Making sure others are aware of your expertise takes some basic communication skill. But we live in an age when more work is being done by global and virtual teams. That means you may not have many opportunities to demonstrate your expertise face-to-face.
However, it can be harder to “sell” your expertise convincingly when you showcase it through email, online technologies, wikis, social media, and so forth. That’s because others can’t see your facial expressions or body language and, in some cases, can’t hear your tone of voice. However, these nonverbal aspects of communication can often help you convey your credentials or endorsements with modesty and humility.
Here are some useful approaches when you have to rely on technology to establish your expertise:
- Provide quick updates on your achievements. Use short emails, text messages, social media posts, or blog entries to update others on your achievements relevant to ideas you’re proposing or your achievements.
- Make it personal. Avoiding using mass emails and other impersonal communications to let people know of recent achievements that speak to your expertise because by then you just spamming. Something like “Check out the article I just published in Personalgrowth!” may make others conclude that you only see them as business contacts for your own personal interest, not as individuals. Instead, tailor your messages to the recipients by addressing them by name and acknowledging something unique about your relationship with them.
People see you as having expertise when you are clearly knowledgeable about your ideas, make reasonable judgment calls, and accumulate a history of successes. However, establishing your expertise isn’t something you do only when you have a specific persuasion goal in mind but you need to do so on an ongoing basis when opportunities arise.
In order to establish your expertise, you would need to do the following when appropriate opportunity arises.
- Research your ideas.
- Get firsthand experience.
- Cite trusted sources.
- Prove your idea’s merit through a pilot project.
- Make your credentials known.
- Gather endorsements.
- Hire independent specialists.
Your intentions can make a difference in how well you build trust with others. People won’t believe you will do the right thing unless they’re convinced you genuinely want to do it.
Therefore in order to communicate your good intentions:
When people trust you, they’re more inclined to accept your ideas. That’s because they see you as believable, well informed, and sincere. They believe you have their best interests at heart. They perceive that you’re open to ideas, but not gullible and you’re someone who weighs things objectively and thoughtfully, not impulsively. Finally, they believe that you’re honest and reliable.
Therefore, in order to earn others’ trust:
- Be sincere. Demonstrate your genuine belief that your ideas are worth others’ time and attention. And make sure that your sincerity is not fake, you need to actually really care for others.
- Build a track record of trustworthiness. Follow through on promises and commitments you’ve made. When people see that you’ve delivered on promises in the past, you earn a reputation for trustworthiness.”
- Respect others. Share or give credit to those who contribute good ideas. Respect is earn not demanded, yes, but it is also reciprocating aspect of our life which mean, you earn respect by giving others a fair amount of your respect first. Therefore, always show some respect to everyone.
- Encourage exploration of ideas. Value others’ ideas. Listen to people’s concerns, encourage dialogue, and demonstrate your openness to their perspectives. Here, I would recommend the 2-minutes rule, that is give everyone whom want to share their opinions or ideas for a minimum of 2-minutes without interruption.
- Put others’ best interests first. When people believe you have their interests at heart, they tend to trust you and your ideas more.
- Acknowledge your flaws. When you own up to your shortcomings, people see you as truthful and therefore trustworthy. That’s because many people assume that most individuals want to conceal their faults.
These practices presume that you have a relationship with those you want to persuade for example, as a colleague, boss, partner, or customer. Such relationships provide opportunities to develop trust over time.
But in some cases, you’ll be seeking to persuade strangers, or people to whom you’ll have only one exposure. In these situations, you’ll need to show that you have a record of being trustworthy.
What is Credibility? Credibility is the quality, capability, or power to elicit belief. And it’s the cornerstone of persuasion. That’s because when others see you as credible, they’re more likely to commit time or resources to your idea or proposal.
First, you need to establish your credibility on these two fronts:
- You as a person. Credible people are seen by others as believable, trustworthy, sincere, and well informed. For instance, you show that you understand all the implications of a new offering you’re recommending because you’ve carefully researched target markets, customer interest, and the competition. And your past actions show that you consistently and thoroughly research your ideas before presenting them.
- Your ideas. Credible ideas are sound, reasonable and well backed by facts. For example, the idea you propose for a new offering makes sense, given current market conditions and your organization’s business strategy.
For you and your ideas to be seen as credible, you need to earn others’ trust and establish your expertise.
You can think of credibility in terms of this formula:
Credibility = Trust + Expertise
The more trust you earn and the more expertise you establish, the more credible you and your ideas become and the more persuasive you can be.
It never to late to establish trust and start building your expertise.
In order to persuade others effectively, you need to position an idea, approach, or solution in a way that appeals to the people affected by it. To do so, you have to win their minds by making a rational case for your position using facts, expert opinions, and actual examples.
But you also need to win their hearts by presenting information in a way that appeals to their basic human emotions, such as the desire to be a team player or the passion to succeed or in other words, knowing which button to push.
Therefore to do all this, you need to master these elements of persuasion:
- Build credibility. Build your credibility by earning others’ trust and establishing your expertise and having a good track records.
- Find common ground. Describe the benefits of the position you’re advocating in terms of what you and others value such as increased revenues that could fund initiatives important to your department and others.
- Provide supporting information. Reinforce your position with compelling data, stories, examples, and images. However, please do not sugar-coat your position so much so that fulfilling the promises is impossible. Example of such persuasion is seen all too often in election manifestos.
Understand human emotion. Understand the people you want to persuade, and connect with them on an emotional level. Human is an emotional being, so much so that leadership and civilization could be defined as intelligent management of human emotions.
Effective persuaders have the power to:
Don’t simply fall victim into easy money!
- Victims received a phone call or SMS notifying them that they have won a lucky draw
- Victims are asked to make payment upfront to claim the prize
- They started by asking a small amount of money in comparison with the amount ‘won’
- Additional ‘processing fees’ are requested for and victims are always promised that it would be the last payment before prize can be claimed.
Make sure you:
- Do not remit any payment
- Ignore the calls or text messages
- Verify and report the case to the Police if it is possibly a scam
Check before you transact. Don’t take the bait. Don’t be a fool. Smart-up.
What is persuasion? Persuasion is a process which enables you to change or reinforce others’ attitudes, opinions, or behaviors.
Persuasion can be used for
- A single event. For example, you present a business case for a new product idea to a group of decision makers, hoping they’ll approve funding to develop the product.
- Over time. Sometimes you’ll need to conduct a campaign that has different stages, unfolds over time, and involves the input of multiple people. In your role as manager, you’ll frequently need to convince individuals and groups of the value of your ideas and persuade them to support those ideas.
You might know the people you’re trying to persuade well, or they might be complete strangers. Or perhaps they’re acquaintances, falling somewhere in between. Whatever the case, how well you know them and they you will affect how you approach your persuasion challenge.
Finally, persuasion blends art and science:
In summary persuasion, the ability to influence others.
First, we need to recognize and acknowledge that a development plan is an important tool for achieving professional growth. Everyone can benefit from identifying ways to improve their job performance and to reach short- and long-term career goals. This usually and preferably done in a periodic basis with or without their direct superior.
If you are in a managerial position, when you meet with an subordinate to discuss a development plan, begin by asking him or her to propose ways to close any performance gaps or to build new skills. This will make the person more responsible for and committed to the plan. As your subordinate offers the proposal, suggest ideas for strengthening it.
If the subordinate doesn’t come up with a proposal, take a more active approach. Be sure to specify ways in which you can support the subordinate and provide resources that will help to improve performance. The desired outcome is a plan that you both agree with and that the subordinate can commit to pursuing.
A thorough development plan includes:
- Specific goals
- Action steps
- Expected outcomes
- Training or practice that needs to occur
Also, it is better is a tracking mechanism is in place in order to monitor the progress made. Yes, majority of the article deals with the role of manager, but as Jim Rohn suggest, go to work everyday to work primarily on yourself.