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Secrets to Success
Deborah Cole Micek
and John-Paul Micek
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No. 1 rule of influence is keep promises
Part two of a two-part series
IF you had the choice between hiring someone you don't quite trust, even though they "look impressive on paper," versus hiring someone who doesn't look like the ideal candidate on paper, but you have a good feeling about that person's integrity, whom would you choose?
Nine out of 10 people pick the person they can trust.
An independent study of a corporation whose team had decided "on paper" to hire one company over another proved this theory. Once the team met the competing leaders, the team did a complete 180 on their decision, and went with the other company.
We think we make purchasing decisions based on logic. But in reality, we make our decisions on a subconscious level, a more emotional level, then we justify our decision using logic.
Last week we explored a case study where Keiko met with two contractors separately. She had to decide who would get the job to renovate her kitchen
Most people seem surprised to learn that Keiko chose contractor No. 1 who had a much higher bid, and admitted he couldn't meet her deadline for the project. On paper, it seems the logical decision would be to go with the bid that falls within budget, and with a contractor who promised to meet her deadline.
Keiko just couldn't trust contractor No. 2, even though he "said" he could meet her deadline. "He missed his appointment and didn't call back until much later," she explained. "He also didn't ask as many questions about the job as the first contractor did. That leads me to believe that the second contractor was just making promises he couldn't deliver."
She felt that the first contractor actually took the time to really get a feel for what the project would entail, and gave her an accurate estimate of when the project would be completed - with no surprises when the bill came.
Making promises based on what you think someone wants to hear will never influence your listener in the long run - especially if they simply don't believe you.
The No. 1 Law of Influence is "Do What You Say You Will Do." Being true to your word, doing what you say you will do, and acting with a sense of honor and integrity is the most important law of influence. All other strategies are built on this.
Once you break a promise to a client (or a vendor) you'll be on shaky ground. Even if it seems like a small issue, you'll look flaky and unreliable. People want consistency - especially when shelling out their hard-earned money to you.
Being true to your word is how you'll be judged. It will determine your success in influencing your clients, neighbors and friends.
John-Paul Micek is the lead business coach at RPM Success Group Inc. Reach him at
JPM@RPMsuccess.com or toll-free at (888) 334-8151.
Deborah Cole Micek, chief executive officer of RPM Success Group, is a business success coach and life strategist. Reach her at
DCM@RPMsuccess.com or toll-free at (888) 334-8151.