What are the most effective ways to persuade business contacts to agree with your proposals?

1 Know your audience

Before you present your proposal, you need to understand your audience's needs, goals, challenges, and preferences. This will help you tailor your message, highlight the benefits, and anticipate the concerns of your business contacts. You can use various methods to research your audience, such as surveys, interviews, feedback, social media, or industry reports. The more you know about your audience, the more you can appeal to their emotions, values, and interests.

2 Use the right medium

The medium you choose to deliver your proposal can have a significant impact on how it is received and perceived by your business contacts. Depending on the situation, you may opt for face-to-face meetings, phone calls, emails, video conferences, or presentations. Each medium has its advantages and disadvantages, so you need to consider factors such as the complexity of your proposal, the urgency of your request, the relationship with your audience, and the availability of feedback. Generally, face-to-face and video meetings are more persuasive than written or audio communication, as they allow you to use body language, eye contact, and gestures to convey your confidence and sincerity.

3 Apply the principles of persuasion

Persuasion is the art of influencing others to adopt your point of view, attitude, or behavior. Robert Cialdini's work has identified many principles of persuasion that can be applied to proposals. Reciprocity, for example, encourages people to return favors and comply with requests from those who have helped them before. Authority suggests that people follow the advice and recommendations of experts and credible sources. Consistency implies that people act in accordance with their previous commitments and statements. Liking encourages people to agree with and cooperate with those they like and trust. Scarcity promotes the value of rare, exclusive, or limited items. Applying these principles to your proposal can help you gain support from your business contacts. For instance, you could offer something of value before asking for something in return; demonstrate your expertise and credentials; remind your contacts of their goals and values; build rapport; create a sense of urgency; highlight unique features and benefits; or mention the competition and demand.

4 Handle objections

Objections are an expected part of any persuasive situation, as your business contacts may express doubts, questions, or concerns about your proposal. However, objections should not be seen as a sign of rejection, but rather as a chance to address the issues and overcome the obstacles. To handle objections effectively, it is important to listen attentively and patiently to your business contacts without interrupting or arguing. Ask open-ended questions to clarify the nature and source of the objections. Provide clear and concise answers to the objections, using facts, evidence, examples, or testimonials to support your claims. Focus on the benefits and value of your proposal and how it can solve the problem or meet the need of your business contacts. Confirm that you have addressed the objections satisfactorily and ask for feedback or agreement before moving on to the next step of the persuasion process.

5 Follow up

The persuasion process does not end with your proposal, but rather continues with your follow-up actions. To ensure your business contacts make an informed and confident decision, you need to maintain contact and communication until a final agreement or decision is reached. You can do this by sending a thank-you note or message to express appreciation and summarize the main points and benefits of your proposal. Additionally, provide additional information or resources such as case studies, testimonials, demos, or FAQs. Address any new questions or concerns that may arise, while also reinforcing the value proposition and urgency of your proposal. Remind your contacts of the timeline for the decision and offer incentives or guarantees to encourage action. Finally, ask for referrals or testimonials from satisfied business contacts to expand your network and reputation. With practice and experience, you can learn how to persuade business contacts to agree with your proposals and build long-term relationships.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?