“Persuasion is the cornerstone of great execution,” says Tony Jeary, productivity coach and author of Strategic Acceleration: Succeed at the Speed of Life. The most successful people effectively persuade others to take action on their behalf by using three principles, Jeary says.
Communicate at the belief level
“Communicating at the level of belief involves a heavy dose of why constantly being explained. Why is communicated by explaining value and purpose of what you are presenting,” Jeary says. “If you believe in your vision, others will as well.”
People have to believe in why they are doing something to actually do it. If you don’t provide an adequate why for people, they simply are not going to do it. They may say they will, but that is just them being nice. They won’t actually do it. You can’t fake your belief in something. If people don’t see that you have belief in what you are trying to persuade them to do, they are not going to go along with you. On the other hand, if you have a strong enough belief in something, you can get people to follow you just because and it actually has nothing to do with what you are offering. You could sell a ketchup popsicle to a lady in white gloves.
Set a powerful example by your own behavior
Ralph Waldo Emerson said, “What you do speaks so loud I cannot hear what you say. ” Only 7 percent of communication and persuasion is oral. The other 93 percent is the result of what people see and sense, based on tone and other nonverbal clues, Jeary says. “If you want to persuade others, exceed expectations yourself. Nothing persuades more effectively than a leader who sets the right example for his team, children and colleagues to follow.”
The truth is that the old saying “Do as I say and not as I do” does not really work. Maybe you can get by with this with a little child, but it simply is not a reality. The only way to lead people is through the example you set. They will know that it can be done because they see you doing it and that can be a very powerful motivator.
Demonstrate confidence in what you say and do
“The ability to present yourself, your requests and your vision with confidence is another important nonverbal piece of the persuasion formula,” Jeary says. “Don’t be tempted to give a less assertive opinion for the purpose of not appearing arrogant. When you say things like, ‘You probably know more about this than I do,’ you are unwittingly sabotaging your own perceived confidence. Know what you want to say and how you want to say it.”
People want to follow winners. If you don’t present yourself as a winner, they won’t follow you. It is that simple. There is a trick to having confidence in yourself without appearing arrogant. When you can learn to toe that line, you will be nothing short of magnificent.