Tuesday, December 4, 2012
HOW INFLUENTIAL ARE YOU WHEN COMMUNICATING & PRESENTING?
No matter how good your products and services, people will only be interested to the degree your organization and you demonstrates influence.
Robert Cialdini, author of ‘Weapons of Influence’ & ‘The Psychology of Persuasion’, is a leading expert in the area of influencing.
In Robert’s books, he identifies critical principles that generate desirable change. Below are the 3 key points.
To be influenced during your communications and presentations, your audience must:
1. UNDERSTAND YOUR ARGUMENT
You must be logical and insightful. Everything has to add up.
The points of your ‘Argument’ should be easy to follow, especially if the audience needs to make a change, such as discontinue a campaign or revise projections etc.
The language you use must be clear. You cannot leave audiences wondering what you mean. For example, "The fire communicated to the next building." (Does that make sense to you?) Or, "The ideology is for an uptick baring further devolvement of the economy." (What does this mean?)
Finally, if your audience is to understand your ‘Argument’, you must be concise. Burying your points under unnecessary information will work against you.
2. ACCEPT YOUR ARGUMENT
People will accept your ‘Argument’ if they see it as consistent with the direction they are already following or the commitments they’ve previously made.
Audiences are more willing to take a recommended action if they see evidence that others similar to them are following your suggestions. This is why testimonials, examples and case studies are a MUST!!!
Finally, audiences will be more open to accept your ‘Argument’ when you provide proof from credible sources, which are very easy to gain from the internet etc.
3. TRUST IN YOU
People prefer to invest in and say “yes” to those who communicate and present with confidence.
History has also proven that people invest in and say “yes” to people they like. Thus, it is essential you develop genuine rapport. You can't take an existing relationship for granted!
People also trust those to whom they attribute relevant authority or expertise. Obviously, if you have ten years or more of experience in your field of business, you will be seen as an expert. However, if you are new to your field or organization, then simply use the collective credibility of your organizations history, people, success etc.
Lastly, people trust those who go out of their way to provide products and services ‘above and beyond’ what is typically delivered therefore, what more can you do?
Influencing others can seem daunting, but when you pay attention to these 3 key principles, it is easier than you think!
All the best with your future business communications & presentations!
Posted in
Business presentations,
Conference presentations,
Facilitating meetings,
Presentation skills training,
Public speaking,
Sales presentations
by effectivecommunication.com.au
