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Casual Articles - Business Persuasion - 4 Keys to Influencing Groups
Question: How do you handle the customer who doesn't buy from you?Let's set up the scenario here (purely fictional, of course). You've sent out a direct mail package to 500 potential customers. Included in the offer is an open house to view your facilities and get to know you and your colleagues.On the night of the event, instead of the ten you anticipated (2% response), twenty-five people show up. You're delighted, thinking perhaps as many as five might sign on.The visitors appear visibly impressed. They gratefully consume the beverages and canap?s you set out. Many c
Canvass
People won't accept you as an authority on where they need to go, unless they believe you're an authority on where they currently are. As you build trust with people, you'll find it much easier to get a candid understanding of their perspectives.
Canv
Every corporate entity (or individually run business) should make it a priority to be socially responsible and give back to the community in which it operates.Besides being the right thing to do, corporate giving enables you to reach your customers and prospects in an entirely different way than traditional marketing.Who isn’t tired of being bombarded by cute, clever and ultimately self-serving advertising messages? These days, we expect more out of those we choose to do business with. Showing that you care about more than the bottom line instills a feeling of good will in t
If you're like most people you emphasize facts and the strengths of your argument. You assume that a powerful, logical "pitch" will win people over to your way of thinking.
The reality is that this approach isn't likely to win people over at all. When it comes to influencing people in your organization, simply making them aware of your message and the logic behind it isn't enough.
Sure, you can force people to go along... for a time. But to paraphrase Vince Lombardi, true leadership involves not only the ability to direct people, but the ability to have them embrace your direction.
So how do you get people to willingly, even enthusiastically, accept your ideas? The key is to present a picture that resonates with their emotions and their desires for the future. To do this, you need to recognize that persuasion isn't a one-shot deal, it's a multi-step process. The more attention you pay to each step, the more likely you are to reach your desired outcome.
Build Your Foundation
Before you can effectively persuade, you need a foundation of trust. While credibility doesn't guarantee you'll convince anyone, without it, you're doomed from the start. First, you must have expertise credibility. You either have the qualifications that inspire people to have faith in your judgment, or you need to bring in experts to support you.
Second, you need relationship credibility. People need to trust your motivations and feel confident that you'll keep your word. The more exposure they have to you, and the more you show interest in their concerns, the more likely you are to build trust. With a small organization, you can accomplish this through one-on-one contact. To influence a bigger group, you'll need to rely on forums and other large-scale approaches.
Canvass
People won't accept you as an authority on where they need to go, unless they believe you're an authority on where they currently are. As you build trust with people, you'll find it much easier to get a candid understanding of their perspectives.
Canva
Many wish they new before they took the plunge and started their pre-license education to become a real estate salesperson or broker. The first heads up is that your pre-license education is not about the day-to-day aspects of what you'll do in the business; it's about the real estate laws in your state and applicable national laws that effect real estate transaction in your state. And no one will talk about the costs that you'll be asked to pay shortly after you begin your career as a real estate agent. If I knew up-front all the costs involved, I would have more pro-active in saving addit
Sure, you can force people to go along... for a time. But to paraphrase Vince Lombardi, true leadership involves not only the ability to direct people, but the ability to have them embrace your direction.
So how do you get people to willingly, even enthusiastically, accept your ideas? The key is to present a picture that resonates with their emotions and their desires for the future. To do this, you need to recognize that persuasion isn't a one-shot deal, it's a multi-step process. The more attention you pay to each step, the more likely you are to reach your desired outcome.
Build Your Foundation
Before you can effectively persuade, you need a foundation of trust. While credibility doesn't guarantee you'll convince anyone, without it, you're doomed from the start. First, you must have expertise credibility. You either have the qualifications that inspire people to have faith in your judgment, or you need to bring in experts to support you.
Second, you need relationship credibility. People need to trust your motivations and feel confident that you'll keep your word. The more exposure they have to you, and the more you show interest in their concerns, the more likely you are to build trust. With a small organization, you can accomplish this through one-on-one contact. To influence a bigger group, you'll need to rely on forums and other large-scale approaches.
Canvass
People won't accept you as an authority on where they need to go, unless they believe you're an authority on where they currently are. As you build trust with people, you'll find it much easier to get a candid understanding of their perspectives.
Canv
You may not quite know it, but the limited liability corporation (others also call it a limited liability company) has become the most popular form for organizing business and investment activities. There are many benefits to be derived from a limited liability corporation.For instance, if you are a doctor, lawyer or some other professional and you want to protect your assets from malpractice suits and other claims, you can organize a limited liability corporation for that purpose. You can transfer your personal investment portfolio into the limited liability corporation to better pr
Build Your Foundation
Before you can effectively persuade, you need a foundation of trust. While credibility doesn't guarantee you'll convince anyone, without it, you're doomed from the start. First, you must have expertise credibility. You either have the qualifications that inspire people to have faith in your judgment, or you need to bring in experts to support you.
Second, you need relationship credibility. People need to trust your motivations and feel confident that you'll keep your word. The more exposure they have to you, and the more you show interest in their concerns, the more likely you are to build trust. With a small organization, you can accomplish this through one-on-one contact. To influence a bigger group, you'll need to rely on forums and other large-scale approaches.
Canvass
People won't accept you as an authority on where they need to go, unless they believe you're an authority on where they currently are. As you build trust with people, you'll find it much easier to get a candid understanding of their perspectives.
Canv
Retailers today, desperate for products that appeal to their shoppers, are becoming increasingly dependent upon their suppliers to provide them with items that offer consumers something unique and appealing. And this dependence also results in increased demands: find a manufacturer who is familiar with the many demands and requests of a retail customer.The competition is fierce, and it’s not going to get better. Everyday, more and more products enter the market that are usually a variation on something that already exists. For this reason, manufacturers have had to find new ways to m
Second, you need relationship credibility. People need to trust your motivations and feel confident that you'll keep your word. The more exposure they have to you, and the more you show interest in their concerns, the more likely you are to build trust. With a small organization, you can accomplish this through one-on-one contact. To influence a bigger group, you'll need to rely on forums and other large-scale approaches.
Canvass
People won't accept you as an authority on where they need to go, unless they believe you're an authority on where they currently are. As you build trust with people, you'll find it much easier to get a candid understanding of their perspectives.
Canv
This article relates to the Work/Life Balance competency, which investigates how your staff feels with regard to the balance between work and personal life. It explores issues such as priority of family and hours on the job, also covered in this competency. Organizations that enjoy a high satisfaction level in this area will normally exhibit a low rate of absenteeism and experience higher employee retention. Evaluating this competency is helpful in understanding issues relating to a workforce that is commonly tardy or absent from work.This article, Employee Ideas Achieve Work Life Ba
Canvass
People won't accept you as an authority on where they need to go, unless they believe you're an authority on where they currently are. As you build trust with people, you'll find it much easier to get a candid understanding of their perspectives.
Canvassing is a series of interactions that gives you a clear picture of people's current views and an understanding of their goals and aspirations. There are a number of approaches you can use depending on the size of your organization. Keep in mind that, regardless how you canvas, the process should give you an opportunity to gain valuable information and build credibility at the same time.
A classic example of successful canvassing on a massive scale was "ValuesJam," the 3 day forum conducted over IBM's corporate intranet in July 2003. Through this forum, CEO Sam Palmisano pieced together a picture of how IBM employees at all levels felt about the current values and future direction of the company. This approach not only provided Palmisano with information, but strengthened his credibility in the process. Both were critical factors in his ability to effectively influence IBM's global workforce.
Fly a Trial Balloon
Once you have a good idea of people's perspectives, it's time to fly a trial balloon. Open up dialog in small groups. Test your ideas with opinion leaders -- key people from the group you want to persuade. Discuss and debate your planned direction. Ask for their feedback and ideas. It's important to give opinion leaders an opportunity to buy-in to your ideas, and to contribute suggestions. By building trust with opinion leaders, you'll be able to ride the coattails of their credibility.
Frame Your Presentation
By now, you should have a good sense of people's values, concerns and aspirations. Think clearly about the benefits your plan will bring them. Will it make work easier, improve service, increase job security? If you can't think of any benefit
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