Karl knocked on the doorjamb. Sara looked up. "You were right," he said to Sara. She made a little circular motion with her right hand, which by now Karl recognized as "Come in, close the door, sit down." He did all that, sighed a deep sigh and said, "Wolf will be a problem."
"Say more," she said.
"Well, he's convinced that Metronome won't work, even if we try this extension. I think he wants to try the Marigold approach instead."
Sara looked thoughtful. "Good thing we found that out now. Marigold is a mess, and we can make sure everyone knows why before we even enter the room on Thursday. I love it!"
Karl and Sara are trying to make a case to decision-makers, and they're taking a very strategic approach. They're speaking to opinion leaders first, finding out where they stand, and learning how to strengthen the case they plan to make on Thursday.
If you plan to "sell uphill" soon, what can you do before and after your formal presentation to enhance your chances of success? Here are five tips.People are persuaded in
part by the relationship
they have with
- Build relationship
- Most people are persuaded in part by the relationships they have with the persuader. Are you known to the people you're trying to persuade? If not, reframe your objective from persuasion to relationship building. Think of the current effort not only as an attempt to persuade, but also as a chance to start building relationship.
- Connect with opinion leaders
- Often decision-makers rely on trusted advisers — opinion leaders. Build relationships with opinion leaders, keep them informed in advance, and listen carefully to their questions and suggestions.
- Make your approach valuable in itself
- Even if you fail to persuade, will you be imparting value? Will the time spent be valuable to all concerned? Make your case so informative, engaging, and stimulating that your audience will be eager to listen to you again sometime.
- Give them something useful
- Deliver something concrete that will make you memorable — a handout, a summary chart, an insight they can use in other contexts, or a quick-reference resource. Put your name on it.
- Appreciate the listeners
- Most of us thank our audiences when we're at the front of the room, but few of us take time afterward to express appreciation. That's actually good news, because it means that when you send a hand-written thank-you note the next day, you'll easily stand out.
If you are yourself a decision maker, and you'd like the champions and advocates in your organization to use some of these strategies, tell them about it. People are a lot more likely to deliver what you value if they know what it is. Top Next Issue
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More articles on Personal, Team, and Organizational Effectiveness:
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- Eight hours a day — usually more — of meetings, phone calls, reading and writing email and text messages, briefing others or being briefed, is enough to drive anyone around the bend. To re-energize, to clarify one's perspective, and to restore creative capacity, play is essential. Play at work, I mean. Available here and by RSS on August 28.
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- The Race to the South Pole: Lessons in Leadership
- On 14 December 1911, four men led by Roald Amundsen reached
the South Pole. Thirty-five days later, Robert F. Scott and four others followed. Amundsen had won the
race to the pole. Amundsen's party returned to base on 26 January 1912. Scott's party perished. As historical
drama, why this happened is interesting enough. But to organizational leaders, business analysts, project
sponsors, and project managers, the story is fascinating. We'll use the history of this event to explore
lessons in leadership and its application to organizational efforts. A fascinating and refreshing look
at leadership from the vantage point of history. Read
more about this program. Here's a date for this program:
- Baldwin-Wallace University, 275 Eastland Road, Berea, Ohio
44017: November 7,
Kerzner Lecture Series/International Project Management Day, sponsored by Baldwin Wallace University and the Northeast Ohio Chapter of the Project Management Institute.
- Baldwin-Wallace University, 275 Eastland Road, Berea, Ohio 44017: November 7, Kerzner Lecture Series/International Project Management Day, sponsored by Baldwin Wallace University and the Northeast Ohio Chapter of the Project Management Institute. Register now.
- The Power Affect: How We Express Our Personal Power
- Many people who possess real organizational power have a characteristic demeanor. It's the way they project their presence. I call this the power affect. Some people — call them power pretenders — adopt the power affect well before they attain significant organizational power. Unfortunately for their colleagues, and for their organizations, power pretenders can attain organizational power out of proportion to their merit or abilities. Understanding the power affect is therefore important for anyone who aims to attain power, or anyone who works with power pretenders. Read more about this program.
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- …extremely accurate, inspiring and applicable to day-to-day … invaluable.