Last updated on
2024年6月9日
How do you influence and persuade executives to adopt your ideas or solutions?
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Before you approach the executives, do your homework and research their backgrounds, roles, interests, challenges, and preferences. Find out what matters to them, what are their pain points, what are their expectations, and what are their communication styles. This will help you tailor your message and approach to suit their needs and preferences. For example, some executives may prefer data-driven arguments, while others may respond better to stories and anecdotes. Some may want to see the big picture, while others may want to see the details. Some may be open to feedback, while others may be defensive or resistant. Knowing your audience will help you avoid pitfalls and build rapport and trust.
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To win over those top execs, you gotta speak their language and make the big sell! It’s all about showing them how your ideas will make things better, bigger, and more profitable. You present those shiny stats and bold visions that they can’t resist. It’s like making the best deal ever—they should feel they’re getting the gold standard. And remember, folks, always connect the dots back to their goals. Make them see the big, beautiful picture of success!
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It is important to do the work as described here. It helps communication professionals craft more authentic messages on behalf of leaders they support. I flip the script, too. When communicating with employees or other audiences, it’s not about the leader. It’s about the people with whom they are speaking. Its critical to put oneself in the place of audience members. Leaders can communicate authentically while doing so in a way that resonates with the audience and brings them along for the journey. People are more likely to follow a leader and help achieve business priorities when they feel heard, understood and that the leader knows their strengths and struggles.
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Before engaging with executives, thorough audience analysis is crucial. Research their backgrounds, roles, interests, challenges, and preferences to tailor your approach. Identify their pain points, expectations, and communication styles. This enables you to craft a message that resonates with them, addressing their specific needs. Consider whether they prefer data-driven arguments or anecdotes, big picture summaries or detailed analyses. Acknowledge individual preferences for feedback – some may be open, while others could be defensive. This diligent preparation helps you navigate potential pitfalls and establishes a foundation of trust and rapport.
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N?o há como influenciar alguém quando você n?o encontra (ou faz encontrar) "pontos de match" nesta comunica??o. Ora, um comunica??o com executivos n?o é diferente, logo, é quase que condi??o sine qua non você se conectar com eles. Para tal, busque informa??es sobre aquele público, entenda o que valorizam, o que apreciam e de que forma preferem receber dados, comunicados e/ou reports. Após ter isso em m?os, adapte sua comunica??o. Se esta vai "a gosto do cliente", ficará muito mais fácil daquele C-Level "digerir".
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Some executives are logic-based, while others can be more instinctual. It's good to understand which type of person you have to convince because your arguments will need to be tailored to their logic style.
Executives are more likely to listen to and respect someone who has credibility and authority. Therefore, you need to establish your credibility by demonstrating your expertise, experience, and achievements. You can do this by highlighting your qualifications, credentials, awards, or endorsements. You can also use testimonials, case studies, or references from other executives or clients who have benefited from your ideas or solutions. You can also show your credibility by acknowledging the limitations, risks, or challenges of your ideas or solutions, and how you plan to overcome them. This will show that you are realistic, honest, and confident.
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To establish credibility with executives, showcase your extensive expertise through qualifications, credentials, and notable achievements. ?? Highlight industry awards or endorsements, reinforcing your standing as a respected authority. ?? Leverage testimonials and case studies from influential executives or clients who have successfully implemented your strategies. ?? Demonstrate a nuanced understanding of challenges, acknowledging potential limitations, risks, and presenting well-thought-out solutions. This showcases realism and confidence in your approach. ?? Additionally, emphasize your commitment to continuous learning and staying abreast of industry trends, solidifying your status as a reliable and informed professional. ??
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Do your research on the executives beforehand. Learn what matters to them and tailor your message to their interests. Show them you're credible by highlighting your achievements and being honest about any challenges.
The way you communicate your ideas or solutions can make a big difference in how they are perceived and received by the executives. You need to use the right language that is clear, concise, and confident. Avoid jargon, acronyms, or technical terms that may confuse or alienate the executives. Instead, use simple, familiar, and relevant words that convey your message effectively. You also need to use positive, assertive, and respectful language that shows your enthusiasm, confidence, and professionalism. Avoid negative, passive, or aggressive language that may undermine your credibility, offend the executives, or create conflict. For example, instead of saying "You are wrong", say "I have a different perspective".
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Effective communication with executives is crucial, demanding a language that is clear, concise, and confident. Avoiding jargon and technical terms, opt for simple, familiar words that resonate with the audience. Embrace positivity, assertiveness, and respect to convey enthusiasm and professionalism. Steer clear of negativity, passivity, or aggression that could erode credibility or cause conflict. Opt for phrases like "I have a different perspective" instead of directly stating disagreement. Employing such language fosters a conducive environment for collaboration and understanding.
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The key skill lies not in the choice of words but the 'Conviction' that we have.. I often see professionals nervously focussing on linguistic proficiency and losing out audience attention.. At grassroots level, effective communication may be in the 'basic most' even rudimentary level and still carry a High Impact and Resonance with audience... I focus on the following while interacting with Executives - 1) Byte size actionable information is key as compared to a whole lot of context setting! 2) Establish nature of information clearly! example - speculative, suggestive, time bound, etc. 3) Get to the bottom of the matter at hand before speaking anything on it :) - just be thorough! good luck!
Executives are bombarded with information and data every day, so they may not remember or care about your ideas or solutions unless you make them memorable and meaningful. One of the best ways to do that is to tell a story that captures their attention, emotions, and imagination. A story can help you illustrate the problem, the solution, and the benefits of your ideas or solutions in a vivid and engaging way. It can also help you connect with the executives on a personal and emotional level, and inspire them to take action. You can use stories from your own experience, from other organizations, from customers, or from hypothetical scenarios. Make sure your story is relevant, realistic, and brief.
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When presenting ideas or solutions to executives, incorporating evidence is crucial for credibility and persuasion. Utilize compelling facts, statistics, and research findings to substantiate the feasibility and impact of your proposals. ?? Graphs, charts, and tables can visually enhance your evidence, aiding in clear communication. ?? Ensure concise organization, highlighting key benefits and addressing potential objections preemptively. Cite sources meticulously, emphasizing the reliability of your data. This evidence-based approach demonstrates thorough research and analytical rigor, strengthening the logic behind your recommendations.
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Usar de storytelling pode ajudar você a influenciar executivos. Mais do que contar um fato que demande a aten??o deles, o como você faz isso pode lograr mais ou menos êxito. Trazer uma perspectiva histórica e analítica, os principais gargalos enfrentados, as conex?es que precisaram ser feitas e os esfor?os colocados trar?o mais embasamento neural para pedir o aval / suporte que precisa para seguir adiante naquela a??o ou projeto. Executivos s?o tomadores de decis?o por natureza. Se eles n?o possuem as informa??es necessárias, n?o agir?o. Traga-as!
While stories can appeal to the emotions of the executives, you also need to provide evidence that supports the logic and validity of your ideas or solutions. Evidence can include facts, figures, statistics, research, or examples that show the feasibility, effectiveness, and impact of your ideas or solutions. Evidence can also help you anticipate and address the objections, questions, or concerns that the executives may have. You need to present your evidence in a clear, concise, and organized way, using graphs, charts, tables, or visuals that highlight the key points and benefits. You also need to cite your sources and explain how you obtained and analyzed your data.
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??Facts & Figures: Back your ideas with data! Use numbers, statistics, and research to show your solution is logical and effective. ??Visuals: Charts, graphs, and tables make complex data easier to understand. Highlight key points with visuals. ??Address Concerns: Anticipate objections and use evidence to overcome them. ??Cite Sources: Show where your data comes from and how you analyzed it for credibility. ??Keep it Clear & Concise: Focus on the most important evidence that supports your ideas.
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Executivos gostam de dados, mas n?o soltos e desorganizados e sim coesos e concatenados. Ou seja: informa??o para tomada de decis?o! "O pre?o do insumo "A" aumentou de R$7 para R$8 esta semana", poderia afirmar o relatório. Agora, informa??es úteis para um executivo seriam: - Este aumento é normal ou apenas sazonal? - Será um negócio duradouro? - Como se comportou este insumo no mesmo período do ano passado? - Este aumento está dentro dos limites "aceitáveis"; - Conseguimos reduzir este custo comprando em escala? - Há insumos substitutos? - Este aumento pode ser absorvido (total ou parcialmente) pelo cliente final? Ao tratar com níveis executivos, busque sempre levar o máximo de informa??o (lembre-se: informa??o; n?o dados)!
The final step of influencing and persuading executives to adopt your ideas or solutions is to ask them to take action. You need to make a clear, specific, and compelling request that outlines what you want them to do, why they should do it, and how they can do it. You also need to show them the urgency, value, and benefits of taking action, and the consequences of not taking action. You can also offer incentives, support, or resources that can facilitate their decision and implementation. You need to be confident, polite, and respectful when making your call to action, and avoid being pushy, demanding, or manipulative.
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Para finalizar o seu processo de influência junto a um executivo, você precisa usar de uma técnica chamada CTA ("Call to Action"). Você precisa estabelecer uma "chamada para a??o", uma convite, um estímulo para um/o próximo passo. Imagine que você elaborou todo um contexto, usou de storytelling, apresentou dados e mostrou cenários. Porém, n?o foi conclusivo, n?o citou o que quer e/ou o que precisa de decis?o. Ora, toda a sua comunica??o foi inócua, n?o atingiu o seu objetivo pois n?o houve um "next step". Se quer algo de um/a executivo/a, com todo respeito e pondera??o, "Call (him/her) to Action".
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Present a very clear, simple CTA in your request. "... which I why I encourage you to approve an increased expenditure of X on project A..." Executives are busy people. They do not have the time to weed through your memo to find your CTA. Give it to them directly, and they're more likely to decide in your favour!
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Here're a few of my top methods for effectively influencing and persuading executives: ?Master ACTIVE LISTENING to show respect and understanding of the executive's perspective, this will build trust and help them open up to your ideas. ? By reflecting on and clarifying their statements, you ensure accurate understanding and show that you value their input. ? Thoughtful questions not only provide deeper insight into their concerns but also demonstrate your engagement and interest in their viewpoint. ? Recognising and addressing their concerns validates their feelings and positions your ideas as solutions to their specific challenges. I teach other methods, too, but these four are a good start for building up your influencing skills.
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