Build Enthusiasm (using The 3Ps)

What’s your #1 goal, that involves other people? A payrise, promotion, new job, new customer…

Well, this Tip is a proven way to help you nail it. 

I love it.

Here goes…

To succeed, you need others to share your enthusiasm about it.

But the traditional approach – talking enthusiastically, and hoping others join in – rarely works. They just don’t care as much as you do.

Instead, to build their enthusiasm, use the 3Ps:

• Priority
• Proof
• Passion

In more detail…

#1 Priority

• This follows The Golden Rule of Engagement: ‘find what the other person’s interested in – and then talk about that’
• So, start with their #1 priority.  What’s important to them
• For example, if you’re talking to someone whose #1 priority is to free-up time, you could start by saying “You know how you need to free-up time? Well, I’ve got something that will help with that”
• They’re already engaged – because you’re talking about what matters to them

#2 Proof

• Now, prove that your goal/topic will help them achieve their #1 priority
• Example: if you want them excited about your new strategy, link it to how it’ll help them achieve their priority of saving time
• Maybe this: “I’ve devised a new way of working, which will free-up lots of time for you – maybe as much as a half-day every week”
• Now they’re really listening! They’ll reply ‘What is it?’ … which I hear as ‘I’m excited to hear about your topic’
• And we can now explain our new strategy to them, continually emphasising how it’ll help them save time

#3 Passion

• Deliver all this with passion. After all, if we care about it, they might. If we don’t, they definitely won’t
• Passionately talk about it. Passionately ask questions. Passionately respond to their questions
• We want the right amount of passion.  Not over-the-top and irritating.  But not under-the-top and passion-free

Does it work? Well, my three top paragraphs used these 3Ps…

Action Point

Find the #1 thing you need others to be more enthusiastic about. And use the 3Ps, to inspire, impress and influence them.

(The ‘P’ that most people omit is the first one – starting with their ‘priority’. But if we don’t start with what they care about, why should they listen to what we care about?)