Sales Training 101 – Reciprocity is Childsplay

 

Reciprocity – Sales Training 101

From a very early age, we all learn about reciprocation. That is, when someone does something nice for us, we tend to do something nice for them. As humans, most of us don’t want to be indebted to someone else – especially someone we barely know.

In sales, we often forget the power of the lessons we learned when we were five; and we fail to use these simple techniques and other great manipulative gestures to get our way with a client.

As bad as that last sentence sounded, this really is what commissioned sales is all about. If you cannot manipulate someone to buy what you’re selling, then why do we need you to sell for us? We would be better off firing our sales team and putting everything we offer on a table and letting the customer choose what is best for them. Of course, companies whose products require salespeople would be out of business in a week if they chose this path.

If you can get past the whole “manipulative gestures” of sales, then you might just have a career as a sales manager – and you can begin teaching your sales team some basic lessons on gaining a “yes.”

Tit for Tat – How a Coke Will Make All the Difference

One way to use reciprocity to your advantage (if you’re an inside salesperson) is to offer (with no strings attached) every prospect who walks into your store a can of ice cold soda or bottle of water.

This little gesture is so manipulative that it should be outlawed. When you give someone a true freebie, they cannot help but be open to your pitch – they owe you.

Studies have shown that the simple act of unilaterally offering something for nothing can increase sales by 25-50%. Wow! We spend hours on sales training to gain a 5% incremental advantage; it’s hard to imagine that a bottle of Dasani or can of Coke can do so much more.

It can, and it does. The bottle of water accompanied by a sincere “it’s a hot day, thought you might enjoy this” or “you looked thirsty, hope this helps” will go a long way to improving your closing percentage.

If you’re an outside salesperson, it might be necessary for you to learn something about your prospect and then show up with something cheap that you’re sure they’ll value. If they have kids, bring a few pieces of company-logoed chachki that appeal to children, for example.




Think Small and be Careful to Keep the Strings Unattached

Earlier this year, one of my company’s vendors took a colleague and me to the Super Bowl in the Phoenix area. It was a great game; and it came with an all-expenses paid trip that probably cost the vendor $5,000-$7,000 per person.

I enjoyed the game, and I appreciated being asked. I did not, however, increase my company’s use of their product. In fact, less than seven months later, I was actually advocating to others that we needed to reduce our spending with this vendor.

Why did this once-in-a-lifetime trip not sway me to become this vendor’s advocate? Why do they now feel they wasted their money on me and my colleague? Is there anything they could have done to get more value from this gift?

Forget for a moment that one of their salespeople once used the line “yeah, but we took you to the Super Bowl” to gain more business from me – big mistake – primarily there were two reasons their gift failed to drive the desire results.

Allowing myself to enjoy such a huge gift was difficult. I felt guilty and was worried there would be strings attached to such a great trip. My conscience bothered me, and a trip this big caused me to reexamine the vendor relationship to be absolutely certain there was no indication of impropriety on my part.

In effect, I began to “over-police” myself. When in doubt, I selected the choice against this vendor for fear that a decision in their favor would seem tied to their gift. The exact opposite effect they sought with the Super Bowl trip.

Secondly, the trip was nice, but it wasn’t very personal. We received free airfare, a free hotel stay, and free tickets to the game and other events. A packaged deal that cost thousands, to be sure.

Personalize the Manipulation

Where this vendor went wrong with both my colleague and me was that they didn’t bother to personalize anything about the trip. Everything they provided us was part of some package they had purchased. It was money and it was things; it was devoid of thought and showed no personal sacrifice or commitment on their part (save for the money they spent).

Had they spent an additional $50 per person and given us a commemorative Super Bowl football, for example, they would probably have us more in their debt; and we would have something to remember the gesture.

Additionally, both my colleague and I have children. Providing us with something we could take home to our kids (we’re talking about less than $100 here) would have made the weekend away from our families more worthwhile. As it is, I have a great memory of a great game and little else.

What Should You Do as a Sales Manager?

If you plan to add a little “manipulation by giving” to your sales team’s routine, it’s important to remember a few simple rules.

  • Rule number one is to keep it simple. Never try to “over think” your prospect or the role your company plays.
  • Rule number two is to consider the recipient. What drives them, and what would make them think you really care?
  • Rule number three is to make sure the gestures are personal and come with no strings attached. That is, walk away after you give the prospect the bottle of water. Let them know you’re here for them if they need you, but that you intend to let them browse on their own – and mean it.

Making a Sale Today is Tough

No one can disagree that we live in scary times. Whether you sell cars, furniture or cell phones, your walk-in traffic and your sales are down. In this economy, it is imperative for sales managers to find that little “something” that can separate them from the competition.

Open your mind, and realize it may very well be a can of Pepsi.

 

Time Management Blogwatch – November 9, 2008

 

The Best of the Time Management Blogs

Although we already identified the number one time management of all time tool earlier this week (to see this post, follow this link), we felt compelled to scan the blogosphere and deliver to you the best of the Time Management Blogs from the past few weeks.




Time Management Optimization
Simply put, timeboxing is time management, yet without the need for complicated studies to see how you can best allocate your time. It works by completing any work that you have to the best of your abilities in the agreed timescale

Rudeness or Poor Time Management Skills
please-don-t-interrupt-me-while-im-ignoring- It’s happened to all of us… we are in what we think is a useful conversation, when the person we are talking with, suddenly switches over to their Blackberry, or cell phone. …

Time as Effective Key to Managing Stress
Many studies show that one of the best ways to manage stress is through effective time management. Why It is because lack of time usually pressures people. When people are being pressured, stress surfaces, which hinders them from …

There is enough time for all important matters
When talking about time management I hear many people claim that they do not have enough time. At first you have to realize that you have enough time for all important matters – if you want. Think on how much time you might loose per …

Cut Through the Myths Surrounding Time Management
As I see it, the current difficulty is that we all face too much information, and that today many myths still abound as to what constitutes effective time management. Time management is subjective, varying from one situation to another. …

Master Time Management Skills in 4 Easy Ways
Time management is all about mapping out a plan or schedule to follow throughout the day so that you do not cram in the end. You have to allot time for each of your tasks, making allowances for unforeseeable circumstances. …

Technologies that Improve Time Management
Apple’s very popular music player, though not specifically designed as a productivity tool, allows you to improve time management by downloading text-based to-do lists in it. A text file is a simple electronic notepad, where you can …

Effective Time Management: Strategies, Tips Techniques
One of the things that sets the more successful people from the rest is management of their time. In today’s world there are always too many things to attend to – job, family, civic work, professional organizations, social obligations …

Time Management and Prioritization
Time Management and Prioritization go hand in hand. It is very difficult to think of one without the other. Let’s think about them separately for a moment and then see where they really fit together.

Is it REALLY time management we’re after? Pt. 2
In my last post I talked about reconsidering the term time management and focusing instead on energy management and reminded readers that the first way to address this is through taking care of personal health through exercise, …

Execution… I Mean The Book
Setting clear goals and priorities is at the pinnacle of practicing effective time management. Without written, specific, measurable and realistic goals it is difficult to move forward. And it leaves you vulnerable to distractions by …

Start with the most important things
Start with the most important things. Assuming that the Pareto Principle can be applied, 20% of your actions probably account for 80% of your results. This is why it is so important to first prioritize by the importance of your tasks …

Effective Time Management Skills – Can We Really Manage Our Time?
Contrary to many beliefs, time management is NOT about managing your time but rather effective use of time. No one can manage time; we all have 86400 seconds per day; we can’t manage to get more or less. Effective time management skills …

Which of These Time Management Skills are You Missing?
For many people, time management is difficult as a concept; however, if you take the time to learn some time management skills you can manage your time well so that you get everything done you need to. Here are three time management …

Extremely unlikely productivity techniques
We talked Monday about how time management is kind of a waste of time and that it’s really all about examining your relationship to time and then finding ways to make that relationship work better. Hmmm. Working on a relationship sounds …

Can You Stretch Time To Get More Done?
The number one thing, after your ability to perform at your profession, is to become an expert in time management. Time management is perhaps most essential for the person who owns his or her own business. As you become more focused on …

Stress Anxiety Procrastination Tips: A Time Management Problem
Procrastination is a time management problem. If you find yourself putting things off, or forgetting about projects or chores, start scheduling your day. You don’t have to schedule everything for a specific time. …

Time Management – Can You Achieve Work/Life Balance?
I sat in a convention a couple of years ago and watched a gray haired man with thin rimmed glasses, a bright yellow Hawaiian shirt with red flowers and a bright green blazer nearing his eighties jump in front of the room and claim that …

Top 10 Time Management Tips for Busy Entrepreneurs
Here are my top time management tips: Find out what you’re doing with your time. One of the first things to do is to actually find out what you are doing with your time. Try monitoring your time for a week and see what’s going on. …

The Best Time Management Tool Ever
Time Management’s Greatest Tool Ever The Internet (especially the blogosphere) is filled with advice extolling every flavor of tip and trick designed to help you manage your time better. New managers are especially vulnerable to the …

 

Time Management – Blogwatch August 28, 2008

 

The Time Management blogs continue to deliver 90% tips, tricks and money-making scams and just 10% substance. Of course, you cannot expect to improve your effectiveness (real “time management”) incorporating a few tips and tricks.

 

AskTheManager.com editors scoured the blogs to find anything remotely associated with real time management (that is, improving effectiveness). Of course, we only had modest success.

 

We recommend that before you jump into the following mediocre and semi-mediocre posts, consider reading the best time management resource ever released: Stephen Covey’s The 7 Habits of Highly Effective People – this great book is also Number 1 on AskTheManager.com’s list of the Top Ten Leadership Books of All Time. To view this list, click here.

 

Only because we feel we must, here are the best (as it were) Time Management posts for the week of August 28, 2008:

5 minute daily stress management
Time management skills can allow you more time with your family and friends and possibly increase your performance and productivity. This will help reduce your stress. To improve your time management:

Jane’s Realty [Time Management Games]
Help her learn the ropes by buying constructible surfaces and upgrading resources. The payoff is a modern town with magnificent infrastructure, and 24 professional levels in Jane`s Realty, a Time Management venture.

The Great Chocolate Chase – New Time Management Game For PC and Mac!
The Great Chocolate Chase Mac. You can never have too much chocolate, right? We don’t think so, so here’s a treat: indulge in a whole new twist on Chocolatier! Join Evangeline Baumeister and your favorite Chocolatier characters,

Jane’s Realty – Help Jane expand an entire city!
Fun time management game. clipped from www.glamgirlgames.com. Help Jane expand an entire city. Jane restored the family hotel business – now she`s out to expand an entire city with a solid Time Management plan.

Time Management
Work that is well done and finished on time leads to unparalleled satisfaction. A few ways to work through clutter and chaos and streamline work: •Be realistic about your capacity. Do not take on more than what you can handle

How To Achieve College Effective Time Management?
College Effective Time Management begins with evaluating your priorities. It is important to realize that while you might put a lot of emphasis on your social calendar, it is your academic calendar that should always be given the first





No meeting without agenda
Insist on having an agenda for each and every meeting (unless it is about personnel feedback). A meeting agenda should include information such as the topic, the expected duration as well as the nature of the item (decision, information

Time Management
The most important thing that I have had to improve is my time management. Since I’ve gotten pregnant and my belly is expanding I am becoming less and less comfortable sitting at a desk for large blocks of time.

Time Management – Good Idea
Whenever possible I try to do as many of my “to do” items online. Not having to run an errand saves me both money, time and personal energy. All of which I can turn around and invest in my business. Recently I learned about an online

A Different Look at Time Management
Steven Covey, author of The 7 Habits of Highly Effective People, sums up three generations of expert time management theory in a single phrase, Organize and execute around priorities. Covey, asks, “If you were to fault yourself in one of

Time Management, tips from a pro.
Last night I decided to take a look at Randy Pausch’s Time Management video and rather than ending up trying to gnaw off my own head I found it quite interesting. When you find out that this man is actually dying and has something like

Easy Time Management
Grab a drink of water and stretch your legs. You’ll be ready to hit the books again when your break is up, and get much more accomplished throughout the day. Related Posts. Personal Time Management Tips; Personal Stress Management Tips

Great Ways to Stop the Thieves of Time
Become creative, intuitive and innovative about time management. Create a fall-back position and think win-win. 48. Continuously review how time efficient you are. 49. Stop, go for a walk, be in nature, clear your head and reevaluate.

Time Management
So today I decided to give a few tips on time management. I personally have a nice big white board in my office that has times of the day that I know I am usually in there. Humans are considered creatures of habit so if we continue to

Honing Your Time Management Skills
Manage your time more effectively by dividing tasks into four distinct groups.

LEGO-powered Project Time Management
Speaking of physical graphs, looks it’s time management with my favorite childhood pastime – LEGOs! Each row represents an hour and each color indicates a different project. I’m gonna go out by myself a big, red bucket of LEGOs now.

Time Management Tips: 5 Tips For Making Time Work Better For You
In today’s hectic world it is easy to lose track of things if you do not have some kind of time management strategy in place. So, here are some quick tips to help you to get the most out of the precious hours in your day.

An Adorable Time Management Game – ‘Farm Frenzy’
Farm Frenzy is an adorable time management game that offers plenty of levels and can be quite challenging at times.

 

Time Management – Blogwatch August 20, 2008

 

The editors of AskTheManager.com scoured the vast resources of the World Wide Web to bring you these terrific and semi-terrific posts and articles cover Time Management.

 

Of course, most everything written about Time Management (including the posts below) encourage the use of tips and tricks. Let us warn you now, tips and tricks are always short-lived, and nothing short of a major paradigm shift will actually make you more effective and efficient.

10 Tips for Time Management for Your Home-Based Business
The key to time management is balancing your activities so that your life is not all work and no play. You have to make time to do the things necessary to keep your business growing, but don’t do it at the expense of the things you need
Pagalz.com – Blog – http://www.pagalz.com/blog

Speedy Time Management Game – ‘Road to Riches’
Steer your truck at breakneck speed on the Road to Riches in this entrepreneurial Time Management pursuit.
SPAWNPOINT.COM – Gaming News Feed – http://www.spawnpoint.com/

Time Management Through Task Templates – Fast Answers to FAQ’s to
Time management is highly prized by most people – and finding time is even preferred over earning more money, recent studies report. But if you don’t use your time effectively, you simply lose the time you have found.
A1Articles – Internet articles… – http://www.a1articles.com





Time Management Tips: Which of These Mistakes are You Making?
Clausen When you struggle with time management techniques recognize the underlying cause of your problem is your goals and your integrity with yourself. When you catch yourself constantly changing direction throughout the day,
Beautiful Mind Power – http://www.beautiful-mind-power.info/

Time Management Can Be Achieved with 5 Key Work Areas
This year is already moving pretty fast, therefore, your time management needs a quick pick me up. If you’re ready to grow your business and generate sales you have to function in an environment that facilitates execution.
ymib.com – Daily Inspiration blogs – http://ymib.com/blog

Strange Bedfellows: The Relationship between Mood and Time Management
The challenges of time management and personal effectiveness all seem to be appearing in the shadows and the greyness conscious, rational, systematic approaches to the problem. I think I need to start to believe the statement made in
Just Seven Things – http://justseventhings.com

The Key to a Better Life
Time management is basically about being focused. The Pareto Principle also known as the ‘80:20 Rule’ states that 80% of efforts that are not time managed or unfocused generates only 20% of the desired output.
Infochick’s Weblog – http://infochick.wordpress.com

Time Management Game – ‘Sunshine Acres’
Do you have what it takes to turn a simple parcel of land into a sprawling farmland? Of course you do!
SPAWNPOINT.COM – Gaming News Feed – http://www.spawnpoint.com/

Top Ten Time Management Skills
although we often think we don’t waste a minute of our time in reality this is far from true and there are many ways which we can manage ourselves more efficiently which ultimately leads to more successful time management.
Evrill – http://www.evrill.com

Time Management Program: If You Want to Be Time Rich, Pay Yourself
Have you come to realize the true value of time from past time management programs youve tried? Simply speaking time is more valuable than money because its a non-replenishable resource. The great thing is that time is available to
Evrill – http://www.evrill.com

 

 

Management Training – Blogwatch August 16, 2008

It was a slow week for great posts on the Management Training blogs, through TheManager scoured the World Wide Web this week to bring you the best posts and articles covering Management Training:

Management Training – Now You Can Motivate
By gyahner
It is nevertheless a difficult problem to face if you think that management training is required. However if your management staff are open to improving their management techniques then management training can be an extremely powerful
Call Center Cafe – http://www.callcentercafe.com

Team Leadership: Leaders Have to be Charismatic
By Rob Linn and Rich Ottaviano (Rob Linn and Rich Ottaviano)
This is perhaps the misconception about team leadership that is the most damaging. It is damaging because so many people believe it and it discourages people from taking on team leadership roles. Anybody type of personality can be an
Management Training for Team Leadership – http://teamleadershipskills.blogspot.com/

Managers, Is Communication One of Your Top 10?
By admin
admin for The Sage Commander: Monster Productivity Management Training – for Managers, Supervisors and Executives, 2008.
The Sage Commander: Monster Productiv… – http://www.improviselife.com

Business Communication: Managers, Have you Mastered the Four
By admin
admin for The Sage Commander: Monster Productivity Management Training – for Managers, Supervisors and Executives, 2008.
The Sage Commander: Monster Productiv… – http://www.improviselife.com

Good Manager Vs Bad Manager – What is the difference?
By Mark Evenden (Mark Evenden)
If you asked an employee what the difference was between having a good manager and a bad manager they might say: A good manager is someone who is: · Supportive · Listens to my views · Decisive · Inspirational · Empowering · A good role
Management Training and Development – http://developingpeople.vox.com/library/posts/page/1/

International Management tips
By Kevan Hall
I think we can accelerate the process with the right international management training and exposure to international experiences – but a lot of management training continues to carry a very mono-cultural view of the world (usually
Life in a Matrix – http://www.lifeinamatrix.com

The “New School Business Leaders”… (and how to become one)
By admin
admin for The Sage Commander: Monster Productivity Management Training – for Managers, Supervisors and Executives, 2008
The Sage Commander: Monster Productiv… – http://www.improviselife.com

 

Leadership Development – Blogwatch August 15, 2008

TheManager searched high and low throughout the World Wide Web this week to bring you these great posts and articles covering Leadership Development. As requested by a couple of readers, beginning this week, TheManager will include articles and posts from AskTheManager.com among these. Good reading!

Applications accepted for rice leadership program
Delta Farm Press – Bellevue, NE, USA
The Rice Foundation is accepting applications for the 2009 Rice Leadership Development Program. The program gives participants a comprehensive understanding
See all stories on this topic  

People: help your clients take the leap
IT Week – London, UK
Encourage and support employees who take up leadership roles outside of work. Invest in leadership development that will help your leaders focus on external
See all stories on this topic

Executive and Leadership Coaching
By Randy Goruk
I recently read The Executive Coach in the Corporate Forest by Steve Gladis – Details Here. What a great little business fable about the process, benefits and reasons for executive coaching. The author does a good job of educating those
Executive and Leadership Development – http://randygoruk.wordpress.com

Lasting Leadership Development
By Marshall Goldsmith
He needs to realize that lasting leadership development is a lifelong process. A temporary change in behavior to “look good” in the short term will only create cynicism if Bill doesn’t stick with it. I can help Bill if he is willing to
Marshall Goldsmith’s Amazon Blog – http://www.amazon.com/gp/blog/A1F9P923B4RM46

Ethics in Business – From Compliance to Commitment
By Spider Man(Spider Man)
Developing ethical leadership must be a primary goal of all leadership development program. There is no doubt that is the human resources function to ensure the issue of business ethics is adequately addressed
Business – http://business-guide-4u.blogspot.com/

Future Connect — New Leadership Development Conference
SmartBrief – Washington,DC,USA
Future Connect is the innovative new leadership conference from FMI designed to help companies address the need for management development.
See all stories on this topic

Practice Leader
By mmorone
Company: Leading provider of Executive Leadership Development Location: Upstate New York Reports to: CEO Salary: Up to $100000.00+/yr. on target total earnings. Challenge We need a talented Practice Leader in order to keep pace with
Worldleaders – http://worldleadersjobs.com

The Twelve Worst Business Email Etiquette Mistakes Ever
By TheLeader
(Editors’ Note: This is a follow-up article to a post by TheManager on August 7, 2008 that detailed the most common mistakes in emails. To read that post, follow this link.) Proper Business Email Etiquette If you’re in business,
AskTheManager.com » Leadership… – http://askthemanager.com/

The Six Worst Business Email Etiquette Mistakes Ever
By TheLeader
Proper Business Email Etiquette – Part 2 If you’re in business, it’s time you learned how to properly send an email. Just because you can open Outlook and click “send” doesn’t mean you’re qualified to use email as a business tool.
AskTheManager.com » Leadership… – http://askthemanager.com/

The First Time Manager Dilemma, How Do You Gain Respect?
By TheManager
How Does A Young Manager Gain Respect? I am a young, newly promoted sales manager who stepped into what feels like a mine trap. I have been appointed to a brand new store filled with employees who lack professionalism and seem to be all
AskTheManager.com » Leadership… – http://askthemanager.com/

 

Sales Management – Blogwatch August 10, 2008

 

TheManager scoured the leadership development blogs on the World Wide Web to bring you these great and not so great posts and articles covering sales management from the past week:

Outlook as your CRM Tool
Unlike traditional CRM or sales management software, Prophet is built into Outlook, eliminating the need to manage multiple contact databases or toggle between separate applications. Built on the .NET 2.0 platform, Prophet works

Cold Calling–Some Advice to Get the Call Answered
The Inside Sales Experts Blog has a couple of very good posts regarding cold calling. Although I’m not a fan of cold calling and believe there are far more effective methods of connecting with prospects, I do realize that there are some

Sales Blogging to the Power of 10
For now allow me to introduce the group, I encourage you to visit their profiles at Sales Management 2.0, poke around this great site, and explore each of the members’ individual profiles at:.

You Must Like Your Customer Types If You Are in Sales
If you are in sales, you have to like the types of customers you will be doing business with on a regular basis. This sounds easy enough, but many people who get into sales do not realize the types of customers or prospects they will

Sales Management – Learn To Lead Your Team
If you have been put in charge of the sales management of a company or organization there are several things that you will need to take into account. First off, you need to learn the importance of becoming an essential part of the

Action Sales Management Coaching
Have your people set specific goals and connect with them regularly to maintain accountability. Evaluate where people are at from a personal, and/or competency basis to assist you in developing them to their full potential.

How to Build a Winning Team
Every year at the start of football practice, Vince Lombardi, the coach of the Green Bay Packers started his season the same way. His outset account to his players was, “This a football.” Every year, John Wooden, the imaginary basketball

Know the Key Factors That Go Into Proper Sales Management
There are a number of features included in sales management including being able to create a good sales team. You need to understand the need to organize a good sales team, learn how to do sales forecasts as well as plan your sales;

Solving the Top 5 Most Difficult Sales Effectiveness Challenges
Senior level sales management participating in the 2004 Miller Heiman Sales Effectiveness survey ranked this as 15 more influential than the survey population as a whole. In fact, the ability to have the right people in the right

 

Business Writing – The Most Common Typos in Email Today

Whatever Happened to Good Business Writing?

 

(To read the first article in this series, please follow this link.)

 

(To read the Twelve Worst Business Email Etiquette Mistakes of All Time, as determined by the editors of AskTheManager.com, follow this link.)

 

 

As promised in yesterday’s post, here is the list of my favorite typos, grammatical errors and other business email faux pas I’ve collected over the years.

 

If you have too much time on your hands, and you’d like to see all of the most common mistakes in the English language, check out Paul Brians’ Common Errors in English Usage.

 

The Best Bad Email of All Time

 

The worst email I ever received was a response to my request for a price quote on a new car from a local dealer. It was obvious that the salesman didn’t know how to operate his CRM tool very well, and that whoever set up the system never attended a business writing class:

 

Dear (enter customer name),

my name is (enter salesperson name) and I bring you good news we have the (enter Make) (enter Model) your looking for. I understand that buying a car is stressful and my job is too make sure you get all the help you need too make a informed choice. their are many options available for the (enter Make) (enter Model) you wants and I want too be sure you tell me all the things your looking four. Please call me right away at (enter salesperson phone number) so than we can set up appointment.

 

sincerely

(enter salesperson name)

(enter salesperson title)

(enter dealership name)

 

I received this exactly as it shows above including the parentheses, and I still have it to this day. Needless to say, I didn’t buy a car from him.

 

The Most Annoying Business Email Habits Ever

 

Surely there are hundreds of annoying business email habits out there, but the following four really tend to annoy me. What is most irritating about them, is that there is a distinct lack of forethought and professionalism exhibited in each:

 

Blank Subject Lines – I don’t know about you, but I like to file many emails for later reference. When someone sends me an important business email with nothing in the subject line, I am required to forward it to myself with a descriptive subject so that when I file it I can easily retrieve it. I understand this could just be an oversight for many, but I know a few chronic abusers who routinely forget to include a subject and they seem oblivious to the need.

 

Subject Lines that Include Only My Company’s Name – I know who I work for, so when you’re sending me an email, I suggest you include your company’s name and not mine. Imagine how my email files would look if every email arrived with the same subject. This one could be worse than omitting the subject line, because it shows the sender actually thought about what to include for the subject.

 

Reply to All – The inadvertent clicking of this option in an email response has created some of the funniest messages I’ve ever read. Just in the past two weeks, I’ve been copied on messages not intended for my eyes when someone at another company accidentally hit “Reply to All,” though they only intended to send it internally to someone in their company. You gain great insight into the people you’re dealing with when you see what they really think about you.

 

What annoys me with the “Reply to All” button is when someone refuses to use it. I have been on countless important email strings that were interrupted because some numbskull hit “Reply” instead of “Reply to All” and then sent their message. Listen up, offenders, start using the “Reply to All” when you intend to send your words of wonder to everyone copied on the original message. Get it?

 

The Use of Stationery – Forgive the sexist overtones here, but this seems to be a faux pas committed solely by women. Ladies, when you use the stationery features of Microsoft Outlook, you transmit very pretty emails that make us all long for the days before the Internet.

 

However, you seem to forget that business stationery back in the day rarely included watermarked bunnies on a pink background. Additionally, when any of us attempts to respond to or forward these beautiful emails, your stationery takes over our response, often requiring we adjust the color of our text while destroying the layout of our email signatures.

 

Quick business tip: never, ever use the stationery features of any email program for your business emails. The rest of us thank you in advance.

 

The Worst Word Confusions of All Time

 

These aren’t typos, though many will argue they are. Typos, as I’ll show in the next section, are true fat-fingering instances that even a rudimentary spell checking program could detect.

 

The following mistakes are the result of a combination of laziness and low IQ, and by no means do they encompass all of the common grammatical errors we see in business writing today. 

 

There, Their and They’re – Look them up. One belongs there, one is their choice and they’re all different.

 

Loose and Lose – I come unglued when someone warns me that we are about to loose something if we don’t act now. Frankly, if we loose it, that’s our choice. I’m really more concerned about what we lose.

 

Affect and Effect – These are probably the most commonly confused words in the English language. I recommend that every time you wish to use one or the other, and you are not certain which is which, you check out an online resource like the University of Kansas website. One quick tip I use: affect is most often a verb, and effect is most often a noun.

 

To, Too and Two – These really don’t even belong on the list, because even a first grader knows the difference. If you find yourself using to incorrectly too often, you really should reference one or two grammar resources for help.


 

i.e. and e.g. – These are both abbreviations of Latin terms and only one is misused – primarily because almost no one knows how to use e.g.

 

i.e. is the Latin abbreviation for id est, which means “that is.” In business writing, I often see users include i.e. to mean “for example.” If you don’t believe me, check the greatest online dictionary in the world, i.e., Dictionary.com.

 

e.g. is the Latin abbreviation for exempli gratia, which means “for example.” I never see e.g. in business writing, unless I’m the one doing the writing. I think if we’re going to use Latin abbreviations, we should understand what we’re doing. I know of a few good online resources that can help you understand what different words, phrases and abbreviations mean, e.g., Dictionary.com.

 

A Few Great Business Typos

 

Typographical errors are great, because they are usually the result of the overanxious, fat-fingering apathetic who fails to proofread. (Grammatical errors, on the other hand, show a poor grasp of the English language – most likely the result of leaving school in the fifth grade.) What you see below are some terrific typos I’ve encountered over the years:

 

Combining Words – More ignorance than typographical, the Web has made this such a cool practice through the combination of words in domain names (e.g. AskTheManager, WordPress, etc.) that many feel compelled to create their own words by combining two words often found next to each other. Everytime I see this I want to scream, but every time is always, always two words. Amazingly, this mistake is so common it shows up on more than 51 million sites on the Web.

 

Mixing the Order of Letters – One of the greatest letter mix ups of all time is typing Interent when you mean Internet. “Interent” actually seems to me like it should be a real word, like it means something was definitely intended. Interestingly, there are over 1.5 million websites that screwed this up for all of us to see. Follow this link to see these Interent-savvy websites.

 

Omitting Letters – I often see this typo when someone wants my company to move forwar with somethin or they just want to get my atention. Luckily, most spell checkers will complete these words for you. When they don’t, and you post them to the web, you join the other 914,000 websites that left off one of the Ts in attention. To view these masters of marketing, follow this link.

 

Adding Letters – The uneducated masses who add letters sometimes believe these words are spelled with that extra T, L or M; though more often than not, they simply get ahead of themselves when they really should ommit the extra letter. Check out the more than 470,000 websites that contain an extra M they should have ommitted when you follow this link.

 

Fat-Fingering – This typo occurs when you meant to type one letter, but your sausage-like digits hit numerous keys at once, resulting in something like thjis. Not surprisingly, these are incredibly common in business writing and on the Web. Follow this link to see the more than 60,000 websites that prove thjis is true.

 

Mistyping – As unbelievable as it sounds, TheManager has actually committed this egregious error at least once in the past. Recently, I posted an article on Leadership, though I entered the page title as Keadership. No excuses, but the K and the L are very close together on my laptop, and there are no spell checkers available on the page title form in WordPress.

 

Once I noticed the error, I fixed it, but Google had already cached the page, so every time I see my indexed pages, I am reminded of this glaring typo. Of course, I’m not alone – more than 700 others writing about Leadership also caught the K by mistake. Follow this link to see these geniuses of Keadership. 

 

The Solution

 

While we all have access to spelling and grammar checkers in nearly every program where we create emails or other documents, the real answer is we need to start caring about what we write. We need to care enough to set up automatic spell checking, to look up words at Dictionary.com, to keep reference guides like Alicia Abell’s Business Grammar, Style & Usage handy, and to proofread before we publish or send.

 

Unfortunately, this will not change anytime soon. Typos have become so common that a whole industry exists selling misspellings of common domain names. Of course, if you’re thinking of buying Googel.com, Yahooo.com or Amazom.com, you’re too late, they’re already owned by the websites that Web surfers intended to type in the first place.