Developing Persuasive Business Messages (330-341)

To efficiently and successfully operate a business, one must acquire the trait of encouraging others. Convincing co-workers that your decision and/or idea will benefit not only them, but the company as a whole requires active persuasion. When preparing a persuasive business message one can refer to these following strategies: framing your argument using the Attention, Interest, Desire Action (AIDA) model, balancing emotional (feelings and sympathies) and logical (reasoning and evidence) appeals, reinforcing your position, and anticipating objectives. In addition, one can avoid frequent mistakes in persuasive communication by using a "hard sell" or in other words being stern while not being too pushy. Also resisting compromise, relying solely on great arguments, and assuming that persuasion is a one-shot effort are others means of avoiding common persuasion mistakes. Furthermore, below are three common examples of persuasive business messages being used in the workplace.

1. Persuasive Requests for Actions: Good Example of a Persuasive Request 

When writing a persuasive business message that involves requesting action it is important to establish whether or not you will be using a direct or indirect approach. The direct approach should be utilized when the audience anticipates the request. However, the indirect approach is necessary when you are introducing the intentions of your message indirectly. The AIDA model is a great reference when applying the indirect approach to a persuasive message. In addition, it is also very important to gain credibility for you and your request while making your readers believe that helping you will indeed help solve a significant problem.

2. Persuasive Presentations of Ideas 

By encouraging others to consider a new idea you are using a persuasive presentation of ideas. This persuasion could involve changing other's attitudes or beliefs about a particular topic without asking your audience to make an absolute decision or take any form of action.

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3. Persuasive Claims and Requests for Adjustments 

The majority of persuasive claims and requests for adjusts are routine and use the indirect approach. However, it is common for customers and and co-workers to feel that they have not received a reasonable deal by following normal procedures. It is these kinds of instances that demand a more persuasive message. By utilizing a positive and confident tone while portraying the specific review, your audience is more likely to accept the claim. Also, by showing how the individual/organization is responsible for the problem while understanding your readers sense of fair play, goodwill, and moral responsibility, you will provide your reader a reason for granting your claim. 

Words and Phrases That Inspire, Motivate, And Persuade At Work

The last section of this article introduces how cause and effect reasoning will benefit persuasive claims.