Sell Innovative Ideas
If you've ever tried to pitch a unique and innovative idea, you're probably familiar with corporate reluctance to take on revolutionary projects. Clients and investors are wary when it comes to anything new and untested, and for good reason: without data from previous implementations, they're forced to speculate on matters of cost, effectiveness, and market appeal. On the other hand, industry stagnates without innovation, and every company wants to be on the cutting edge. So, what's the best way to ensure that your potential client sees dollar signs rather than risks?
One of the most popular methods is explained in the bestselling book The 48 Laws of Power, written by Robert Greene. Greene explains that power, as well as catering to those in power, is the best way to get ahead in the business world. He goes on to describe 48 rules that he believes will lead to success, including manipulation through flattery. While this can be successful in a limited number of situations, most people are able to detect ulterior motives and resent the disingenuous-ness. Respect is a vital part of forging business relationships, but there's a difference between respect and blind flattery.
Broadcast
When you broadcast a new and innovative idea, it's important to adapt to the specific interests of your audience. Properly communicating your project is crucial to its success, and although books like The 48 Laws can lead you to believe that every individual shares a common goal, a single approach is unlikely to work in every situation and can even sabotage your presentation.
In reality, people have a wide variety of desires and motivations, and when you are able to customize your communication style to appeal to specific personality types, your efforts are far more likely to result in a positive outcome.
Consider Your Audience
LIFO®, a foundational performance improvement method that provides strategies for greater personal productivity, increased influence with key people, and more effective teamwork,has a different take on interpersonal relationships in the corporate world. By identifying four distinct personal preference styles and describing how you can adapt to their needs, it gives you a distinct advantage over those who employ a one-size-fits-all business philosophy.
The Four styles are:
- Supporting Giving - These people are most comfortable when they feel that everyone is 'doing their part." They work well in teams, enjoy problem solving, and feel a strong desire to be trusted.
- Controlling Taking - These people prioritize the ability to complete tasks in a timely and efficient manner. They love challenges, don't shy away from confrontation, appreciate initiative, and rely on their instincts in matters of risk-management.
- Conserving Holding - These people's detail-oriented personalities work in their favor as they strive to minimize risk and maximize potential by accounting for every variable. They value planning and structure, and respond well to facts and rules.
- Adapting Dealing - These people believe in most strongly in success through collaboration. They are positive and optimistic, appreciate the value of diverse viewpoints and personal preference styles, and are skilled at adjusting their behavior to fit the needs of their clients or coworkers.
When you're preparing to sell your innovative project, use the LIFO® method to ensure that every member of your audience appreciates its unique appeal. By understanding and accounting for the subtleties of potential clients, you'll easily bypass what many others find to be a common stumbling block on the path to success.
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