When Alexander Graham Bell and his fellow inventors ushered in the era of the telephone, they had no use for casual greetings like “Hi, how ya doin’?” Back then, their conversations didn’t kick off with a friendly exchange of pleasantries. Instead, the first words out of their mouths were a pragmatic and straightforward question: “Can you talk?” At that time, this inquiry was all about technical capabilities, ensuring that the line was clear for communication.
Little did Bell and his contemporaries know that more than a century later, the same concept of assessing the suitability of the moment for conversation would still be relevant. In today’s world, “Can you talk?” has evolved to mean, “Is it convenient to talk?” Before delving into the heart of a discussion, savvy communicators invariably inquire, “Is this a good time to chat?” or “Did I catch you at a good time?” These questions serve as gateways to productive dialogues.
Every individual has their internal “Big Ben” that determines their receptiveness to incoming communication. When you disregard their internal “cuckoo clock,” you risk your message falling on deaf ears, regardless of its importance or your pleasant demeanor. It’s not your fault; you can’t possibly know whether the person on the other end of the line is in the middle of a crucial task, relaxing at home, or addressing an urgent matter.
Here’s where the art of timing comes into play. Whenever you initiate a call, it’s imperative—more than that, it’s essential—to ask about the recipient’s timing. This isn’t a sporadic gesture or an occasional courtesy; it should be an ingrained habit, an unwritten rule, and a self-imposed obligation. The first words out of your mouth when you pick up the phone should invariably revolve around the convenience of the timing.
For instance:
- “Hi, Joe, is this a good time to talk?”
- “Hello, Susan. Have you got a minute?”
- “Hi, Carl, did I catch you good or did I catch you bad?”
- “Sam, do you have a second for me to tell you about what happened at the game last Saturday?”
The phrasing may vary, but the essence remains the same: “Is this a good time to talk?”
Consider the case of Barry, a busy broadcaster who accomplishes more in a day than most people do in a week. Barry devised a clever conversational device to ensure that he never disrupts anyone’s day. He calls it “What Color Is Your Time?” Barry begins by expressing his respect for the person’s time and seeks permission to introduce a question that will help determine the best time for future conversations. This question revolves around the metaphor of colors: “red,” “yellow,” or “green.”
- Red signifies “I’m really rushed.”
- Yellow conveys “I’m busy, but what’s on your mind? If it’s quick, we can deal with it.”
- Green translates to “Sure, I’ve got time. Let’s talk.”
Similar to a traffic light, red means “stop,” yellow implies “hurry up or wait,” and green signifies “go.” By employing this artful device, Barry ensures that he doesn’t intrude on someone’s time when they’re not ready. It also fosters a sense of appreciation among his contacts for his sensitivity and respect towards their schedules. In fact, most of Barry’s callers play the same game when they contact him, asking, “Hi Barry, what color is your time? Are you green?”
A note for sales professionals: If a prospect acknowledges that they’re not in an ideal situation to talk but are willing to hear you out, exercise caution. Don’t plunge into your sales pitch when they’re in the red or even the yellow. Wait until the light turns unmistakably green. Pushing your agenda when your prospect isn’t ready is a surefire way to see any potential “green” from them vanish.
In essence, mastering the art of timing involves the simple yet profound act of inquiring about the convenience of the moment before launching into your conversation. When you prioritize timing, you avoid the pitfall of disrupting someone’s precious time and ensure that your message is received with openness and receptivity.