The foundation of getting a consistent income for your business is to get more clients. I’m going to share my five authentic persuasion techniques to help you enroll more clients. Some of you are veterans. You have a process and a system for enrolling clients. Everything I do is to help you do it more quickly and more easily. You can apply these persuasive techniques to your already existing system and they will help you get better results and get paid more. For those who are new, it’s all about the art of persuasion. You will learn how to diffuse objections and make a presentation and an offer your audience can’t refuse.
Persuasion Techniques | 5 Tips To Be A Master Persuader
1. Persuade Using The Power Of Imagination And Vision
One of the best persuasion techniques is to use your creativity to build the right vision for your clients.
Many people have stopped dreaming or using their vision and their imagination, which is unfortunate since imagination is limitless.
As a coach or public speaker, your job is to activate one’s imagination and give them the ability to dream again.
But how do you stimulate the imagination or vision of a person?
I pose a question: if you could create anything you want to in the next year, and you knew you could create it, what would the next year look like?
I call this Create the Question strategy. It’s one of the effective persuasion techniques because it gives somebody the permission to dream.
I think so many times people’s attitudes revolve around creating from their past failures, upsets, and disappointments. This is such a big question because it takes somebody out of the unconscious pain activation most people are living in and brings them into a future where they get to dream.
Even better, it’s one of the persuasion techniques you can do for yourself. Ask yourself: If you could create anything in the next year – let’s say for your business of being a coach or a speaker – what would you create?
Message to Millions is about dreaming, and that’s the thing I want people to get – and I want you to get. It’s not just that we’re going to only help you go get one client. That’s only the beginning of it.
You can use this strategy at networking events. Imagine the conversation, the depth, and the connectivity you will be creating with people from that space.
2. To Create A Persuasive Message, Make Your Client’s Goal The Number One Priority
The second of my best persuasion techniques is to transform these visions or dreams into reality. To do that, we have to make the goal of your clients the number one priority.
You can sit there all day long with people and have face-to-face communication. But if you’re focused on lots of things, and you don’t get somebody committed to one thing, it’s going to be harder for them to say yes.
Confusion happens. Your clients become unclear on what they really want. When it comes to enrolling them, they’ll back out because there’s no commitment to something.
Finding that clarity and focus is part of the persuasive technique I’m teaching you here.
If there’s no commitment to something, such as their goal, why would they commit to your program? Making sure the commitment is there is an underlying component of the psychology of persuasion.
How do you do it? In a networking session, I don’t go, “What’s your most important goal?” Instead, I use more persuasive language: “Tell me what you’re focusing on in the next year.”
That’s it. That’s a very casual conversation to get somebody to start speaking about their life. This emotional appeal is crucial in the art of persuasion.
I can get somebody to start talking about what they’re doing. Naturally, when somebody tells you about what’s happening in the next year, they’ll start to tell you the things that are important to them.
Now I’ve opened the dialogue in an authentic way while using persuasion and influence. I’ve opened a conversation that’s real and important to them, and it’s giving me information that will then help me lead that person to schedule a free strategy session, where I can have a more in-depth conversation.
It is one of the best persuasion techniques for me since it attracts somebody to go to the next step, which is to create a powerful relationship. It then helps you get to the client’s number one goal.
3. Don’t Change People By Force – Give Them Free Will
Among the five persuasion techniques, this is one of my favorites.
Before, I was selling to people. I wasn’t activating their free will and their free choice. In the process, I was more selling than enrolling.
I wasn’t selling them their future vision and their dreams. I was just selling them what I wanted.
It can be easy to get these two, selling and enrolling, mixed up because effective persuasion can feel like selling, but it’s actually enrolling them.
Mixing these two doesn’t make for a good relationship. My job is to listen and to challenge them to be authentic – to be true to themselves.
By asking them the questions I shared a while ago, you take them to a place of their own free will and origination. When something’s true for somebody, they have free choice, and they have the ability to choose whether or not they want it. If they’re telling me they want it, it’s likely they’re going to choose to take action on it.
There’s no other way to bring out somebody’s free choice and free will than in a one-on-one conversation, which you can do during a networking event or a free strategy session.
Being a master persuader will enable you to change people – their perceptions, their attitudes, their principles – and create a win-win situation for you both.
If you push somebody into something that’s not for them, it has repercussions, and that’s not a good place to be. It’s my job to persuade them to go do it and inspire them to take action because that’s all enrollment is. It’s that principle of persuasion.
Don’t try to persuade without listening, and give them the free choice. This is understanding of a person’s mind. It’s such an important lesson to learn when it comes to the decision-making process.
This is also one of the persuasion techniques that work for you. If you don’t want to work with this person, you have to come from a place of free choice and free will, not an obligation to bring in revenue. I tell you, I would rather turn away the revenue than make the wrong choice.
I don’t want to be a slave to my business. It will not function if you feed it with bad money, which comes from bad choices. There’s a bad energy, I believe, attached to money when you make a bad choice.
One time, I sat with a client and let my own judgment get in the way. I was like, “I don’t know if this person can succeed, but he’s ready to sign up for my $100,000 program.” I was the one who had to pause.
I said, “I want to have a second conversation with you.”
He walked up to me and said, “I’m ready to do this.”
I realized in this moment he was ready. Then I felt truthful that he could go out there and do it.
This person has really pleasantly surprised me, and I’m embarrassed to say I ever doubted him. He made over $15,000 in sales within 30 days of joining our program.
This is just really powerful stuff for each person to come to the table with free choice, and both parties are choosing.
It’s this acknowledgment that the process is a two-way street.
4. Boost Your Social Proof
Social credibility can come one of two ways.
You can just sit there with people and you can tell them how much money you’ve made. If you’re in the health business, you can tell them how great you are and how many lives you’ve transformed and changed. If you’re a coach, you can tell them all about your success with different clients. You can tell all about your results.
There’s nothing wrong with it when it comes to the principles of persuasion and being authentic. I just don’t think it paints the whole picture.
I believe social credibility becomes powerful when you lead with transparency and vulnerability. You’ve heard me talk about how your personal story creates vulnerability and connection with a client.
I think in a networking session, it’s our job to be vulnerable and honest with people, not just share the results that look so great. We also need to share the things that don’t look so great, the challenges, and the pit moments we’ve been through.
I like to connect with people in a networking session and tell them a bit about my story. I can also just drop in, and if I’m talking to somebody, I’ll say, “Yeah, I struggled with just not feeling worthy and good enough in my life, so I know what it’s like to go on a journey and want something and to have those feelings.”
What I’m doing right there is I’m creating social credibility by being honest and transparent and being very vulnerable with somebody. I’m also creating a connection that when I get to the enrollment conversation, I’ve already established and opened up a relationship to where they can be real and honest with me.
It’s one of the persuasion techniques you should never forget. When it gets to the money conversation and somebody’s going to say yes to you and their vision and dreams, they may just give you a smoke screen. They will not tell you the truth about why they’re not doing your program or why they’re objecting to your product.
But there’s a way to reverse that. The more I go into the depth of being open and honest with who I am and my fears, the more they’re going to be open and honest with who they are. This persuasion technique keeps things authentic and lets you connect with people on that kind of level.
Be one of the persuasive people during networking conversations. Be open and honest. Share both sides of the story.
You marry the results of your journey with building the credibility and displaying your vulnerability, and you have a winning formula. To me, that’s real social credibility.
I encourage you to share your whole story even if you’re not confident in your next networking session. Create an emotional appeal, which is one of the most effective persuasion techniques.
5. Be An Honest Expert Persuader By Being Price Transparent
Enroll your clients by delivering incredible value – it’s that simple. pic.twitter.com/jf7VM4qPfD
— Ted McGrath (@ted_mcgrath) October 25, 2017
One of the persuasion techniques, when you reach the enrollment conversation, is price transparency.
No, it has nothing to do with the actual price but rather the value of what you’re offering.
I just sold on somebody’s stage recently. I made an offer for one of my programs using my persuasive speech, “The value of this program is $4,997 or $5,000. But it’s not what the price is. The price could be that. Also, I’m going to give you special pricing and bonuses today in this seminar room for taking action [which is true].”
Isn’t it too expensive? You may ask. Well, let me ask you this question: what’s the worth of being able to transform and teach people to be more authentic?
Another: what’s the worth of having a real message for your business?
Lastly: how much should it be worth when you have a story that keeps getting customer attention?
For me, my story’s been worth millions. But new people won’t understand or see value in that, so I start with how much they’re willing to pay for my program, which is $5,000.
Giving them a special price is part of the transparency. It tells them they’re paying less than what’s it’s actually worth.
But it also benefits you. You can enroll 20 or 30 people and bring in $60,000 in revenue. You bring in not only money but also new clients.
To earn more, you can lead them into your future programs, which will create a deeper transformation.
I’ve mentioned this technique is great during an enrollment conversation. Will it work during a networking session? The answer is yes.
It’s normal for people to approach and ask me, “What’s the investment?” or “What’s the expense?” When they ask that question, they’re really coming from a place of scarcity.
This is how I usually answer it: “The value to work with me one on one is a million dollars. I really feel this and know this to be true.
“Let me tell you about one of my clients, Brandon Hawk. He started off in this business as a pastor, and he was making $60,0000 a year, but he didn’t know how to sell at all. He didn’t know what his message was or how to do seminars.
“But in 18 months, he was able to do a million dollars in sales. So for me, I feel like even for a brand-new person, the value of working with me one on one is a million dollars.
“But the price I usually ask people as a start is less than that. I am just saying one day my pricing is going to be a million dollars.”
Sometimes I say, “That’s something we can talk about because there are many different options to work with me.” I usually use this if I’m not even sure I’m going to work with the person one on one. Maybe they’re from my group program or my entry-level program.
Talking about money and pricing can suddenly change conversations into awkward situations. It can also be intimidating. However, it’s a way for you to weed out.
Before I end my discussion on persuasive techniques, let me give you a challenge: in your next networking session, try them. Pick one of the five techniques, come back, and talk about what the experience was like.
Are you ready to try these persuasion techniques? Then write down your commitments below and the strategies you want to use.
Editor’s Note: This post was originally published in February 2018 and has been updated for quality and relevancy.