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4 Simple Ways to Build Credibility (And Influence People)

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Building credibility is the first step toward influencing others. You wouldn’t want your team to say yes to someone who walked off the street with zero credentials—and neither does the client you’re pitching to. How does one build credibility in a world where businesses come and go at supersonic speeds? With honesty, authenticity, and a little bit of good old-fashioned gumption.

#1: Learn What Today’s Businesses Want to Hear

According to the Edelman Trust Barometer, a global survey on corporate credibility, a certain set of factors typically influence corporate reputation. When asked what the most important factors were to corporate reputation, 83% of subjects answered, “Transparent and honest practices.” Another 83% answered, “[A] company I can trust.” Compare these responses to a mere 45% of subjects who believe “financial returns” to be the most important factor—or the 58% who said, “prices fairly.”

#2: Establish Your Brand’s Authenticity

Businesses don’t want to hear about how well your company is doing this quarter. Sure, that might establish that your enterprise isn’t going under anytime soon, but it doesn’t express your trustworthiness. Instead, touch on these points during a negotiation:

• Your company’s loyal customer following
• The values your company commits to 100%
• Topics your company is passionate about
• Your company’s authenticity, proven by a blog or social media presence

By focusing on what gives your company heart, you can establish your brand’s personality. When you let the party you’re influencing get to know you and your brand, he or she will make a judgment based on an emotional connection.

#3: Support Your Claims With Statistics

Nothing builds credibility like cold, hard facts. Numbers don’t lie. If you have relevant statistics about your brand you can cite during negotiations, client will have no choice but to see that you’re credible. For example, simply stating that your client base is made up of “a lot” of returning clients sounds weaker than stating, “75% of our clients are repeat customers who come back to our company for consistent high quality.”

#4: Stick to Your Guns

A brand that wavers on its core values, beliefs, and life’s work is a banner brand for fickleness. Don’t change your values according to what you think a client wants to hear. Instead, establish your brand based on original intent for the company. During negotiations training, teach your employees to stand firm on your company’s core values. Steep your brand in concrete beliefs and confidence, and your clients will recognize you as a voice of authority—someone they trust and want to work with.

How to Influence Management

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You don’t have to be a manager or CEO to influence others. Many people are born with the innate talent to influence. They seem to have a natural ability to compel others to listen; however, this is a talent that can be learned, as well. Influence training helps people learn to look within themselves and find the power to lead people. Leadership is an important skill to learn, whether or not you’re in a leadership role. It’s a skill that can be carried on throughout the rest of your career and life.

Be Logical 

When trying to get your point across, you must first address the logic within your cause. If you can convey to someone that your argument is a logical alternative, he or she will be more willing to listen to what you have to say. If you’re trying to come to problem solve with upper management, logical arguments usually create attentive listeners.

Be sure your side is clearly defined, and offer factual details to back it up. Be ready to address the downsides with effective solutions, as well. For example, if you’re trying to influence management to let you take on new responsibilities, explain how you will handle these duties. Address the common pitfalls that hinder those with new responsibilities and how you plan to handle them.

Speak to His or Her Emotional Side 

Another way to build on your ability to influence is to appeal to the person emotionally. Obviously, you need to understand your audience to do this. Speaking with great enthusiasm isn’t going to win over curt and fact-focused managers. Think about the person you’re trying to convince, speak to his or her emotion, and slip his or her name into conversation when you can. This age old trick is a proven way to get people to listen – just don’t use it too much or you risk sounding robotic!

Work Together 

One of the most time-tested approaches to influencing others is to convince them to get on board with you. “If you can’t beat em’, join em’,” as they say. With this tactic, you’re playing up the solution you will reach together. There are several ways to appeal to the cooperative side of the argument. For example, you could ask the person for help or new ideas with a topic, you could partner up and work directly with someone, or you can form alliances with those who already support your cause.

Many effective influencers use a combination of these three tactics. With practice, you will learn when and where each scenario works best. As you get better at reading people, you will get better at influencing them, and vice versa. This will also help you build essential leadership skills to advance your career.

Sources: http://www.forbes.com/2011/01/03/influence-persuasion-cooperation-leadership-managing-ccl.html