Revealed: the most important influence tactic
Today I had lunch with a buddy of mine who is a fund manager here in Brazil.
He was telling me that they have investment bonds here that guarantee 10-15% and that some of the government bonds offer a tax exemption as well.
He described how stuff works with the B3 (Brazilian stock exchange), the expected returns and how news from the US impacts the market here.
Cool story bro, but what the heck does that have to do with me, and my speaking abilities?
Besides the obvious one that I blabber on about all the time, that we simply don’t know what we don’t know…
… it was a reminder that everyone has their own reality — their unique world.
His reality (on this subject) is completely different than mine, even though we’re living in the same country and governed by the same laws.
We tend to assume that everyone lives in the same world as us. That they think the same we do. Which couldn’t be further than the truth.
Perhaps, it’s ok to assume this way when searching for friends or a mate but as an influencer (or as a marketer), you would be best served thinking from your audience/prospect’s perspective.
In fact, make it a priority to nurture and develop the ability to step into your prospect’s world. So you can …
… talk about things the matter to them
… describe situations that make them say, “wow, he/she is just like me”
… show them that you TRULY understand their problems and are best qualified to solve them.
As Tony Robbins says, “if you want to influence somebody, find out what already influences them”
… talk about their problems in details
… use their words and lingo
… have empathy for their fears
In influence, I don’t know if a more important factor exists than rapport. The idea of rapport is to make people like you. And who do you like most? The people that you think are most like you.
Learn more about Rapport Building plus other aspects of the art and science of influence and how it pertains to public speaking, at our 3 day intensive, called Influencing from the Front for Chiropractors.
Here’s where you get more information:
Onward and upward,
The Speaking Company
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