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The Phone Lady's Blog

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Combining Persistence and Gratitude

By Mary Jane Copps | January 31, 2016

I’m honoured to share with you a post from my colleague and friend, Steve Foran. His story on prospecting actually inspired a few tears on my part – in a good way. Read on:  Last weekend I experienced a collision between my philosophies of gratitude and effective … Read more

Building Relationships By Text

By Mary Jane Copps | January 24, 2016

  Okay … that headline might startle you, but texting (SMS-Short Message Service) is part of your phone, and its growth as a communication tool cannot – should not –  be ignored. I’m honoured to introduce you to Trumpia, a team of hard-working, forward-thinking entrepreneurs … Read more

The Gifts of Selling

By Mary Jane Copps | January 10, 2016

I’ve been having a lot of conversations lately about sales – how difficult it is to find good salespeople, why this is the case and why so many entrepreneurs struggle with the sales part of building their businesses. My own evolution as a salesperson was … Read more

The One Word Resolution

By Mary Jane Copps | January 2, 2016

Doors will be opened for those who dare to knock.  I haven’t kept any statistics, but I’d say I have about a 98% fail rate at keeping New Year’s Resolutions.  I can only think of two that I’ve kept diligently for several years – read … Read more

The Challenge of Living My Brand

By Mary Jane Copps | December 13, 2015

One of the disciplines I ask all my clients to embrace is persistence. Why? Because it’s always served me well. Since the beginning of my career in business-to-business phone sales (way back in 1987) up to today, persistence has garnered me more trust, more revenue and more recognition … Read more

Top 3 Challenges to Effective Phone Communication

By Mary Jane Copps | November 22, 2015

  When we pick up the phone to speak with our customers or prospects today, we encounter three main challenges that often prevent us from communicating effectively. Challenge #1:  Everyone is overwhelmed. It doesn’t matter who we are calling, or whether we are calling them at work or at home, or … Read more

Conversation Leads to Possibility

By Mary Jane Copps | November 1, 2015

After a particularly hectic week, I chose to  lie low on Friday  night and listen to the radio while reviewing both email and hurriedly scratched notes that needed further attention. It was a very fortunate decision on my part because CBC’s show Ideas is celebrating … Read more

What Is Your Intention?

By Mary Jane Copps | September 27, 2015

  Many of my clients are people who never – ever – wanted to “sell” anything. They are: Owners of startups, passionate and knowledgeable about the product they’ve created but now need to produce revenue; Franchisees with tons of relevant knowledge about their product or … Read more

The #1 Way To Build Relationships

By Mary Jane Copps | September 13, 2015

Wise men talk because they have something to say; fools because they have to say something. Plato My summer months were filled with delightful social situations, but The Phone Lady part of my brain doesn’t always understand the word “vacation”. It still observes and analyzes, feeding my … Read more

What’s So Great About Fall?

By Mary Jane Copps | September 7, 2015

Yup – that’s a red maple leaf that crossed my path during my Labour Day travels. It’s a colourful reminder that … it’s September. And whether or not you live where leaves become yellow, orange and red, it’s still the final four months of 2015. Now is the … Read more

You Aren’t Making Enough Calls To Hit Your Quota …

By Mary Jane Copps | August 16, 2015

Welcome to a guest post by Greg Poirier. Greg’s a bit of a rock star in Canada’s startup community and a tireless advocate of picking up the phone and making things happen. In addition … he’s got a wicked sense of humour. Enjoy and share!  … and you don’t … Read more

When Do CEOs Return Cold Calls?

By Mary Jane Copps | August 8, 2015

Well, in this case it was Friday morning. The CEO of a large New York-based company (approx. $100M in revenue) left me an urgent message early Friday morning, August 7, requesting that I call him on his cellphone as soon as possible. He answered my … Read more

Response: When & How to Leave the Details

By Mary Jane Copps | July 19, 2015

Welcome to a guest post by Linda Daley, owner of Daley Progress. She had an immediate reaction to my last post and agreed to share her thoughts with us. Linda helps busy business owners build relationships and their reputation through their newsletters. Read her articles on the Work … Read more

The Illusion of the Detailed Message

By Mary Jane Copps | July 12, 2015

Why do some voicemail messages result in a return call and other’s don’t? While there are a wide variety of reasons, one of the biggest contributors to the unreturned call is the detailed message. The role of the detailed message is : 1) to provide information to … Read more

How I Learned to Cold Call

By Mary Jane Copps | June 14, 2015

Welcome to the first in a series of posts by Scott Davis, owner of Davis Writing Solutions, documenting his discovery of the power of phone communication. His dedication to his craft – and to embracing phone communication – is inspirational. Enjoy and share!  I’m terrified … Read more

Saving the Best for Last

By Mary Jane Copps | April 26, 2015

Welcome to the third in a series of posts by Leslie Gallagher, owner of Worklocal.jobs, documenting her discovery of the power of phone communication. I’ve been inspired by the joy, excitement and success she’s generated while developing her new skills – and I hope you are too. Enjoy and … Read more

What If You Were Honoured?

By Mary Jane Copps | April 19, 2015

Imagine you are at a large business event and the person closest to you politely begins a conversation. They are familiar with your company and your industry and express genuine interest in the work you are doing. Not only that, they ask intelligent questions and … Read more

The Truth About Phone Skills

By Mary Jane Copps | April 12, 2015

Welcome to the second in a series of posts by Leslie Gallagher, owner of Worklocal.jobs, documenting her discovery of the power of phone communication. I’ve been inspired by the joy, excitement and success she’s generated while developing her new skills – and I hope you are too. Enjoy and … Read more

The Price of Arrogance

By Mary Jane Copps | April 5, 2015

I’m no stranger to arrogance . . . and neither are you. All of us, from time to time, believe we know better, have “the” answer, are smarter or more important. It ‘s human nature for our ego to occasionally take over in this way. … Read more

Networking with Your Voice

By Mary Jane Copps | March 28, 2015

Just over a month ago, I was introduced to Leslie Gallagher with a request to help her pick up the phone. Her ability to own her discomfort and her determination to learn a new skill has been inspiring. She’s agreed to share her experiences with … Read more

The 3 Basics of Effective Phone Communication

By Mary Jane Copps | February 28, 2015

A dear friend of mine used to say “There are three possible answers to every question – yes, no and I don’t know.” I’m reminded of the wisdom of these words often, especially when it comes to the telephone. Effective phone communication is direct and honest. … Read more

Are You Being Vulgar?

By Mary Jane Copps | February 22, 2015

“A lack of compassion can be as vulgar as an excess of tears.” Dame Maggie Smith, as Dowager Countess of Grantham, Downton Abbey Among the many “zingers” that Dame Maggie Smith gets to deliver on Downton Abbey, this one captured my full attention. It speaks directly … Read more

Silence Means You’re Listening

By Mary Jane Copps | September 9, 2012

Part of my Saturday morning was spent with the friendly, energetic woman of lia sophia. I want to thank them for a great Phone Lady power hour – they truly dedicated themselves to learning – while having fun. Special thanks go to Independent Advisor and … Read more

The Question is in the Answer

By Mary Jane Copps | May 27, 2012

 “By failing to prepare, you are preparing to fail.” Benjamin Franklin  A variation of this quote is likely familiar to most of us. And most of us understand that preparation is an important and essential part of success. But … there are times when preparation … Read more

One New Potential Customer

By Mary Jane Copps | April 9, 2012

Despite Sunday’s snow here in Halifax (which I have to admit I thoroughly enjoyed – it’s the Timmins, Ontario in me) Spring is here. We have officially ended the first quarter of our business year and I have to ask “How were your sales? And … Read more

The More You Know …

By Mary Jane Copps | April 1, 2012

One thing I know for sure – it is human nature to think and speak in close-ended questions.  Another thing I know for sure – close-ended questions don’t help us get to know our customers, or serve them better.  So this week’s post is dedicated … Read more

Pundits and Pestering

By Mary Jane Copps | March 25, 2012

There are a lot of business pundits out there that believe salespeople and entrepreneurs should abandon cold calling as a method of finding customers.  I’m not one of them!  I believe in the power of the cold call. It has been a reliable and prosperous … Read more

We can now curate who we talk to in a way that wasn’t thinkable when a bulky landline phone rang with anonymous urgency. Listen in here.
CBCs-The-Current
CRTC has recently taken new steps to fight fraud calls and phone scams. Read (and listen) to what Mary Jane has to say about this problem.
Cold Calls: The Psychology Behind the Human Voice - listen to this podcast featuring The Phone Lady.
This Hour Has 22 Minutes
Episode featuring The Phone Lady - watch Telephone Lessons for Millennials.
The Wall Street Journal.
Some on Wall Street are hanging up on voicemail. See what The Phone Lady has to say.