The key to making yourself persuasive

One of the rules of persuasion is to make your case before making your request.

Take the insurance company employee who says to her boss, “I want you to send me to Honolulu for a week.”

The instant gut response to this seemingly lavish request is “no.” And good luck getting the boss to back off the position he has taken.

By way of contrast, let’s say the employee approached her boss this way instead:

“Remember last year when I attended that week-long insurance tradeshow in Omaha? You’ll recall my conversion rate was the highest in company history and resulted in $2.3 million in new business for the company. Well ... they’re holding the trade show in Honolulu this year. I’ve checked on airlines fares and hotel costs and figure the total cost will be no more than $3,500. Would you invest $3,500 for a $2.3 million return? Should I start packing my business suits?”

This strategy is more persuasive because she built the case and, presumably, excited her boss with the prospect of another big financial score before asking him to sanction an excursion to Hawaii – a trip that doesn’t sound so lavish anymore.

If you want to successfully influence people:

1. Make your case
2. Make your request
3. Enjoy the fruits of persuasion

 

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