, facial expressions, word choice, grammar, volume and inflection.
• Express our passion for our message

I raise this question based on my experience working with individuals throughout industries. Conference calls are more and more popular due to budget cut backs. It's easier to have a discussion via conference call rather than bringing individuals together. Notice I said easier and not more effective. I'm not saying there isn't a purpose for conference calls. Instead, we need to identify what is the BEST method for communicating our message based on our objective and our listeners expectations. See my recent article at businessweek.com.

Over the past weeks I have conducted several workshops for corporations who frequently participate in conference calls. The longest conference call to date; three hours. Seriously! An individual in my workshop stated her conference calls are three hours long. When I asked her what was discussed in three hours, she couldn't remember. Who can stay focused on a conference call for three hours? You may be saying, "Three hours. I could get a lot of work done in three hours." Yes, this may be what your listeners are doing when you're conducting a conference call.

Timing is just one issue. As I observe individuals communicating over the phone I'm wondering; "What are they doing?"

For example; An individual in my workshop was delivering a presentation in front of the group. He was energetic, interacting with his peers, engaging and speaking in clear, concise sentences. The next exercise asked him to present his message as he would via a conference call. Suddenly it was if he morphed into someone else.

• He slouched in his chair and leaned on the table.
• He spoke with a monotone, boring voice.
• He began to fidget with his pen and meeting notes.
• His facial expressions were limited.

What happened? When I asked everyone in the workshop this question they smiled and guiltily admitted; "Since my listeners can't see me during these calls I feel the pressure is off. I don't have to work as hard when I'm presenting in front of a group."

The pressure is even greater when you're communicating over the phone because your listeners can't see you. You need to work HARDER and SMARTER!

TODAY try these PRACTICAL tips...

Treat your phone conversation/conference call as you would a presentation in front of a group of people you want to influence.

• First, buy a headset. This will be one of the BEST investments you make.
• Stand up when you're communicating on the phone. You'll have more energy and you're not tempted to slouch in your chair. Slouching will make your voice sound monotone, boring and with a lack of confidence.
• Use your gestures to express how you feel. Add a larger gesture to make a point or to add emphasis to your words.
• SMILE! You've heard this before. Your facial expressions are communicated over the phone so use them!
• Shut off your outlook, blackberry, ipod or any gadget that temps you to multi-task.
• Focus, focus, focus as if your life depended on it. Ok, maybe this is extreme but you get my point.
  
• Think about your words before you speak.
  
• Get to the point.
  
• Avoid rambling.
• PAUSE! Replace your non-words (uh, um, like, so, and, but, you know, etc.) with a pause for impact and attention. An effective communicator has confidence knowing; when they give themselves permission to pause and think on their feet, their words have IMPACT and INFLUENCE.

When you take your phone conversations more serious the benefits for you and your listeners are;

• Manage and save time. You'll be able to communicate more information because you're staying focused and choosing your words wisely.
• Grab and hold your listeners attention.
  
• Influence your listener to take action.
• Build relationships.