Persuasion is an art of influencing and changing another person’s attitude towards an idea, object or event. When thought through and strategised well, persuasion has the power to bring people together and take ideas forward into action. Persuasion will be easy, if the following aspects are attended to:
Consistency: The art of persuasion works best when you engage people with a small commitment first, and eventually bring up a larger idea for them to commit to. Most people like to display behaviour that is consistent, and this makes persuasion easy, Studies have proven that a voluntary commitment elicited from a client at first will last longer, and turn into an active commitment. For instance, signing up a client for a month will probably lead to him committing to it for a year or so.
Reciprocity: This is one of the best keys to persuasion. When you give to or do something for another person, they feel obliged to return the favour. Reciprocity create goodwill and can improve the mutual relationship.
Scarcity & urgency: It is a human tendency to want things that one cannot have. This applies to business as well.
Create a sense of scarcity and urgency around the products or services you offer; you will see an increase in the number of clients wanting it. Creating a sense of urgency in the client’s mind is an effective way of persuasion.
Likeability: Make yourself likeable to your clients. People take a liking to someone they can relate to and who are similar to them. Build a rapport with them, find out their likes and dislikes and showcase similarities that you may have with them.
Expertise: One most effective way to persuade someone is to display and highlight your expertise. If a client sees that you are a known authority in a specific field, they are more likely to engage in business with you.
As an art, persuasion requires dedicated commitment and confidence on your part. If you believe in what you do, you will always be able to persuade others to do what’s right for them while getting what you want in return.
The author is founder & CEO, Work Better Training