Leverage is the power of influence to change behavior and gain an objective or advantage. Archimedes famously observed, “Give me a lever and I can move the world,”
How do you gain leverage today? How do you convey your value to buyers in a manner conducive to gaining trust and securing their business and building your revenues? Here are some techniques you may want to consider:
- Use examples. Cite areas where your ideas are being used to great competitive advantage (or where they aren’t being used to great detriment). If your point is that employees aren’t “resigning” today but rather “escaping” bad bosses, show that companies with ombudsmen have far lower attrition rate. (You see, I just used an example.)
- Apply comparisons. Your fees are tiny compared to budgeted allocations for parking lot plowing and repair, office greenery maintenance, employee theft, breakage, discarded cafeteria food. Moreover, you’re providing an ROI many times the investment.
- Change the perspective. Of course the prospect has no budget for your services, because the prospect was completely unaware of you and your value until this meeting. But “budget” and “money” are two different constructs. A budget is an allocation of money, and money can be reallocated if there is a better return on its investment—which is what you provide. True buyers can reallocate money and change existing budgets.
- Provide immediate value. Don’t consult for free, but suggest that providing remote workers with instructions on how to manage their day is far less productive than providing them with the results expected of them by day or week or month or project. When the buyer asks, “How would be do that?” reply that if you could ask a few more questions you could have a proposal in front of the buyer in 24 hours.
- And that leads us to speed. Speed is as important as content today, in a volatile and tumultuous world. If you can demonstrate that you can solve a problem or implement innovation imperfectly but rapidly, it’s far better than a futile attempt to do it perfectly over a long time period. Success, not perfection, is the key leverage point today.
Those are some ideas for your “lever.” If you employ them well and with confidence, you can move your world.