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Persuasive Influencing © 2003 by Michelle Lee, http://www.UltimateResourceBarn.com ----------------------------------------------------------- A very key skill that a business owner should process is influencing others. This skill is essential, as you will constantly be using it to gain competitive edge, whether you are consciously aware that you are using it or not. From dealing with customers, suppliers, employees, or prospective clients, you are influencing them to take a certain action. While it may be possible to arm-twist people and force them to do something, you know that it IS impossible to do that in the business world. Another method to get people to do what you want them to is to "buy" the co-operation of the individuals by offering something in return, usually at a sufficiently high price so that the person is prepared to do what is required. The better way is to persuade people or to give them sufficient information so that people understand how they can benefit from it. You must help people see things in a way that they had not noticed before. The secret to successful persuasion is preparation and a systematic approach to presenting the arguments influentially. 1. Make Ready Always define your objectives and get all the facts. Make sure that you yourself believe in what you are doing to persuade someone to do. Understand what your prospects or target audience want because people will only do what they see as benefiting them. The benefits can be as simple as improving their own self- image but it could also be something more tangible. In the discovery process, find out the interests, aims and the ambitions of the other persons so that what you will be proposing will coincide with these. The next step in the "make ready" stage is to prepare your presentation and ensuring that your proposition is easily understood by your targeted audience. Take note of the language use; and the body language if you will be presenting your proposition face to face. You should also get ready for any counter-arguments that may arise. Always anticipate ahead. 2. Offer Benefits Remember to always offer benefits. There are many things that will make the listener sit up and pay attention. There are also things that will make your targeted audience switch off as you begin your "speech". This switching off will seldom happen if what you are proposing contains specific advantages to the individuals. The more benefits you can offer, the better. 3. Be Enthusiastic Once you have someone listening, the next stage is to influence him or her to be a party to your own ideas. You have the person's attention, try to get them excited about your proposal by talking specifically about their own part in it. If it is something tangible that you are selling, such as a product, let them experiment with some of the features, let them see part of product, let them touch it, feel it, try it. If it is not tangible, such as a service, give them FREE trial of part of the service. Call upon their imagination, let them see for themselves how they can benefit from it. The enthusiasm created at this point will be sufficient to carry over the next stage, which may possibility have less benefits. Remember, you must be an enthusiast if you are to receive enthusiastic responses. 4. Convey the Facts Inevitably, there is always a price to pay for getting an advantage. This may not be a financial price in terms of dollars and cents; it could be some additional work for a short period, or a change in the way one always work, or a change in location, for example. People always expect that there is a catch. Therefore, there is no point in avoiding this stage. If the enthusiasm you generated in the person is sufficient, then the disadvantage i.e. the price to pay, will be perceived as less than the advantages. You need to be honest in your influence approach. Please do no pretend or worst, lie. 5. Tackle Objections Once the facts have been told, it is possible that some "buyers" will see difficulties. You can minimize these if you are prepared to "pre-empt" objections by showing that you have considered them. List down all the possible objections, showing them that you know what they are thinking and you are "with" them on their side. At this point, emphasize the benefits they will receive again. Show that you have considered their objections and that you have thought through ways of overcoming their objections on their behalf. 6. Request Action Finally, the last and most important step to influencing people - have a prompt follow-up action. Request for the other party to take the action you want him or her to take. It is no use telling an attractive story and then does not prompt for an action. The other party may not know what he or she has to do unless you explicitly ask! Therefore, do not assume the other party knows what to do. Any delay or lack of action has a negative effect on enthusiasm you have created. This involves not only the action of the person to whom you are talking to, but also your own action. For example, you may need to follow-up with the prospect with an email via auto-responder, or set up a face-to-face meeting subsequently to address any concerns that the other party may have. Persuasive influencing, if done correctly, can do wonders. Follow these steps and you will be successful in influencing others. Always be prepared, do your home work, and you will emerge a winner! © 2003 by Michelle Lee ----------------------------------------------------------- Michelle Lee is the publisher of the @UltimateResourceBarn Newsletter and owner of the ezine website http://www.UltimateResourceBarn.com . Both the website and newsletter are jam-packed with Informative Articles, Tons of Resources & Tools, Ready To Use Tips & Tricks, Proven Internet Marketing Concepts, Affiliate Programs & more. 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