n.05_September_October.2009.Englisch._

ONTHEUNE BUSINESSSKllLS.

CALLING FOß AN

APPOINTMENT

SiewollentelefonischaufEnglischeinenTerminvereinbaren,aberSie

kennendenGeschäftspartnerkaum?KENTAYLORgibtTipps. W"II,,'

Stage2:CreatingJ.illM

Trytoforma linkbetweenrouand}'ourbusinesspart-

ner,orbetweenyourtwOorganizations.It'sdifficultco

hangUDonsomeoncwhenyouhavecommoninreresrs,

experiencesoraCQuainrances.Thesean:asarethebasis

ofafeiend!}'businessrelationship,soyoushouIdoffer

andlookforlinks.Herearesomeexamples:

"Stefan Johansson, whoworks forourSwedish partners,

gavemeyournameassomeonetocontacl."

W

c somerimesnecd{OcaHpeoptewcdon'rknow

crwirhwhomwehavchadonlyJimiredconracr.

Maybcyauwamtomakeanappoinrmenr.or

maybeyauwanttofmdoursameinformationtramthc

otherperson.Inbothcases,yauhave[0builda re1arion-

shipwirhYOUtbusinessparmersquicklysorhatrhey

willgiveyousomeof[heuvaluabletime.

ManypeoplearenerVQusabolltmakingsuchcallsin

a fareign[anguage,He.rei5a simple,rhree-stagemethod

youcanliSt[0makethesecallseasier[Qmanage.

Stage1:Getnoticed

You needtocreatea pOSitlVl", friendly 3rlllosphcre

rightfromthestarr.Thismeansgeniusyourbusiness

parmer'snamerightandusingit[WoOtthreetimesat

[hebeginningofthecall.Youshoulda!waysknowthe

nameofthepersonyouarecalling.Eichetfindrhisout

bcforehand,orasktheswirchboardofthecompanyfor

help.Here'sanexample:

"Good rnorning, Ms Carlsson.This is BerndWohlgemuth

phoning, from Hamburg. I'm a key-accoynt manager at

Petrolinc.Thereason I'rncalling, MsCarlsson,istoask if

anyonefrornyourcompanywillattendtheGulfConference

inJanuary."

KENTAYLORisa partnerinAxiom,a communica·

tionsconsultancy in London (www.axiomskills.

COOl).andtheauthor 0150 WaystoJmproveYaur

TelephoningiJndTeJecooferendngSkills(Summer-

town).Contaet:KTayl0f"8680aol.c.om

00 YOtlcaopractisethistopieonBusinessSpotlightAudio

Stage3:Awakeninterest

Nowyouhavetokeepyourparrner'simerestsothathe

orsheconrinuestolisten.Youcanrryllsingmethods

suchasthefollowing:

a) Haveadear,shondescriptionofyourcompany

ready:

"Asyouperhapsknow,Petrolineisone 01 theworld'slead-

ingconsultantsinthepetrochemieaJfield."

b)Haveashurtexplanationofwhyyouareolling:

"We'relookingforcontactsinScandinavia,andthat'swhyI

wonderedifanyonefromyourorganizationwouldbeatthe

GulfConference."

c)HaveoneortWObenefitsreadytohelpyourpartners

undersrandwhytheyshouldgiveyoumoretime:

"Wethinkourtwocompanieswouldbenefitfromsharingour

long experiencein the petrochemical field, and that we

couldbothbenefitfromourcontactsinourdifferentpartsof

lheworld."

Thissequenceoftenworks.Ify~ufollowir,youwill

findthatforeveryeightpeoplt"youcall,twowillhang

up,fourwilllistenpolitely,andtwowillgiveYOlltheir

time.

Or:"Petrolincislookingfora partnerinScandinavia,and

oneofoursuppliersgaveusthenameofyourcompany.n

Or;HWeactuallymetatthetradefairinBeijinglastSeptem-

ber,andyougavemeyourcare!.~

Finally,wheneveranyone.rri.ms youroll,danorbe

defensive.Thcmostcommonrc-asonsfornottalk.ingto

youareeitherlackoftimeorthatyouhavereachedthe

wtongperson.Insuchcases,it'sprobablybesrsimply

tOsaysumerhingalongthelinesof:

HFine.Iunders!and.Whenwoulditbecooyenienttocallyou

back?"

Or:"Fine.Butifyouarenottherightpersontotalkto,per-

hapsyotlcouldhelpmetoidentifysomeotherpeopleyou

thinkmightbeabletohelpme." Il!

Verbindung

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