Eight Steps to Persuade
Among the most difficult tasks for a speaker is the persuasive presentation – where you would like audience change their thinking or act in a way you ask. Every persuasive presentation can be addressed by following these eight steps.
1. Establish Your Credibility
People are bombarded with information and assaulted by efforts to entice them; so, you need to give them a reason to listen to you. This might be your own experience, research you have conducted or recognized authorities which you draw from.
2. Show Your Awareness
In addition to being credible on a specific subject, you also have to show your understanding of the situation now.
Establishing these first two points could be done in 1 sentence. For instance,”I’ve seen thousands of students progress through this institution over the last ten decades and never have I seen such demands on their time.”
3. Describe the Issue
Explain what you believe the issue is. Make it relevant to the audience with graphic descriptions of problematic situations. Keep these descriptions pertinent with introductory phrases like,”This affects you by…” or”What this means for you is…”. People are extremely enticed by the status quo, coddled inside their comfort zone. The issue might just be that they could lose out on a chance that you are aware of.
4. Explain the Solution
As you should be brutally honest and suitably vivid about the issues; you should not dwell on them. Move quickly to describing your solution.
5. Define the Cost
There is always a price tag. It may be financial, a time commitment, even only a change of mindset. Be honest and realistic about this price so you have control of how it is perceived. Put it in perspective with disputes or comparisons. By way of example,”It will cost you less than the cost of your morning coffee” or”Only one minute a day, that’s all I am asking for.”
6. Describe the Benefits
Just like you were graphic with describing the problem, be equally graphic when you describe the benefits they will receive in your preferred future. As Dr Noel Tichy (Professor of Management, University of Michigan) says,”The best way to get humans to venture into unknown terrain is to make
that terrain comfortable and desired by taking them there first in their imaginations.”
7. Provide the First Step
Once you have convinced them of their need to act, you have to tell them what to do. Make the first step of this process very simple, and if possible, something they can do now. You will need to get them to act as quickly as possible – while they are still convinced by your presentation and until they’re distracted by something else.
8. Finish on a Note of Encouragement
The conclusion is the most important part, so you need to finish on a high. You do this by assuming that everyone in the audience was convinced by your demonstration, and telling them how good life is going to be now that we’re moving forward positively.
They will need to be supported by effective research beforehand to identify strong, relevant examples for this audience an