To “persuade” is to make someone do something through the reasoning or argument given. It is true that sometimes, persuasion could be delivered in unethical ways, which leads to distrust. However, that is up to the persuader on how to persuade the potential client. The arguments and persuading should appeal directly to the mind or to some, to the heart or even appeal to both. In either case, persuasion has a main aim: to change someone’s perception or make someone takes action on something. (Harsh, 2017)
Selling to clients is one of the difficult challenges to get them convinced, and even more difficult to still do it with complete integrity. It can get pretty uneasy to try to twist clients’ mindset into your way of thinking. What is worse, when clients feel that you are trying to sell something to them, the trust between you both will just cripple. Trust is essential, and of course, number one when it comes to your future business partner. (Friedman, n. d.)
How do you sell your ideas, your services and impact your life in a way little else can? A good persuasion can make a difference just within a few words. However, the trouble is that a lot of people equate selling something with being pushy or even being obnoxious. The skills are something that can be learned and developed. It’s time to reimagine the art of persuasion to connect with your clients and get their trust. Let’s check out few techniques to get them to trust you!
1. Be Their Partner
Understand your clients on the direction they are heading and why that direction makes sense to them. When the picture is received, show them the consequences of the direction your client planned. You, the persuader, should act as the client’s champion, and be a partner where you’d want to keep them out from trouble. Start by asking questions for their objections and make sure you really do understand. Appreciate their reasoning to show that you understand. State by going your direction will avoid the consequences and be a strategic business needs. Make ure you only present the interesting information that the clients need to know; as their partner you’d want them to have the full picture they need before making a choice. (Friedman, n. d.)
2. The Art of Reciprocity
This is when a person does an action or gives something to another party. It is natural when the other party feels obliged to return the favor. Thus, it is also a way to use it in business. Give a service or an object to your client for free. It will make them feel good but at the same time, it will make them feel they should give you something in return – this can be an opening for them to work with you. (Sission, n. d.)
The service or product does not have to be expensive or be costly, but it should have a high value. This technique creates goodwill and it will enhance the relationship between the client and yourself. (Sission, n. d.)
3. Persuasion Starts with You
Important point you should remember that where you should start the entire process: you. Believe in yourself and believe in what you are pitching, because if you step into a situation with negative self-talk, you will be digging your own grave. Thus, the candor and excitement will spill onto who will be hearing you. (Harsh, 2017)
In conclusion, persuasion is social, but you are the main source of it. It may be difficult at first, but getting to know your clients, understanding and treating them more like a human than a business tool will open the gate for you. But first, convince yourself of your value and of your ability that you can do it. The first person who you need to sell on your pitch is you.