Getting to yes

I met with a new client last week and came away with an emphatic ‘Yes!’

As I was driving home, I realised this was not accidental.  It was crafted through persuasion. I use persuasive techniques without even thinking of them.

If you want to increase your chances of getting a ‘yes’, here are some things to try:

Meet face-to-face

People buy from people they like, know, and trust. Meeting face-to-face gives you an opportunity to create a connection that’s hard to achieve over the phone or online. I’m still a fan of the handshake, it’s a great business leveller and spans the distance between generations, genders, and titles.

Get them out of the office

Choosing a relaxing, neutral territory will work in your favour. Whenever I meet with a client, I ask them where their favourite coffee shop is, and I meet them there.

Put a warm beverage in their hands

I always arrive early and text the client to let them know I’m there, and ask what their beverage of choice is.

Studies show that people are more likely to say yes if they’re holding something warm!

Listen with intent

The goal here is to unpack their problem and uncover their wants and needs.

The needs are the non-negotiables. The wants are more nuanced and require gentle questioning to uncover.

Reflect back their wants and needs

People want to be seen and heard. By reflecting their wants and needs, you confirm your understanding and show you’re on the same page.

Share the next steps

Tell them what you’ll do from here and what they can expect.

Follow through

Integrity matters. In business relationships, you’re only as good as your word. It’s essential that you do what you say you’re going to do, and follow through.

One more thing:

Business relationships work through mutual benefit. You can be the most persuasive person in the world but if you can’t deliver what you promise, you won’t last long.

The difference between persuasion and manipulation is intent. If you can’t bring value to the client, then you may need to rethink your business model.