Why does standing up when making cold calls make a difference?

Every once and a while I catch myself making calls sitting down again. Call it lazy or perhaps I’m just forgetful. When I do catch myself doing that though, I can truly tell the difference in my approach.

Remember, the law of effective communication says that the biggest percentage we’ve got going for us when using the phone is the 38% that comes from tonality, passion, and energy. And who am I to argue with UCLA’s study?

So how do we get that energy, tonality and passion? First of all, it is more difficult to rely on our written crutches when standing so we’ve got to have internalized our scripts and counters to the typical responses we hear. (No that’s not an excuse to going back to winging it.)

Secondly, we tend to get more animated when we talk standing up, and if we’re using a headset, even better, as we’ll get our hands and arms going as well.

Lastly, nervous energy is dissipated better when we’re standing and moving so it comes across less in the voice.

Try it. You’ll like your results!