The most successful people know how to exert strong influence over others. Apart from the classic “return on investment” pitch, the best of the best are expert persuaders.Their methods are simple, consistent, and within your reach. Have a product offer? A team to lead in a new direction? A boss to present a compelling proposal? Before you do, ensure your success with practice from the pros.
1. Rule of Commitment
Great Leaders, salespeople and marketers often rely on this principle to influence others by gaining small wins. We function under a social norm of feeling committed once we’ve publicly expressed agreement. The head nod we offer actually has a lasting effect and provides allowance of a “foot in the door” and continuing acceptance of what’s being offered.
2. Message Moderation
Persuasive presenters adjust the cadence of their speech in accordance with their audience response. If they are talking to those in agreement, they speak more slowly. If they’ve drawn disagreement, they speak more quickly. They’ve discovered and practice the science behind how each of us accepts information.
3. Exude Confidence
Studies by Don Moore of Carnegie Mellon University reveal that we value confidence to the extent we’ll forgive lousy track records. Take a solid stand when you state your truth. Your audience will respond so favorably to confidence, they’ll overlook a lack of expertise.
4. Tell the Whole Truth
Your audience knows there are at least two sides to every coin, so share the good with the bad. People accept liabilities along with assets when you’ve clarified how you can mitigate the down side.
5. Be Genuine
You can remain professional, confident and trusted even with an occasional curse word. In fact, Research shows you may be more persuasive when you express genuine emotion or urgency in layman’s language.
6. Communicate with the Right Method
Men and women will receive your information in a gender biased way. Apart from a live audience, and due to common competitive lean, a male contacting an unknown male should use email before face-to-face. Conversely, since women are inclined to build relationships, initial female to unknown female contact is best in person.
7. Know Your Material
No doubt you’ll face an occasional tire kicker, or some saboteur who can’t resist an urge to shoot holes in your theory or product or method. It’s essential that your message be bulletproof. Communicate your facts in a clear and direct manner. Be a concise, mindful steward of your presentation.
8. Know Your Audience
Vital in small groups or one on one, know how your audience receives information. Do they tend to make snap decisions? Or are they likely to need a day or two to integrate and process? Adjust accordingly. You’ll communicate both confidence and respect.
9. Inspire with Positive Language
To achieve a desired outcome, you’ll always catch more flies with honey than vinegar. Rather than criticize someone, instruct with a clear mandate. Exert your leadership with, “Be more clear” rather than “Don’t be evasive”. You’ll bring others along with firm encouragement as opposed to negative comments than create a defensive posture.
As you garner greater success, don’t forget to enjoy the journey. In this way, you’ll grow character along with influence.