Why People Are Not Convinced By Your Genuinely Brilliant Ideas

Featured Video Play Icon

I keep falling foul of this one.

And every time I do, it’s like oooohh (head slap)… It’s so basic.

But actually, I’d say, no exaggeration, probably about 98% of people make this exact same mistake.

And I’ll give you a great example of exactly what happened to me a few weeks ago that shows how effective this strategy can be to you.

You probably realized and you realized at a very young age, that if you want to get anything big done in life, you need other people to buy into what it is that you’re doing.

You need to be able to convince them.

You need to be able to have them rallying your cause.

If you can do that, the world’s your oyster.

In fact, that’s the way most people get really great careers – they manage to get their team together, inspire them, and they do great work.

People say, “Do you know what, that person there can do really well managing teams. Let’s give them more people and then more people and then more people.”

That’s essentially the way a career works – convincing people to buy into your genuinely brilliant ideas and help you get them to reality.

You Need To Get People to Buy In

What We’re Doing Wrong

The problem is that most of us just don’t do this very well.

We usually try and create a convincing argument.

So, I want to convince you that my brilliant idea is great.

So what I do is, I’ll have a convincing argument, I’ll have a list of all the reasons why this is great.

And typically it works along the lines of, “Hey, I’ve got this great idea. Have a look at all the benefits.” And at the end of this, you’re hoping to blow them away because they’re going to go, “Wow”.

There are so many benefits to this. You are so right. Your idea is so brilliantly genuine. I have to do it”.

And, yes, I convinced them. Great.

That is how most of us try and convince someone and how we try and get our ideas across.

That’s exactly what we shouldn’t be doing.

And how do I know this?

 

My Irritation

Because, actually, three weeks ago I fell foul of this again.

The occasion? Really simple.

Rolling out this really cool system for travel and entertainment expenses. If you do a lot of travelling, you’ll know all about this.

Before you travel, you have to book your flights and the hotel.

And then you go off travelling. Then you’ve got to order your meals and, hopefully, buy a beer or two.

But you have to have some way of booking all of this, and then getting all your expenses back from the company.

And typically, it looks like a bit of a mess. In our company, it looked like a complete mess.

You had to get approval, manual approval, with e-mails back and forth. And then, if it was expensive, you needed to get a cash advance – fill out another form…. sign your life away – I will give back whatever I don’t use.

And then you book your flight with the travel agent, usually on a inconvenient flight that you didn’t want anyway.

And hopefully you get the hotel you wanted, one that you’re able to use your air miles on. If not, tough.

And then you actually get there, and pay for your taxi. If it’s on your own credit card, you’ve got to get the receipt as well.

If you lose that receipt, you’re out of pocket. You know the game.

So your travel should be about you getting there and meeting people. But actually, more often than not, it’s about …where’s that expense? Where’s that receipt? Did I ask for the check? Oh, I’ve just paid the tip out of that cash and I didn’t get a…oh…. you know.

And then, you come back.

And with us, it was a big spreadsheet. You have to fill in what’s on this day and that day.

If it’s all in US dollar or Euros, brilliant. If I actually spent money in two different currencies, well then it’s a whole other process to go and find out what exchange rate to use.

And then I have to staple all my receipts to it, in date order, of course, and then I’d send them away. And then Joe from Accounts phones and asks about your expenses on this date. What expense? On this date about such and such… Oh, yeah, yeah, yeah.

It’s wrong. Very frustrating, very, very frustrating.

 

My Genuinely Brilliant Idea

Anyway, I had a brainwave.

I devised a new system. It was going to get rid of all of that hassle. Just get rid of it all. And so easy.

Staff were just going to get a new card and use this card and almost everything else is automatic.

I produced my presentation. Remember all of these things you’ve got to do? And I had over 30 of them. Guess what? I’m going to make them all go away for you. And all you’ve got to do is just use this card. It’s going to be brilliant, this magic system.

So, I was expecting everyone  to jump up and down and say, “This is brilliant. I want it now!”

Not a bit. Not a bit at all.

I had, “Um. What do I do with my old card? What happens if this…? What happens if that…?”

And I said “No, no, it’s no problem.”

It basically came down to, “No, it’s too good to be true”, “No, I know what it is that I’m doing. I’m fine”.

I just couldn’t believe it. I had made the most Convincing Argument ever.

This was as close as you get to black and white, you want do this, that I think I’d ever had to do.

Compelling Offers Are Way Better Than Convincing Arguments

My Compelling Offer

And then it dawned on me.

I shouldn’t have been focussed on producing a convincing argument.

That was the wrong thing to do. What I should have been doing was focusing on creating a Compelling Offer.

So what do I mean by compelling offer?

Compelling offer is something that, I just say it to you, if I say to you, “Hey, hey Bill. Do want a thousand euro?” You go, “Well, are there any catches?”, “No catches”, “Yes, give me the thousand euro.” Done.

That’s a compelling offer.

Why? Because we all like to have a bit of money because we know what we’re going to do with it.

And the best description I ever had of compelling offer was from a marketing guy. He said to me, you know, the difference between a convincing argument and a compelling offer, think about a mouse. You put a mouse in a pipe. And you want the mouse to go right down to the end.

Now there are only two things a mouse ever thinks about. It’s: where is the cheese and avoid the cat.

In order to get the mouse to go to the end, where you want it to, you could go down the convincing argument route. You could go into training and show him how to do this. You could spend months training the mouse and then you get your friends around, who would be very impressed.

Or, you could put a block of cheese at that end and a cat at the other end and just put the mouse in.

Compelling offer.

What you’re doing is you’re offering the cheese and the cat.

You don’t have to train them anymore on this.

It’s so compelling, the mouse will always do it.

That’s what I needed to do on my travel and expense idea.

My compelling offer was dead simple. It was: guys, want to travel? Use this card. Any problems? Speak to your manager. Don’t travel.

Everyone wanted to stay employed. Everyone signed up for the card.

It was great. They got all the benefits that I tried to convince them in advance.

They actually got to experience them in real life. It went a dream.

Convincing Arguments Don't Work, Compelling Offers Do

Your Challenge

So, think about your brilliant ideas that you’re trying to, at the moment, convince someone about.

And think about how do you change it around?

How do you change it so it’s a compelling offer?

Something that they will absolutely grab.

In my situation, okay, I used the chain of command, “you will do this or else you’re not going to get funded”.

But that is a compelling offer.

Look to see how you can create the compelling offer for your brilliant idea.

Because if you can do that rather than trying to convince someone, your idea will fly and will get traction so much quicker.

See you next week.

 

If you haven’t already done so, be sure and sign up for my FREE insights and training on how to Master Your Income. And if you’re a podcast person you can subscribe to the Career Hacker iTunes podcast.

If You Can Convince Others, The World's Your Oyster

 

How To Build Really Great Careers

 

Create a Compelling Offer For Your Brilliant Idea

 

Convince Others And Have Them Rallying Your Cause

 

 

Transcription

(In case you don’t understand my Irish accent)

Hi. I’m Keith McEvoy, CEO of Success That Works and Founder of SuperCharge Academy.

Right so I’ve got a real cool thing for you today.

This is one that…I know this, right, and I keep falling foul of it.

And every time I do, it’s like oooohh (head slap)… It’s so basic.

But actually, I’d say, about, no exaggeration, probably about 98% of people make this exact same mistake.

And I’ll show you exactly, I’ll give you a great example of exactly what happened to me there a few weeks ago that shows how effective this strategy can be to you. Cause I don’t know about you, but you probably, let’s be honest, you probably realized and you realized at a very young age that if you want to get anything big done in life, you need other people to buy into what it is that you’re doing.

You need to be able to convince them. You need to be able to have them rallying your cause. And you need to be able to, basically, get them to do what it is that you want them to do, right?

If you can do that, the world’s your oyster. In fact, that’s the way most people get really great careers – is they manage to get their team together, inspire them, they do great work.

People say, “Do you know what, that person there can do really well managing teams. Let’s give them more people and then more people and then more people.” That’s essentially the way a career works – is convincing people that your genuinely brilliant ideas, not your mediocre ones, but your genuinely brilliant ideas which you have, you absolutely have, convincing other people to buy into those and help you get them to reality.

The problem is, yeah, that most of us just don’t do this very well.

And the problem is that we go down this route and what we try and do is we try and create a convincing argument.

So, I want to convince you that my brilliant idea is great. So what I do is, as this convincing argument, I’ll have a list of all the reasons why this is great and that it’s going to be great for you and how you want to do this.

And typically it works along the lines of, “Hey, I’ve got this great idea. Have a look at all the benefits.” And at the end of this, you’re going to blow them away cos they’re going to go, “Wow. There are so many benefits to this. You are so right. Your idea is so brilliantly genuine. I have to do it”. And, yeah, I convinced them. Great. That is how most of us try and convince someone and how we try and get our ideas across.

What I’m going to show you is, that’s exactly what we shouldn’t be doing.

And how do I know this?

Because, actually, even three weeks ago I fell foul of this again. The occasion? Really simple.

Rolling out this really cool system, it’s for travel and entertainment expenses. If you do a lot of travelling, you’ll know all about this.

It’s basically, you’ve got to book your flights and the hotel. And then you go off travelling. And then you’ve got to order your meals and buy, hopefully, buy a beer or two. But basically, you’ve got to have some way of booking all of this, and then getting all your expenses back, and then having the company pay for them.

And typically, yeah, it looks like a bit of a mess. In our company, it looked like a complete mess.

It was, basically, you’ll have to go and say, “This is where I’m going.” You’ll have to get approval, manual approval, e-mails back and forth. And then, if it was expensive, you want to get a cash advance. Fill out another form…approval. Get cash advance. Sign your life away – I will give whatever I don’t use back.

And then, as you book your flight with the travel agent, yeah, no, yeah, no. And eventually, they book you on the flight that you didn’t want anyway. And hotel, hopefully you got the hotel you wanted, one that you’re able to use your miles on. If not, tough.

And then you actually get there, paying for your taxi. If it’s on your own credit card, you’ve got to get the receipt as well. If you lose that receipt, you’re out of pocket.

You know the game.

So your actual travel is quite… It should be about you getting there and meeting people.

But actually, more often than not, it’s about oh, where’s that expense? Where’s that receipt? Did I ask for the check? Oh, I’ve just paid the tip out of that and I didn’t get a…oh…. you know.

And then, you come back. And with us, it was a big spreadsheet. You have to fill in what’s on this day and that day. If it’s all in US dollar or Euros, brilliant. If I actually spent money in two different currencies, well then it’s a whole other process to go and find out what exchange rate to use.

And then I have to staple all my receipts to it, in date order, of course, and then I’d send them away. And then Joe from Accounts phones and says expenses on this date. What expense? On this date about such and such… Oh, yeah, yeah, yeah. It’s wrong. Oh, very frustrating, very, very frustrating.

Anyway, I had a brainwave.

New system coming in. It was going to get rid of all of that hassle. Just get rid of it all. And so easy.

They were just going to get a new card and use this card and almost everything else is automatic. So, great thing so.

Produced my presentation. Remember all of these things you’ve got to do? And I had over 30 of them. Yeah? Guess what? I’m going to make them all go away for you. And all you’ve got to do is just use this card. It’s going to be brilliant, this magic system. Right.

So, I was expecting everyone jumping up and down, going, “This is brilliant. I want it now!”

Not a bit. Not a bit at all.

I had, “Um. What do I do with my old card? What happens if this…? What happens if that…?” And I said “No, no, it’s no problem.” It basically came down to, “No, it’s too good to be true”, “No, I know what it is that I’m doing. I’m fine”. I was just like, I couldn’t believe it. I was just left standing there.

I had made the most convincing argument ever.

This was, it was as close as you get to black and white, you want to do this, that I think I’d ever had to do.

And then it dawned on me.

I shouldn’t have been focussed on producing a convincing argument. That was the wrong thing to do. What I should have been doing was focusing on creating a compelling offer.

So what do I mean by compelling offer?

Compelling offer is something that, I just say it to you, if I say to you, “Hey, hey Bill. Do want a thousand euro?” You go, “Well, are there any catches?”, “No catches”, “Yes, give me the thousand euro.” Done.

That’s a compelling offer.

Why? Because we all like to have a bit of money because we know what we’re going to do with it.

And the best way, the best description I ever had of compelling offer was from a marketing guy. And he said to me you know, the difference between a convincing argument and a compelling offer, think about a mouse. You put a mouse on this pipe. And you want the mouse to go right down to the end. Okay? Now a mouse, right, there’s only two things a mouse ever thinks about. It’s: where is the cheese and avoid the cat.

Okay? Now, in order to get the mouse to, sort of, turn right and go up to the end, where you want to, well, you could go down the convincing argument route. You could go into training and show him how to do this and when they get to the end, a little pat and all of that type of stuff. Right? And you could spend months training the mouse and then you get your friends around, and go “look at my mouse”, put in the mouse and mouse will go…(fast whoosh sound)… and everyone says, “That’s brilliant. Well done”.

Or, you could put a block of cheese at that end and a cat at that end and just put the mouse in.. (faster whoosh sound).

Yeah? Compelling offer.

What you’re doing is you’re offering the cheese and the cat. You don’t have to train them anymore on this. It’s so compelling, the mouse will always do it.

That’s what I needed to do on my travel and expense thing. So my compelling offer was dead simple.

It’s guys, want to travel? Use this card. Any problems? Speak to your manager. Don’t travel. I want to be employed. Everyone signed up for the card. It’s great. They got all the benefits that I tried to convince them in advance. They actually got to experience them in real life. Went a dream.

So, think about what it is that you’re trying to, your brilliant ideas that you’re trying to, at the moment, convince someone about. And think about, how do you change it around? How do you change it so it’s a compelling offer?

Something that actually, they will absolutely grab. In my situation, okay, I used the chain of command, “you will do this or else you’re not going to get funded”. But that is a compelling offer. Yeah?

And, but look to see how you can create the compelling offer for your brilliant idea.

Because if you can do that rather than trying to convince someone, your idea will fly and will get traction so much quicker.

See you next week.

 

So, if you enjoyed this video and found it useful, I’ve got two things that you can actually do right this second. The first thing is click the button just here and subscribe to my YouTube channel. And that means that you won’t miss any future episodes from me. And the second thing that you can do is, if you click the button just here, you can sign up for my weekly newsletters, which have loads of free tools and insights and lots of really cool stuff that, basically, will help you to go and earn your worth in a job you love with a great work-life balance, because you so deserve it.

 

If you haven’t already done so, be sure and sign up for my FREE insights and training on how to Master Your Income. And if you’re a podcast person you can subscribe to the Career Hacker iTunes podcast.

 

 

Leave A Response

* Denotes Required Field