B.O. – usually a bad thing.
But it can help you influence people. Or, at least, it can where B.O. stands for:
- B = Benefits – explain why your idea will benefit the other person (better than them not knowing how they benefit); and
- O = Options – give them 2-3 options for how they can accept your idea (better than giving them a yes/no choice – they might say “no”)
Example #1:
- Benefit – “I want to free-up some time for you, by taking some meetings out of your calendar …”
- Options – “… would you prefer to miss Meeting A or B? Maybe both?”
Example #2:
- Benefit – “let’s have another meeting, to agree how I can help you increase your sales …”
- Options – “… when’s good for you? Later this week, or early next?”
Example #3:
“It’s nearly time for your favourite bedtime story. Do you want to go upstairs now, or do you want to stay up for another five minutes?”
(I have used this last one with all my children – I’m surprised by how often it works! And if I can convince them to go to bed … you can convince anyone to do anything)
So, let’s end this week’s Tip with a question…
B.O. will save you lots of time and hassle. Will you use it in your first meeting today, or your first phone call?
Action Point
Identify your next communication, where it is important you get a ‘yes’. If B.O. might help you get that ‘yes’, use it!