You’ll Never Get Commitment Using Logic

In response to one of my recent emails concerning commitment, several clients asked, “So what are the leadership steps to getting commitment?”  Here’s one of the most important:  Don’t rely on logic; tap into emotion.

It’s what marketers do, and when you’re looking to build commitment, that’s exactly what you are doing too — marketing.  You’ve got to appeal to people’s rational self-interest and do it in a way that is both compelling and exciting.  For example, tell them why this is the most exciting time in the organization’s history.  Tell a story that conveys the reason your mission is important to them personally.  Whatever you do, don’t do a PowerPoint presentation full of business jargon.  As author Alan Weiss says, “Logic makes you think, but emotion makes you act.”

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