We bloggers love to talk and write. The payoffs we get from filling the void with valuable content draw us to post, post and post again.
So it may seem somewhat out of phase when a blogger speaks out (Huh?) in praise of silence. But in the interest of improved conversion, I'd like to do just that.
Kelley Robertson's wonderful article "Bite Your Tongue" in the June 17 issue of WorkZ is a great read for those of us who sell or influence for a living. Knowing when to sit quietly, and let the customer or client deal with the resulting silence (without one of us jumping in to fill it) can pay real dividends.
It's tough to do. For example, when we ask a clients or prospect a question, and they don't immediately respond, it takes an act of will (or a big, mouth-sized sock) to hold back from answering it ourselves. When we "ask for the order" and nothing happens, we often start speaking out of sheer nervousness.
Consider how you use (or could use) silence to improve your conversion results, particularly in telephone or face-to-face interaction. Try it. You'll learn a lot when someone else speaks first.