Archive for Persuasion

Jan
24

Five Secrets for More Persuasive Writing

by Guy Harris

Have you ever read a dry, boring email, blog post, letter, or proposal? If you have, you know how dreadfully non-persuasive they can be. You also know how easy it is to miss the message the author attempted to convey.

If you want to have your message read and acted upon, here are five tips – secrets – for more persuasive writing…

1. Write from your reader’s perspective

Before you start, consider the viewpoint that your readers will likely use as they interpret what you have written. In another post, I wrote about this consideration based on their DISC style, and it is only one of the factors to consider.

Some of the other factors you could consider are:

Your relationship with them
Their position in the organization
Pressures they might be facing
Anything in their role or relationships that might limit their ability to act on what you propose
Their past experiences

The list above is not a complete or exhaustive list. It does highlight some of the main items to factor into how you deliver your message and what might affect your persuasive power.

2. Write the way that people read

Consider these two ideas:

Most business and personal communications are intended to quickly communicate an idea.
Many people do not like to read long paragraphs and sentences (especially on computer screens).

Unless you are writing a novel or an academic research paper, use short sentences, short paragraphs, and lots of white space.

3. Anticipate and address your reader’s greatest objections

If the purpose of your communication is persuasion, your reader will likely object to something in it. When you write, attempt to anticipate these objections and include information to address them.

4. Use comparisons

For a number of reasons, new ideas tend to bounce off the human brain the way tennis balls bounce off a concrete wall. Comparisons act like glue to link new ideas or difficult concepts to simpler or already accepted ones so that they stick.

A comparison of any kind – metaphor, simile, or analogy – can help your reader to both understand and remember your message so that they take action on it.

5. Tell stories

People tend to experience life as a chronological story and to think about new ideas based on how the new idea fits into the story in their mind. Presenting an idea in a story makes the idea easier to receive. Like comparisons, stories help ideas stick in the mind of your reader.

When my children were young, my wife and I read stories to them. We chose some of the stories for the express intent of teaching them a new idea. For example, we used Green Eggs and Ham to teach the concept of trying new foods before rejecting them. Thinking of the character Sam while we were at the dinner table helped them to visualize what we wanted them to do – try the food before saying “I don’t like it.”

If you can find a way to present your idea with a story, do it. Your writing will be more persuasive.

The danger of writing about how to write better is that, well, it’s in writing. As a result, I run the risk of violating the very secrets that I propose. From your perspective, I may have done just that. If I did, I would welcome constructive comments to help me – and my readers – improve.

If you would like other suggestions, here’s a post over at Copyblogger that also tackles the idea of more persuasive writing.

1 Categories : Communication Skills, Persuasion, Writing

Jun
8

Employee Motivation Tips: The Why Matters

by Guy Harris

There are two musical instruments I would like to play. One is the saxophone and the other is the guitar.

When I was in the fifth grade, my parents placed an order to rent a saxophone for the following school year so that I could join the band and learn to play. Over the summer, we moved to a different city where band started in fifth grade. I was out of sequence with the school system, and I wasn’t able to take private lessons.

I didn’t learn to play the saxophone that year.

Somewhere in my teen years, I thought about playing the guitar. I eventually got one — I think I was about 18 or 19. It sat in my closet until I was in the Navy and I had a roommate with a guitar.

With my roommate’s coaxing and help, I learned to play — a very little bit. We were assigned to different submarines, and I put down the guitar. I have no idea where that guitar is or what happened to it.

That was about 25 or 26 years ago.

This past Christmas, my youngest daughter asked for a guitar, and she got one.

She will be leaving home this fall to attend the residential honors high school that her older sister graduated from a few weeks ago. In short, both of my girls will be out of the house starting in August.

As I thought about my youngest daughter leaving home to attend school, it occurred to me that she would only be with me full-time for about eight more months. If I wanted to do something with her to build memories and relationship, the time was short.

When she got her guitar, I also thought about my goal of learning to play the guitar.

Suddenly, the goal that first surfaced over 30 years ago had a new meaning. It was now about something I could do with my daughter.

The “why” of the goal moved from the sort-of-a-neat-idea category to the I’ve-got-to-do-it-now-because-it’s-very-emotional category.

The guitars in the picture with this post are ours. My daughter’s is on the right. Mine is on the left.

For leaders of any kind — managers, supervisors, business owners, coaches, teachers, or parents — the lesson in this story is key to understanding what might motivate someone to take action.

It’s the “why” not the “what” that gets people moving.

I had a new guitar in my home as quickly as I could make it happen when the emotion behind the goal got big enough. That emotion wasn’t about money, recognition, or any other externally applied consequence. And buying the guitar was not, ultimately, about the guitar. It was about time with my daughter and memories.

When you find ways to communicate with people about issues bigger and more emotional to them — to them is the key point here — they will move to action to accomplish the goal.

I am not suggesting that external motivators have no impact.

I am suggesting that looking for the personal, emotional hook and clearly communicating the connection between the task or goal and that emotional hook will get you more high-energy, discretionary effort than anything else you can do as a leader.

In a post about finding what motivates other people, I shared some insights that might help you in the process of finding that emotional hook. It’s not always easy. It can often be done.

By the way, I still don’t own or know how to play a saxophone. I guess the “why” isn’t big enough yet.

2 Categories : Leadership Skills, Parenting, Persuasion

Nov
2

Effective Communication: What DO You Want?

by Guy Harris

This morning, I read a great post by my friend and colleague Kevin Eikenberry. In this post, Kevin makes a great point we can all learn from the campaign process that those of us in the United States have been watching for the last few weeks.

In addition to triggering some amplifying thoughts for today, it reminded me of a post I wrote several months ago on Why You Shouldn’t Take Conflict Resolution Lessons From Politicians.

If you want to become a better communicator, I recommend that you read his post, and I offer the following thoughts to build on Kevin’s observations.

As I lead workshops on conflict resolution, leadership, team dynamics, and communication skills, this communication tip frequently comes to the surface for discussion:

Say what you DO want rather than what you DON’T want.

To illustrate the power of this tip, imagine a young child walking across your kitchen with a cup of milk.

Assuming that you want them to get the cup safely to a counter top without spilling it, you could say:

Don’t spill that milk. – or -
Please be careful with that cup.

The first statement says what you DON’T want. The second, and more powerful statement, says what you DO want.

Photo by JoelMontes

1 Categories : Communication Skills, Leadership Skills, Persuasion, Resolving Conflict

Jun
4

Why You Might Eventually Do Something You Don’t Want to Do…

by Guy Harris

… And What You Can Do About It

Have you ever told yourself that you wouldn’t do something? Maybe you said you wouldn’t eat too much at a party. Maybe you told yourself that you wouldn’t speak too soon at a meeting. Or maybe you just told yourself that you wouldn’t break the speed limit on the way home from work.

Whatever it was, you told yourself that you wouldn’t do something that you either normally do, wanted to do, or habitually do, and you eventually “gave-in” to the temptation.

Well, there’s a good reason for this behavior, and Dan Heath gives more details about it in this article over at Fast Company. I suggest that you check out the article for more details. For now, here’s the short version: self-control eventually runs out. In other words, you can only resist so long before you “run out” of self-control.

Your limit might be different from mine, and we all have a limit.

So, what does this observation have to do with this blog?

Since one of the recurring themes here is “get over yourself,” the concept of depleting self-control is vitally important to understand.

Whether you are trying to change your behavior, your team member’s behavior, or your child’s behavior, remember that everyone has a self-control limit, and when you exceed the limit you invite failure.

You invite failure to comply with rules, failure to cooperate, and failure to do things in new and different ways.

This is an observable and repeatable psychological phenomenon. Like so many of the things I write and speak on, I don’t suggest hiding behind the behavior. Rather, I suggest understanding the behavior and then making plans that recognized the reality of life instead of wishing that things were different.

So, what do we do with this observation?

Here are three suggestions to get you started with applying this principle in your efforts to change your behaviors or to influence another person’s behaviors:

Get away from tempting situations as quickly as possible.
Since we know that self-control will eventually run out, if at all possible, remove the temptation to do things the old way or to partake in some forbidden behavior.
Give people (or yourself) a break.
If you ask someone to change their behavior in a particular situation, make some time for them to get away from it for awhile so that they can replenish their “supply” of self-control.
Make big changes in small steps.
Smaller steps do many things to make change easier to accept. One benefit of smaller steps is the reduction of effort required to remember the new way of doing things. If the effort to remember the new way is small, the time to “self-control” exhaustion is longer. This longer temptation resistance time increases the odds that the new way of doing things becomes easy to remember before our self control runs out.

Photo by NomadicLass.

1 Categories : Leadership Skills, Parenting, Persuasion

May
24

One Way To Guarantee That Your Suggestion Is Ignored

by Guy Harris

I have noticed one behavior many of us use that almost guarantees that our suggestions, solutions, and opinions will be ignored when we offer them:

We tell people what to do before we have heard their whole story.

When we offer people suggestions, solutions, and opinions before we have heard them out, they often do not care what we have to say. So, they rarely listen to and fully comprehend what we are suggesting.

The suggestion might be useful. It might be right on target. It might be exactly what the other person needs to hear.

And, they probably won’t hear it.

If you speak too soon, you’re just trying to push fluid into an already full container.

Offering suggestions before people have told their whole story is like having a doctor prescribe medication or treatment before listening to all of the symptoms.

I once had numbness and tingling in my foot. I went to my doctor, and he asked a whole battery of questions before prescribing a treatment plan. He asked about my physical activity, other pains or sensations I had in other parts of my body, how my leg felt, etc.

In the end, we identified the source of the numbness in my foot to be a problem in my lower back. It could have been any number of other problems. If he had jumped on the numbness in my foot without digging further into my other symptoms, he could have prescribed a wonderful treatment for a problem that had nothing to do with my problem.

In this case, he chose to diagnose the problem before he prescribed a solution.

When we work with other people, we need to keep this idea in mind.

We may have valuable experience to offer. We may have seen this problem before. We might even have a great, simple solution to offer.

And it just doesn’t matter if we offer the suggestion, solution, or opinion in a way that virtually guarantees that the other person ignores or discounts our input.

As you work with others and attempt to share your experience, remember the lesson from my doctor: