Increase Influence With Your Buyers
Moving at light speed in the world of work today creates much tension and defense for buyers and sellers. We are inundated with messages, and our brains react with decision paralysis when we feel overwhelmed.
Here are three strategies for increasing influence with those you are seeking to win over to your ideas, services and trust:
Seek To Connect As A Human
We all have goals. However, we need people to get to our goals. Connecting gets past data, jargon and the sterility of business process. Find common ground to be able to converse on and build trust.
Furthermore, connect with the pain of your buyer. If you do not feel my pain, my defenses are still up. At some basic level, I need to know you care about me and my problems. Let it come across in how you speak, act and write.
There is such a thing as too much information, and you don’t have to look far to see this. If you are thinking about the other person, you will do the heavy lifting of thinking. Thinking is hard work. It requires distillation and turning complexity into simple actionable steps. Present the steps for your buyer from your hard work of dealing with the complexity. Less is better. Make it easy and concrete.
We have plenty of information. That’s easy. We can Google it. We are searching for answers to increasingly sophisticated problems. Your ability to create, strategize, and execute is what separates value from commodity in talent in the new economy.
You cannot give what you do not possess. This means you are continually growing by being tuned in to the information economy, reading books and teaching. Teaching is the means by which we solidify our learning. Be a person of answers, and your influence will move beyond a sale.
It’s not complicated. It’s just selfless and hard work. Be human. Be a leader. Be valuable. The alternative is to be a tool. We throw tools around, for they come and go. However, trusted advisors that lead are rewarded greatly not only with increased influence but also inbound business from reputable value.