Communicate With Everyone
Communicate with everyone, respect their opinion, value their contribution, gain from the experience. In defining persuasion, it is important to make what you say to your business contact credible.
Most people who are experienced in business dealings have a healthy degree of scepticism. They can be forgiven for thinking that you have a vested interest and will be looking for an element of ‘proof.
The main form of evidence has to be the persuasiveness of the case put forward, harnessed to the tangible business benefits, followed by proof positive that it can be done. By reporting that ‘Two years ago we collaborated with Company X who were looking to expand in Europe. Because of our strong associations in France, Germany and Spain, we were able to open up new markets for them in these countries.’ This will show your new potential partner that you have a proven track record that backs up the proposal.
Such compelling evidence would help to convince even the most cynical business contact. There is factual, physical proof here. Your contact can go and check the record and be reassured that what you say is true and not a fabricated claim.
If you find that your claim needs further substantiation, it
may be helpful if there are outside elements that can be utilised. Perhaps your professional association has written a report about the achievements made by you and your previous partner firm. There may be other independent parties who are aware of your successful alliance. Maybe you made a presentation to another organisation, or wrote a paper for a professional journal.
There are a number of ways external proof can be harnessed. These independent authorities are powerful persuasive elements in building credibility with your proposed partner. You can probably think of other examples applied to your own company or area of expertise. Whatever your profession, industry or sector, by assembling all possible independent proof factors you can use them appropriately when required.
Add Value
You may be able to strengthen your power to persuade if you have elements of added value that you can bring to the relationship-building process. This will depend very much on your individual expertise or company policy. However, if you can offer:
- more than usual
- more than the competition
- more than expected
this could have irresistible appeal to your business contact.
You could, for instance, suggest that you have a trial period of three months of the service, an incentive, an aspect of the collaboration that you can offer ‘pro bono’ – particularly in relation to a charity or not-for-profit organisation.
Any such device as this can act in a number of different ways to:
- help you get a better hearing
- help improve the weight of the case you can present
- persuade people to act now rather than later.
However you choose to persuade people of the benefits of your mutual business relationship, this can only be part of your organised rapport-building strategy. Some suggestions will work better than others. You may be able to control parts, but you will not be able to control all of the process.
Humour
Use humour to improve creativity and lower stress. In your dealings with other people, the ability to use humour can work wonders. It aids communication, establishes empathy, diffuses awkward situations, and even builds the bottom line.
Studies show that humour can increase productivity because it:
- increases the immune system’s activity
- decreases stress hormones which constrict blood vessels
- increases the antibody immunoglobulin A.
If you use or experience positive humour it involves the whole brain, not just one side. The result is better coordination between both sides. This means you are more relaxed, your blood pressure and heart rate are lowered and you are able to think more clearly.
If those are the benefits to you, imagine how persuasive you will sound to your business contact.
When you are trying to woo your new business contact, there are plenty of opportunities to show an appropriate sense of humour during a meeting. For instance, when awkward pauses arise, papers are misplaced or unexpected interruptions occur, it is far cooler to just ‘go with the flow’.
Being flexible shows an ability to be relaxed. You can often get an impression of whether humour is
appreciated by looking around you. If you are in someone’s office, for instance, are there any amusing signs, cartoons, slogans or pictures? Do other people seem relaxed and able to joke with each other?
Laughter reduces stress because it is relaxing and calming. It has been shown in hospitals that patients who have had ‘humour therapy’ recover quicker from illnesses or surgery than those who do not laugh.
If you are trying to build rapport within your organisation, the first time a new employee laughs at an ‘inside joke’ shows that he’s part of a team with his co-workers. You know you have an ‘inside joke’ when everybody from a group laughs but no one outside the group does.
How many times have you noticed that when you are stressed you fumble, drop things or make mistakes? It is a myth that laughter is trivial. On the contrary – it is very powerful. Even just smiling can be healing and reassuring.