How to convince risk-averse people

Last week was fun! I was down in Ōtautahi Christchurch to MC an un-conference for communications professionals. If you've never attended an un-conference, it's where there's:

no set agenda,
no speakers, and
no pre-prepared content.

Instead, the attendees suggest topics or activities on the day. As the MC, my role was to create structure for the spontaneous conversations to emerge.

One of the most popular sessions was called "How to convince risk-averse people about the value of communications".

I listened with interest as people spoke about being ignored, laughed at and treated like an annoying pest.

It got me pondering...

Why is it so hard to convince a risk-averse person?

The real problem is that you're talking different languages.

You might be speaking the language of empowerment; they might be speaking the language of efficiency. This means they aren't hearing what you think you're saying.

You might say: Let's talk to the community early so they can shape this project and make sure it meets their needs.

But they hear: This is going to take ages and the entire project is going to get railroaded by random, uninformed community ideas. 😆

So what can we do?

Well, there's a wonderful saying that I learned from a sales coach way back in the day...

"Sell them what they want, give them what they need"

The kid in this hilarious 60 second video pretty much nails it.

To convince a risk-averse person, we have to give them what they want.

Perhaps they want certainty?

Safety?

Clarity?

I don't know. And neither do you, until you ask.

Ask the right questions to figure out what's important to them. Then - and only then - can you begin to considering exploring the value of your idea or perspective. Only then can you speak their language.

If that sounds easier said than done, flick me an email and we can brainstorm some tactics for your situation.

Thanks for reading.

And remember - you matter, and so does your work,

Paul

P.S. I've still got spaces left for Friday's L and a job offer in 90 days webinar if you'd like to join? Just email me back and I'll send you the calendar invite.

P.P.S. I'm heading to New Plymouth, Wellington and Palmy North in the next few weeks. I've got some time in the diary while I'm there for connecting and complementary speaking at events. Email me back if that's of interest.