Running your own business is often about persuasion - persuading a potential client to hire you, persuading the bank to loan you money, or even just persuading a late payer to pay their invoice. This week, we’re looking into ways that you can be more persuasive in your working life.
According to Professor Robert Cialdini’s 1984 bestseller “Influence: the Psychology of Persuasion”, there are six principles that can be applied when you’re trying to be persuasive: reciprocity, commitment, social proof, liking, authority and scarcity. This video explains the effect each one has on your influence, and how to apply them to help you become more persuasive. Remember, with great power comes great responsibility!
What can an ancient Greek philosopher teach you about persuasion? The art of rhetoric to persuade and establish influence are still well-used today, and luckily, author Colleen Jones has translated their techniques into a guide to writing persuasive copy online. Check out a sample chapter here to learn how credibility, emotion, and logic all contribute to a persuasive argument.
Research by neuroscientists has suggested that emotions play an even bigger role than logic in decision-making - so if you’re looking to be more persuasive, make sure that you don’t just rely on the facts, but also help to build a vision that the person can buy into emotionally.
Still having trouble persuading your clients to go ahead with an idea - or to pay the invoice you’ve sent them? Check out these tips from The Guardian about improving your persuasive powers. Or follow this piece of advice from Inc magazine, which claims that the most effective technique to persuade someone is not to pressure them, but to reaffirm that they’re free to make their own choice.
Do you have a great method for persuading that you use in your business? Leave a comment or drop us a line on twitter to let us know. And have an awesome weekend.