Recently, I had meeting with a group of people concerning my endeavors with my startup. I typically never get nervous when speaking in front of a crowd (quite the contrary – I enjoy doing so), yet I would be lying if I didnt say that this particular meeting strained my coolness to a certain degree, but thankfully my swagger and key principles in talking (selling) helped me achieve success and convince those present.
A few days later I had the opportunity to speak to a group of young school students and after shortly summarizing my encounter in the meeting mentioned above, one student asked me how I manage to convince people and so here are my 5 tips to do so:
1) Listen Carefully
Every person you meet has something they want to hear. When selling a product/service, it is important to listen to the way they react to what you are saying. Often times they will talk around something appealing to them. Use this then to exploit their interest and focus your strategy around that particular something. Remain sharp – look for clues! (smile, smirk, laugh, etc.)
2) Energy
You need to be extremely enthusiastic when selling an idea to someone. This doesn’t mean that you put on a your brightest smile and start bouncing around the walls. This is noticeably perceived as unnatural, yet energy should be pouring out of you. P.D.C. is the key – passion! determination! confidence! You need to project your voice, use inflection, and present like this is the biggest thing since sliced bread. Your energy will then overflow to those listening.
3) Paint a Picture
Convincing someone often comes down to the task of painting a mental picture for that someone by how well you tell your story. You need to guide your listeners on a journey of your vision. Keep it suspenseful, grabbing them from the beginning and holding them by appealing to their senses. Envision a path of a few years down the road, both of you sitting on top of the world.
4) What’s in it for them?
The next important factor is WIIFT! How often have you listened to a sales person, infomercial, coach, teacher, etc. and thought to yourself; “well, what do i get out of this?” The same goes for convincing others. You need to openly state how they will benefit from what you are offering. One of the biggest mistakes that can be made is focusing the conversation on you! Take yourself out of the picture and focus on them. Let them know how they benefit from jumping onboard: money, fame, equity. Simply let them know.
5) Be Charming
Politeness and being respectful are prerequisites for convincing others. You need to let others know that you are not simply here to convince them about your idea, product, etc. but you are here to build a lasting longterm relationship. Smile. Let them know you value their time through genuine compliments. Last but not least in being charming is to keep contact, even if you end up not convincing them. Who knows what the future may bring – there still may be potential down the road!