Have you ever been in a position where
you’ve had a great idea; one
that will make a real difference to
your organization? However, before
you can implement your idea, you need
the approval of decision makers and
must therefore think carefully about
how to best sell the idea. You’ve
probably learned a lot about presenting
ideas from past experience. You know
that preparation is all important;
that you should know your audience
and tailor the presentation to the
audience’s values or priorities.
However what you may seldom think
about is the nature of the idea itself,
and how certain characteristics can
quickly sell or sink an idea. By looking
at a few key elements you’ll
not only be able to predict your chance
of success, but also be able to tailor
the presentation to optimize these
chances. Here is a brief list of the
things you should think about. It
was first developed by Rosabeth Moss
Kantor of Harvard University and has
been modified over the years.
How Acceptable
Is Your Idea?
Some ideas are more difficult to
sell than others, simply because
of their nature. Here are six questions
you should ask, the answers to which
will help prepare and sell a winning
idea.
- Is the idea trial-able? If
its benefits can be demonstrated
by a low cost, low risk trial,
it is more likely to be accepted.
- How reversible is the idea?
If it isn’t fully successful,
can you easily go back to pre-project
status? If so, then your idea
is more likely to be accepted.
- Is it divisible? If it can
be done in stages it is less risky,
more attractive and more likely
to be accepted.
- Have there been past successes
similar to your proposal? If so,
emphasising these successes will
be a powerful influencer.
- Is the idea fact based or opinion
based? Ideas based on fact are
far more powerful than those based
on your or any one else’s
opinions.
- Does the idea fit the current
strategy or objectives? If you
can demonstrate this, it will
be well received.
Take all the “yes”
answers to these questions and turn
them into powerful selling points.
Finally, for the continuous learner,
never, ever make a presentation
of your ideas to individuals or
groups without subsequently learning
from it. If it sells, identify what
worked best and use it again. If
it doesn’t, get over it, learn
from it and build your learning
into future sales pitches.
For more
information and insite to "strategic
thinking" contact Bob
Power |
