3 Persuasive Ideas

If I had eight hours to chop down a tree, 
I'd spend six sharpening my axe.--Abraham Lincoln

We never outgrow our need to be persuasive. Managers have to persuade employees to "get on board" with a new idea or change; salespeople get paid to persuade customers to buy; and potential customers persuade salespeople that a change in the "deal" just might make them a paying customer.

We're all faced with the challenge of persuasion and influencing. Here are three ideas to help meet your next challenge:

Create the Right Atmosphere

Did you know that participants rate educational seminars higher when they are held at a resort location? That factoid comes from the meeting planners who have to schedule them. Diners linger a bit longer in comfortable restaurants, and are prone to ultimately have a more expensive after-dinner refreshment and a dessert. Shoppers spend more time shopping if there is background music. Job applicants sign on the dotted line more often if they are interviewed in plush surroundings vs. the loading dock.

The next time you have a meeting, with one or one hundred, what's the best atmosphere to put your listeners in the most receptive mood?

Get At The End of a Parade

If you find that you are one of a number of presenters at a meeting, ask to go last. We've all had different experiences with this but here's what I've realized happens more often than not:

1. By the time the others trot out their list of pie charts, statistics, and million-dollar ideas, the listeners are growing tired as well as forgetful. Your presentation will at least be the last one on their minds. 

2. If you are last, you stand a chance of being bumped completely and then end up getting a courtesy re-schedule. This now puts you in the position of being the only thing on people's minds at your new presentation. (There's also something of a sympathy factor for being bumped. Bask in it).

Stand Up

When I work with a small group--6-8 people--I start off seated at the table with them. When it comes time to make a serious point or convey urgency, I stand up and draw on a flipchart or whiteboard. It changes the dynamic, adds to the point trying to be made, and lets people know I believe the issue or idea merits special consideration.

How will you be a bit more persuasive today?

Comments

[Kenneth]

Great Blog post and "position of being the only thing on people's minds at your new presentation" great tip..Thanks!

[Brandon W. Jones]

Steve,
Persuasion skills are so important because everyone always has to persuade someone. Employees persuade their bosses or coworkers, managers persuade their supervisors, and companies persuade their customers. Knowing how to be persuasive is essential to success in life no matter what profession or field you are in. Thanks, Brandon

[Brijendra Dharampuria]

It is very required to improve persuasive skill to get new height in our choosen field. Directly-indirectly we have to persuasive someone for our requirements and therefore it is very necessary specially for marketing executives.

[Greer Peel]

The points made to create an atmosphere, which will help the an individual to be more persuasive where helpful. All of the points make since, but I have never thought of those steps an individual or organization can take to create a positive reaction.

Do you have any tips to how I or others can present themselves as being more persuasive as individuals? I know I lack the ability to present myself as confident, in whatever the issue I am speaking on, to influence others to follow my lead.

[Gina]

Steve- Yes, the atmosphere is a huge factor. It really isn't about leaders having to be persuasive- it's more about conveying to others just how great your organization really is. If the culture, core values & atmosphere are truly wonderful- they will speak for themselves. It's just a matter of giving those things the platform on which to shine- which is where the leadership comes into play. It's their job to continue to make the organization great & put it out there for all to see.

[Chris Witt]

Steve,

I agree with you on going last. But then the challenge is to regain people's attention. (I'm assuming that the people who went before you overwhelmed the audience with too many facts and details, not enough focus, clarity, and emotional appeal.)

Chris

[Jacq]

Well, in presenting ideas , I think I'll go for the first rather than the last one. Make sure to be "entertaining" somehow specially if you are to present "boring" ideas or those that involves numbers. Although you raised a good point in there, but i guess not everyone goes for the last guy in the parade.

[Annie]

When it comes to persuasion we often forget that we have to be on board ourselves before we can persuade others. If we try persuading others on an idea that we don't believe in ourselves, then people will see right through our attempts. But then, is that really persuasion or is it in fact an attempt at deception?

[tiffanys-jewelry]

It is very required to improve persuasive skill to get new height in our choosen field. Directly-indirectly we have to persuasive someone for our requirements and therefore it is very necessary specially for marketing executives.