Master how to sell your safety ideas and inspire action.
David Cant
The safety professional with a pragmatic streak | Serious about practical risk management in construction for over 20 years | So far, so good - touch wood.
Safety professionals, business leaders and managers, lend me your ears!
Today, I want to share some guidance on how to master the art of influence and persuasion and sell your safety ideas in the workplace.
As safety advocates, our success lies not only in our technical expertise but also in our ability to sell our ideas and convince others to embrace safety initiatives.
Let’s explore these practical strategies that can help inspire action and create a safer work environment.
Understand your audience
You must understand your audience’s perspectives, needs, and motivations to influence and persuade effectively. Put yourself in their shoes, empathise with their concerns, and tailor your approach accordingly.
Sell what’s in it for them.
Example: If you’re presenting a safety initiative to the operations team, focus on how it will increase efficiency, reduce downtime, and enhance productivity, as these are their primary concerns.
Build relationships
Establishing strong relationships based on trust and respect is essential for influencing others. Invest time in building connections with key stakeholders, including supervisors, workers, and management. Show genuine interest in their ideas, concerns, and goals.
Example: Engage in casual conversations, attend team meetings, and actively listen to their experiences. Building rapport strengthens your credibility and makes it easier to sell your ideas.
Communicate with clarity and confidence
Effective communication is vital when selling your safety ideas. Clearly articulate the benefits, risks, and steps required to implement your safety initiatives. Be confident and passionate about your message.
Example: Use simple, relatable language, avoid jargon, and support your points with real-world examples. Paint a vivid picture of your idea’s positive impact on safety and the organisation’s overall success.
Tell compelling stories
Stories have a powerful impact on human emotions and can make your ideas more memorable. Craft stories highlighting the consequences of unsafe practices and the positive outcomes that can be achieved through your proposed changes.
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Example: Share stories of real incidents that occurred and explain how your safety idea could have prevented them. Also, share success stories of other companies or teams that embraced similar safety initiatives and experienced significant improvements.
Use social proof
People are more likely to be influenced by the actions of others. Use social proof by highlighting success stories, testimonials, or case studies demonstrating positive outcomes of your safety ideas. This provides evidence that others have embraced similar changes and reaped the benefits.
Example: Share statistics or testimonials from workers who have witnessed the positive impact of implementing safety initiatives. Show how their peers’ support and commitment have improved safety and overall performance.
Appeal to values and emotions
Connect with the values and emotions of your audience. Frame your safety ideas to resonate with their personal beliefs, aspirations, and sense of responsibility.
Example: Emphasise how your safety initiative aligns with the company’s values of prioritising employee well-being, creating a positive work environment, and being responsible.
Be a catalyst for change
Influence and persuasion are powerful tools for safety professionals to effect positive change in the workplace. By understanding your audience, building relationships, communicating effectively, and appealing to values and emotions, you can inspire action and convince others to embrace your safety ideas.
Remember, your passion for safety is contagious, and through your persuasive efforts, you can create a culture where everyone is committed to prioritising safety. It’s down to you to embrace the art of influence and persuasion and become a catalyst for change, making your workplace safer and more fulfilling for all.
And in the words of Columbo, “Just one more thing”
Before we wrap things up, let’s pause for a moment and reflect on everything we’ve covered. We’ve journeyed through the ups and downs of this topic, exploring its nuances and gaining valuable insights along the way.
But now, my friend, it’s time for you to take action.
I want you to ask yourself...
What will you do with your newfound knowledge?
Environmental, Health, Safety, and Security Manager at Penn Aluminum
1 年Thanks David, very well written reminder. Lots of busy work and paperwork in safety however we cannot lose focus on multiplying our efforts by getting others on board and participating to create a great safety culture.
Risk, learning/teaching, coaching in (functional) safety and in helping you to get started working on your dream
1 年Very nicely put. The next step is to practice until mastery to make them intuitive Uncover and sell the main objective and provide your solution Identify what drives and guides the people you speak to Master your field and simplify your language Always ask for the testimonial Create a story log
Managing Director Safety Consulting Group - Getting Safety Right by focusing on what matters.
1 年Good article David, but let's not forget the very reason WHY, we have to sell and inspire, especially in today's business environment. There's an underlying resistance to safety, perpetuated by the ever-expanding 'monster' that is the safety profession, creating new 'silver bullets' every 5 minutes. And, let's not forget the regulatory authorities that rule by intimidation and fear, with uncompromising penalties, forcing business leaders to focus mainly on compliance, instead of the aspects of safety that truly make a difference, leadership and culture. It's a vicious cycle and one that needs to be broken!
Field HSSE Environmental Professional / Acting HSSE Team Leader
1 年Thank you David , as usual, simplified, realistic, and to the point post.
Manager, Corporate Health & Safety
1 年Well summarized David - as usual!