| Many times in your life you will make
requests of others: to join a group, committee or team, to perform a task or to assist
with a project. This month's question: How do you make the ask? Often the key to getting
to "Yes" involves how you make your request.
Whether you are:
- Building a board of directors
- Forming a committee
- Enrolling others in your team or workgroup
- Seeking volunteers for a project
Follow these ten tips to hear those magic words: "YES,
I'd be glad to!"
Making "The Ask"
1. Phrase your request in terms of the benefits to the
listener. Speak to "what's in it for them." Why will they benefit from saying
yes to your request?
2. Be positive. Don't focus on why someone shouldn't say
yes or the negative aspects of their accepting your request. Focus on the positives. Will
the experience be fun? High profile? Build new skills? Lead to a promotion? Add to one's
résumé? Give all involved a sense of accomplishment and satisfaction? Will it make the
world a better place? Focus on positives.
3. Show respect and appreciation for your prospect. When
you recognize their skills, past track record, personality or other qualities they in turn
feel special. It's flattering and affirming to be asked to participate.
4. Give accurate and clear expectations of what the
position or role requires. It's tempting to tell people what they want to hear, or only
emphasize what is easy or fun, or undersell the time commitment required. DON'T! Give a
fair explanation of your request. You don't want them agreeing under false pretenses.
5. Make sure to listen to the issues or concerns of the
listener. What are they worried about? How will they base their decision? Strive to
understand their needs, their fears and their constraints.
6. Give your prospect an appropriate amount of time to make
an informed decision. Don't pressure, manipulate or overwhelm your prospect in hopes of
their saying yes. This often backfires later as they recant or demonstrate less than
complete commitment.
7. Strive for win-wins. Use flexibility and creativity to
find mutually acceptable outcomes. There are numerous ways you two can find to make your
proposition work for both parties.
8. Accept their answer whether they agree to your request
or not.
9. Should your initial request be rejected, consider a
counter-offer or secondary offer. Having a fallback offer allows your prospect to join
your team in whatever capacity they are able to.
10. Thank them either way for their time and willingness to
consider your offer. By treating them with respect and care they are more likely to say
yes in the future.
Remember, their assent is just the beginning. Now that
they've put their faith in you as a leader it is incumbent upon you to communicate your
appreciation, convey your support and provide valuable recognition along the way.
Credible leaders are credible communicators. They not only
make the ask so they get favorable responses, they also utilize their listening and team
building skills along the way to strengthen their bonds with others.
Accentuate your powers of persuasion with a better
understanding of how to appeal to colleagues, partners, co-workers, volunteers and interns
when popping your questions. Zig Ziglar was right: "You can have anything in the
world you want if you'll just help enough other people get what they want."
The getting is good...it's all in how you make "the
ask!" |
