12 Ways to Get People to Want to Do Business With You
By Mark Ford
Here are 12 ways you can become more charismatic and get more out of all your business relationships. Most of them are based on the principles identified by Robert Cialdini in his book Influence: The Psychology of Persuasion.
1. People tend to do business with people they like. So behave in a way that makes you likable. Be polite and patient. Avoid being crude, rude, gruff, or impatient.
2. People are attracted to people who keep their word. That means when you make a promise, do exactly what you promised. Do it by the deadline you promised – or sooner.
3. People trust people who have their best interests at heart. They will think you have their best interests at heart when you give them advice that benefits them more than it benefits you.
4. People want to do business with people who are experts in their fields. So first, you need to actually become an expert in your field through practice, research, training, education, and study. Then you need to do things (such as writing articles and books or giving speeches) that demonstrate your expertise to potential customers and business associates.
5. People feel comfortable giving money to people who are honest, ethical, and aboveboard. So don’t lie in your marketing materials (or elsewhere). Telling the truth is much more effective.
6. People are attracted to people who are physically attractive or at least not physically repulsive. So eat right. Exercise. Stay fit. Be well-groomed. Dress well. And pay attention to your personal hygiene.
7. People feel better with people who seem to be “real.” The best way to show that you’re a regular guy is to be cordial, friendly, and genuinely interested in others. Instead of talking about yourself, ask about them. Ask about their company, their job, their industry, even their family and hobbies.
8. People respond to people who listen and pay attention to what they are saying. Remember the old cliché: You have two ears and one mouth because you should listen twice as much as you talk.
9. People feel comfortable with people who are like them. The trick here is to identify one thing you have in common with the other person. It could be gold, kids, pets, or anything else. Then, use that to cement a bond between you.
10. People are attracted to people who are humble. So don’t be a braggart. And never discuss how much money you make.
11. People are impressed by people who seem busy. That’s why you should never tell a prospective customer that things are slow and you really need his business. Think about doctors. How would you feel if you walked into a doctor’s office and you were the only patient? Wouldn’t you wonder how good he was? As much as you hate it when you have to sit there and wait, don’t you feel more assured when a doctor’s waiting room is packed? Of course, you do.
12. People want to be surrounded by helpful people – people who make their lives easier and save them time. They also prefer to deal with people who are flexible and accommodating, not rigid and difficult.