DO PEOPLE BUY YOU?
As far back as we can remember, we have been focused on wanting people to ‘work’ with us, to do things with us and for us, to help us and to get on board with our ideas. I try every day to get my kids to do what I want them to do! And I’m still trying to get that approach right.
And as we look into the future, nothing appears to be changing. As adults, our ability to negotiate, communicate effectively, read peoples’ minds and their body language continues to be a challenge and a goal in our lives. God help me as my kids get older!
Maslow’s Theory indicates that our desire for safety which includes working and seeking people to work with us, is a fundamental motivation in our life; and we are yet to conquer dealing with humans; unpredictable at times, even though we know these basic motivations are in every human being.
Simon Dowling, a reformed Lawyer has produced a piece of work, this week’s book, to guide people to influence others to get on board with their ideas, AND it’s not restricted for your time in the rat race. It’s related to working with our kids, people in the community (think community committees) and yes, those who help us make money.
Complete with maps, models, methods and a good choice of historical quotes, you’re in for a good dose of planning for your next trip to get people to buy into your ideas.
As Simon suggests, use this book as your personal GPS to help you decide the route you want to take … it’s so easy to drift off track and we all need some guidance. As Alert Einstein said: “Logic will get you from A to Z; imagination will get you everywhere.”
A substantial component of the book gets you ready – too often we launch into pitching our ideas without preparing ourselves and practicing how to persuade others. Whilst we read about organisations who proclaim to listen to all ideas … it may not be that easy.
So, I have 20 iridescent tabs reminding me of the pockets of gold found on these pages … let me share a few ounces!
Let’s start with:
Conviction Up – how intense is your conviction? By looking at you can we see how passionate you are about your idea and how committed you are … are you infectious? But it’s more than that – you need to be totally sold on your own idea.
Courier or Catalyst – confession time – are you delivering the message of change or are you instrumental in the outcome which the change promises? Be the Catalyst.
Nemawashi – (I like anyone who uses some Japanese culture to express a concept!) The informal gentle practice of taking the time to prepare the groundwork for an initiative by talking to the relevant people, listening to their input, feedback and support.
Wide Angled Lens – think wide while acting narrow (Bloody brilliant metaphor.) Keep an eye on the broader social landscape while you have your one-on-one conversations.
Social Map – create a map of the people relevant to turning your idea into a reality; tag them, label them, rate their influence and highlight your allies. The result is a page of circles and arrows connecting people. Then create your plan of attack … move it from paper to action.
Thin Slicing – Psychologists version of ‘judging a book by its cover’ – we do this every day and every hour. More Japanese wisdom – A reputation of a thousand years may depend upon the conduct of a single hour. People will buy you before your idea. Think how you want people to judge you and importantly feel about you – project your authentic self.
Be careful what you don’t say – this could be your body language which isn’t in sync with your intent. Grab a mate, an ally or a coach to observe you and ask them to identify what’s working for you and against you.
Pomodoro Technique – (this is a little gem) a time management technique which requires you to work for a 25 minute burst of energy with a five minute break in between the next 25 minutes.
3M Model – The second half of the book explores how you create the mood and give reason to people to say “yes” followed by assigning accountability and action . The Mood, Mind and Movement Model helps you create your map to navigate your territory to get people to buy into your ideas.
I believe you could treat this book as a ‘go to guide’, to help you get to more “yeses”. Rather than treat your business approaches and proposals as a numbers game, go for the quality and well planned, researched and rehearsed approach; practise the practice of getting people to buy into your ideas.
Check out Simon Dowling, he looks like a guy who can help you grow your business. Likewise, get in contact with me if you’re looking for a specialist in leadership development, in particular if you want to increase your performance in developing successful leadership behaviours.
I’m endeavouring to read 52 Business/Professional/Personal Development books in 52 weeks. Yep, that’s one a week. As I read each book, I’ll share my thoughts, learning and recommendations. If there is a book that you’ve been meaning to read, let me know and I’ll read it for us!