Five Persuasion Techniques To Maximize Your Business’ Potential
Persuasiveness is an attribute that most successful business leaders possess to some degree. To be able to convince someone to buy something from you, as opposed to a competitor, requires all the core components of persuasion. You need to be able to build a brand and convince a customer to trust your business enough to spend money with you. Business leaders also need to do this in a way that doesn’t come across as pushy or confrontational. Persuasion is an art. It’s a set of techniques that anyone can use to influence others to propel their businesses to new heights.
If you are presently a business leader or an aspiring one, here are five persuasion techniques that you can try to accelerate your business’ growth and empower those around you to achieve more.
Get Your Foot In The Door
Leaders in business need to close deals and ask for favors all the time. Sometimes the key to closing bigger deals is closing smaller deals first.
For example, you might want to get a prospective client to commit to a $1 million product purchase from your business. Many people would go after the big deal, thinking they are smart to try and obtain as much money as possible. Persuasive leaders might think about the situation more and realize it’s tough to convince someone to give you $1 million if they have never worked with you before. Instead, maybe you can find a small deal of $10,000. That’s doable! Then once they see how much value your business can provide, they’re much more willing to give you the sales volume you want.
Under the right circumstances, confidence has a remarkable persuasive effect. Being confident with backing evidence is one of the most reliable components of persuasion, according to a study done in 2018. This study tested “confidence” using “weak evidence” and “substantial evidence”. People who had ample evidence to back their theories were able to convince people who had little evidence, to agree over 60% of the time.
Data tends to help with confidence levels. In order to truly be confident with certainty one must have access to data related to their industry and niche! According to McKinsey Global Institute Data-driven organizations are 23 times more likely to acquire customers, 6 times as likely to retain customers, and 19 times as likely to be profitable as a result. Data allows for certainty, which allows for confidence. Your prospects can tell when you are informed.
The Ellsberg Paradox is named after a US Military Analyst, Daniel Ellsberg. It essentially proves that people are more likely to select an option where they understand the chance of the potential outcome. Many have heard of “social proof” however the key behind it, is that you consciously or subconsciously believe that going with a “known” ratio of of success” vs a competitors unknown ratio of success is a better choice for a chance of success.
Great business leaders have an authority figure positioning. Authority doesn’t mean you need to operate as a dictatorship to be successful. Instead, in this context, to be persuasive, people need to view you as an authority. This comes with the previous points mentioned.
Listening, learning, discussing evidence, and considering all viewpoints before making decisions all lead people to see you as a well-rounded, intellectual person. People naturally gravitate to that. They want a leader who they can believe makes rational decisions considering all variables.
Once people view you as an authority, they will follow your guidance since they assume you are right. Customers will close deals with you because you are the expert they can trust.
Coaching Can Maximize Your Persuasiveness
If you are a business leader, you are probably a knowledgeable person who is an authority in your domain. Sometimes, however, conveying that to others can be tricky. Understanding how to approach customers with a “get your foot in the door” mentality may not come naturally. You may write in a way that doesn’t sound confident or doesn’t use words that convey your expert-level knowledge.
1-on-1 coaching can help you solve these issues and boost your persuasiveness. A coach can work with you using your personality and business to develop a strategy to make you sound more authoritative, confident, and teach you techniques and strategies for communicating with customers.
Persuasion is a skill. Like any other skill that involves coordinating with than one person, you won’t learn it best by reading articles online. For example, while you might be able to learn guitar online, learning how to play in a band requires practice playing with others.
Book a 1-on-1 coaching session so your new coach can unleash your persuasive abilities with relevant, targeted advice for you and your business! Join our community today!