Whether you like it or not, being great at persuasion is a skill all successful entrepreneurs must have. You have to persuade people to buy into your vision and there are ways to make it easier on yourself.
This is not about losing yourself in the process of becoming someone that others believe it but it is a case of choosing to put your best foot forward and calling out your people – the ideal customers and clients that you want to serve.
Here is a list of 7 triggers as stated by Russell Grainger in his groundbreaking book – 7 triggers to Yes.
- Be a friend
Be confident enough to start up conversations with anyone anywhere and listen in to them and what they want to make happen. Listening gives off the impression that you care and surely, you do!
Get yourself to places where the people you want to be around hang out and choose to make new friends by doing more listening than talking.
- Establish Your Credibility Early
Do whatever it takes to show that you know what you are talking about, not because you want to show off but because if your prospects see you as a credible source early in the game then they are more likely to buy from you.
Do not overstate your expert status. If you do not know something, do not claim to know. Being a dentist and a pillar of your community when it comes to dental health does not make you an expert in mental health or some other subjects that your followers may ask.
- Be consistent
Or as people would more usually say now, be authentic. Act in accordance with what you truly believe because if you act out of alignment and authenticity, it shows up as a lack of confidence and and it makes the people around you nervous as they sense that something is not completely right.
And further to that, as you get to know your customer avatar better, you can more easily persuade them based on what they choose to be consistent and authentic about. If they perceive themselves to be quick decision makers then you can ask them to continue to be so and make a quick decision with regards to working with you.
- Reciprocity Be generous and see it returned to you as a result of this principle. If people feel indebted to you then they are more likely to work with you in the future. Be open-handed, share your knowledge freely and so then your prospect feel compelled to give back in some way and that way may be buying your product or service.
- Contrast Set up your offering as better than someone else’s offering or even another offering of your own. For instance, if you would like a prospect to buy something cheaper, start by presenting them with the more expensive item and then offer them the less expensive option if they are unable to agree to the more expensive one.
- Give people a reason to do something
Imagine you have a sale on, make sure you tell people why you are discounting your prices and they are more likely to accept it without complaint.
Give them a reason to act now – What is making your sale urgent? Tell them. If you give them a reason to act then they are less likely to think themselves out of buying from you. Of course, only use this when there is actually a reason because you will lose trust if you do this too frequently and it is proven to be inauthentic. See how each of these points play into each other.
- Give people hope Real hope, not the fake kind because word will spread and you will be out of business in no time. Are you good at what you do? Yes? then use this trigger with no shame. Your prospects want to believe that you can improve their life in some way so if you are seen as an authority or expert then the hope trigger is easy enough to implement.
When it comes to hope, people want to be happy, successful, healthy. They want more time, to achieve their dreams, to be independent and they also want to avoid their fears – Can you help with any of this? Yes, then tell people about it. Be clear about how you help.
And by the way, if you want to learn more about leadership skills that will help you grow your business and life, then pop over to RosemaryNonnyKnight.com/leadershipbookuk (If in the UK)
RosemaryNonnyKnight.com/leadershipbookus (If in the USA)
RosemaryNonnyKnight.com/leadershipbookau (If in Autralia)