Common Sense Ideas for Becoming the Career Star You Are Meant to Be

Today is Thursday, so this post is on communication skills – specifically how to be more persuasive.

Recently, I came across an interesting book: Artful Persuasion: How to Command Attention, Change Minds, and Influence People.  Commanding attention, changing minds and influencing people are important communication skills for anyone interested in becoming a career star.  The author is Harry Mills.

Mr. Mills has identified seven “triggers” that anyone can use to become more persuasive:

1. Contrast: Use contrast to make your position more appealing.  Establish a benchmark and then contrast your idea with it.  The other day, on my www.CommonSenseGuy.com blog, I told the story of two Iraq war vets who started a business importing machine woven rugs from Iraq.  They use contrast very effectively in their marketing.  Large, hand made Persian rugs generally cost several thousand dollars.  The vets sell machine made rugs that look very similar to hand made rugs for about $1,200.  This is a great use of contrast as a persuasion technique.
2. Reciprocation: This is based on the idea that most people feel that if they are given something, they should give something in return.  This is the basis of most internet marketing.  In return for a free report, you sign up for a mailing list.  Reciprocation works in one to one interactions too.  One good way of using this technique is to share your opinions on a given subject first.  This puts the other person more at ease and generally more willing to share his or her thoughts on the matter.
3. Commitment and Consistency: Sales trainers tell you that it’s important to get people saying “yes”.  Once people say “yes” once, you can appeal to their sense of logic and consistency to move them to your way of thinking.  For example, if you are trying to convince someone that you need to set and stick to meeting groundrules to make your meetings more effective, the conversation might go as something like this.  YOU: Do you think that we waste a lot of time in meetings around here?  HIM or HER: Yes, we do waste a lot of time in meetings.  YOU: Do you think it would be a smart idea to make our meetings more efficient.  HIM or HER: Yes, that would be good.  YOU: Do you think we should set and stick to better meeting groundrules?  HIM or HER: Yes, we should do that.  You’ve just successfully persuaded someone using commitment and consistency.  By getting him or her to agree with you on a very basic question like “do we waste too much time in meetings?”, and building to your ultimate goal, you were able to establish a consistent pattern of commitment.
4. Authority: Even if you have no formal authority, you can still be a person who presents an attitude of personal authority This goes to the ideas of self confidence and positive personal impact.  If you make a positive personal impact – by being well dressed and well groomed, standing up straight and conducting yourself in a confident manner -- people will respond to you and you will be more effective in your attempts at persuasion.
5. Scarcity: Everybody likes something unique and scarce.  You can use this to your advantage by packaging your ideas as attractive, but difficult to achieve.
6. Conformity: People like to be part of something bigger than them.  You can become more persuasive not by asking people to join you, but by asking them to sign on to be part of something special and successful.
7. Liking: People want to associate with people they like and with whom they have something in common.  Stress the similarities you have with the people around you.  Look for ways to build bridges to them through social events that highlight those similarities.

These are some common sense ideas on how to become more persuasive and influential – two important communication skills necessary for becoming a career super star.

That’s it for today.  Thanks for reading.  Log on to my website www.BudBilanich.com for more common sense.  Check out my other blogs: www.CareerSuperStar.com for common sense advice on becoming the life and career star you are meant to be; and www.CommonSenseDay.com to learn more about Use Your Common Sense Day -- November 4, and to read stories of common sense in action.

I’ll see you around the web, and at Alex’s Lemonade Stand.

Bud

PS: Speaking of Alex’s Lemonade Stand – my fundraising page is still open.  Please go to www.FirstGiving.com/TheCommonSenseGuy to read Alex’s inspiring story and to donate if you can.