People sometimes buy things that will benefit themselves or other people. Bearing this in mind, it can be helpful to describe a possible way forwards by showing the positive benefits.
Some people may then choose to follow the possible path and get the benefits. Some people will choose to stay on the path they are already on because, in their minds, this also produces benefits. The reality is:
Many people are more likely to choose to follow another possible route
if they believe it will produce more benefits than their present route.
There are several ways to, as far as possible, make a potential way forwards attractive to people. One approach is to present it in a way that is personal, practical and, in the widest sense, profitable.
Here is an overview of these themes. You will, of course, follow this approach in your own way.
Much depends, of course, on the person or the group of people to whom you may be presenting a possible way forwards. Let’s look at some examples.
A person may only choose to adopt a healthier lifestyle if they see how this may benefit them or other people. They may want to see their grandchildren grow up, live longer or achieve another goal.
A company may only choose to follow a particular strategy if it can see the benefits. They may do so if it can help them to make more profit, retain their key people or achieve another goal.
A country may only choose to be serious about pursuing renewable energy if its leaders can see the benefits. They may do so if it can reduce energy prices, improve their energy security or achieve another goal.
As described earlier, they are many ways to present possible ways forward. Whilst you may do your best to share an idea, it can also be important:
To make sure you understand the person’s world – or the group of people’s world – the challenges they face and their possible goals;
To position the possible way forwards in an attractive way that increases the chances of them seeing the benefits for themselves or other people;
To accept that, in some situations, it will often be up to them whether they want to pursue this possible way forwards.
Let’s return to your own life and work. Looking ahead, can you think of a situation where you may want to follow elements of this approach? How can you do this in your own way?
If you wish, try tackling the exercise on this theme. This invites you to complete the following sentences.
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