Secondhand testimonials are not nearly as effective as the words straight from the mouth of those already converted to your way of thinking. If possible, bring these satisfied users/buyers/believers/beneficiaries to the discussion with you—in person or by video or audio recorded endorsements on your social media sites, your website, or your webinar presentation. Have them [...]
You can create momentum for your idea if you let people understand that nothing is a sure thing, that the time is now (maybe not later), that the money is available now (and maybe not later), that the XYZ department is willing to cooperate now (and maybe not later), or that the customer is ready [...]
When I was sick as a child, my mother used to put cough syrup in a spoonful of jelly to camouflage the taste. The same principle comes in handy with bitter messages. You may have to wrap them in more pleasing ideas or get them across in more subtle ways. Dianna Booher, an expert in executive [...]
Send people the information they want. Ask them to visit your YouTube channel. Give them references to talk to about how you helped them solve problems. Suggest that they tour your place of business or visit sites where your product or service is used. The more time people invest in your value proposition, the more [...]
“What’s your point?” I ask that same question hundreds of times a year to clients. They typically look at me puzzled—as if I should know their point after listening to 15 minutes of their talk and reviewing their slides. Granted, I’ve usually gotten the gist. But an audience should walk away with a clear, crisp [...]
Accountability helps keep people on track. Dianna Booher, an expert in executive communications, is the author of 46 books, published in 26 countries and 20 languages. Her latest books include Creating Personal Presence: Look, Talk, Think, and Act Like a Leader and Communicate with Confidence, Revised Edition. As CEO of Booher Consultants and as a high-caliber keynote speaker, Dianna and her staff travel worldwide [...]
Should your decision maker not go for your best option, don’t let the entire plan or idea fall flat. Determine a second, lesser objective that you can present as a “second best” option. Dianna Booher, an expert in executive communications, is the author of 46 books, published in 26 countries and 20 languages. Her latest books include Creating Personal [...]
If the decision you want from your listener is not particularly pleasant or desirable, consider creating fear about the other alternatives. Outline what will happens if he stays with the status quo, what will happen if he does X, and what will happen if his competitors or customers do Y. Your purpose is to get [...]
That means it’s easier to ride the flow of opinion. Find out what people feel comfortable with currently, and then present your idea as “a slight modification” rather than a “new” idea altogether. Think how much easier it would sound to you if someone asks you to “revise your report to include X” as opposed [...]
“All your people write long narratives that we have to wade through! We’d have our writing problems licked if we could just get them to jot things down simply in bullet points,” the president snapped at his partner. “Everything can’t be boiled down to bullet points,” the older partner and chairman of the board responded. [...]
