Just Circling Back

How corporate-speak is destroying your authenticity.

I may be 55, but I still love the comics of yesteryear: The Far Side, Calvin and Hobbes, Doonesbury, and, especially when I started working, Dilbert. There's one particular Dilbert strip where a co-worker hands Dilbert a "buzzword bingo" card before a meeting. "If the boss uses a buzzword on your card, you check it off," he explains. Moments later, the boss boastfully announces, "You're all very attentive today. My proactive leadership has really aligned our strategic resources!" Without missing a beat, the co-worker shouts, "Bingo, sir!"

That comic was published 30 years ago, but honestly, it could've run this morning and no one would've blinked. While corporate lingo has evolved a bit from "paradigm shift" to "low-hanging fruit," this bizarre addiction to important-sounding yet meaningless phrases remains alive and well.

The worst part is that corporate jargon has leaked out of the boardroom and into the sales process. While many salespeople believe the phrases below make them sound intelligent, caring, and friendly, they actually create friction in the sales process due to their insincerity and should be retired immediately.  

1. "I haven't heard back from you."

   Correct, and 99 times out of 100, you not hearing back from your prospect is a thoughtful and intentional decision. To paraphrase the great David St. Hubbins, "there's a fine line between persistence and annoyance." As a professional, understanding and mastering the difference is crucial to success.  

   
   

2. "I'm bumping this up in your inbox."

   Spamming people with the same email repeatedly is an instant turn-off. If you think that after the fifth time you "bump" the same email up your prospect's inbox, they will suddenly change their mind and speak with you, you're absolutely delusional.

   
   

3. "Is this still a good time to talk?"

   If you set a meeting with a prospect and they show up on time, assume that it's, indeed, still a good time to talk. Asking this question at the onset of a scheduled chat is not only weak, but it also gives your prospect a free opportunity to cancel the meeting. When someone starts a meeting with this question, I assume they have very little to offer in terms of value.

   
   

4. "I'm sorry to bother you."

   This is a weird amalgamation of an apology and assuming you're an intrusion. Similar to the third point above, apologizing immediately at the start of the conversation is weak when you should be projecting confidence. Plus, if your prospect didn't think you were bothering them before, they sure will now.  The bottom line is that you're not sorry – nor should you be – for speaking to your prospect; it's a fundamental part of how you earn a living.

   
   

5. "Just circling back to…."

   Even if your prospect is interested and eager to buy branded merchandise (or whatever product/service) you're selling, this phrase is overused and hackneyed. It sounds like you're a corporate drone rather than the human being everyone would prefer.

I could share at least twenty more, but I don't want to belabor the point: if you find yourself using any of the above phrases, stop. In our ever-evolving marketplace, people value authenticity above all else in the sales process, and these cringeworthy phrases project the opposite. Find your voice, be genuine, make human connections, and success will follow.

I'll circle back with another blog next week.