How to Sound More Exciting on the Phone

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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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!