Whether you’re seeking to motivate employees or clients, these effective persuasion tactics can improve negotiations and get people on the same page.
We’re all faced with the challenge of needing to motivate others, whether we’re talking about employees or clients. Now, I’m not talking here about manipulation—moving people where they don’t want to go. I’m talking about persuasion—moving people where they’re best served.
Here are some of my tactics for effective persuasion.
1. Use the power of reciprocity.
We may be wired to reciprocate. If I get an unexpected Christmas card, my instinct is to run right out to the store and pick up a card to send in return. If you find ways to take actions that benefit your employees and clients, they will likely feel compelled to do the same. Whether you dole out meaningful compliments to your staff or find a way to give an employee a day off, you’re building goodwill—the kind you can cash in on when it matters most.
For clients, one strategy I’ve found particularly useful is to shoot to come in under the budget I’ve quoted a client, and then refund the difference at the end of the project. Clients aren’t used to getting money back, and it can cement you as the person they’ll go the extra mile for.
If I say “That sunset’s awesome,” and you reply “It’s fantastic,” then I know your hot button, positive word is “fantastic.” Now when I pitch something to you, that’s the word I use.
2. Use their words.
This tactic requires that you pay close attention to the words your staff and clients use. If I say “That sunset’s awesome,” and you reply “It’s fantastic,” then I know your hot button, positive word is “fantastic.” Now when I pitch something to you, that’s the word I use. When you’re speaking your client’s language, they may be more receptive.
3. Use physical touch.
As more business is done via email, Skype and text, we’re increasingly losing the powerful connection of human touch. Don’t ever underestimate the significance of a handshake, a hug or a pat on the back. Taking the time to physically visit with your employees and clients, to shake their hands, can forge a stronger connection than you’ll ever get from an email. Go see your prospects and make a physical connection.
4. Leverage social validation.
We’re built to respond to the behavior of others, and sharing stories of clients who gave you a shot can provide an incentive to prospects to do the same. Share your successes, and you’re offering yourself as a verified, safe choice. Make sure you use credible examples to support your case—mentioning other clients your prospect knows and respects can be a sound strategy. Your goal is to demonstrate that you’re a low-risk, high-reward, good decision.
5. Set time expectations.
Parkinson’s Law tells us that work expands to fill the time we allot for it. Make sure you establish a time frame and explain why it’s important. Telling your prospect that you need to know in three days or you’re going to shift your attention to other priorities is direct and clear. Think of it this way: If you don’t set a deadline, you’re indicating to the prospect that their business isn’t important to you. Time expectations can help you manage your priorities and stay focused on what’s critical.
6. Make the most of your first impression.
First impressions can be so important, and if you make a bad one, you can waste enormous energy working to recover. Find out how prospects are forming first impressions—do most of them find your website? Do they walk into your retail store? Do they see an advertisement? Whatever the medium is for your first impression, you should define your best first impression … and then make it happen. Figure out what you want prospects to understand about you and your business, and then communicate it via a sharp, professional website, polite staff or powerful advertising. Don’t let a sloppy website or apathetic staff spoil your chance to shine from the very beginning.
Effective persuasion really comes down to psychology. Once you take the time to understand what motivates your employees and your clients, you’re on your way to becoming more persuasive. Removing obstacles like fear can not only help you get to “yes,” but it may also result in a decision your prospect is happy with. Persuasion—moving people to where they’re best served—can benefit everyone involved.
Author: Mike Michalowicz
Author, Profit First
