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'Campaign' Sells Peers on Your Ideas

November 1, 1999

"Even the best ideas don't 'sell' themselves.  Teammates need to be convinced, and preparing to convince them can help you sharpen your own focus and polish your idea until it is as irresistible to others as it is to you, says Bobette Hayes Williamson, director of The Motivators, in San Diego.  'If you have a great idea - for cutting costs, or improving service, for example - you'll need to plan a 'campaign' aimed at selling your project to the people whose support you need," Williamson observes.  Here are her suggestions:
* Know Your Audience
Conduct informal background research on each person who will have input into the decision of whether or not to support your idea.  "You need to present your project in a way that will appeal to each decision maker's personality type, " Williamson says.
* Explain How Your Project Would Benefit the Decision Maker
Perhaps it would help your department handle more efficiently a crucial, but time-consuming, job.  A selling point, then, would be how your idea would save time and improve results.
* Offer Hard Data as Proof That Your Idea is Needed
"A formal study or survey will provide statistical evidence you can submit as part of your proposal," Williamson says.
* Use Success Stories to Build Enthusiasm.
"If a decision maker has serious reservations about your idea," notes Williamson, "presenting examples of how well a similar project worked in the past could sway opinion in your favor."
* Recommend That the Project Start Small
"Some people are willing to accept change if they can do so in small steps that gradually prove whether an idea can work on a full-scale basis," says Williamson.
* Marshal Support for Your Idea
Before you meet with the decision makers, talk about your project with others who will be involved or affected.  This could include your division manager or other members of your team.
* Support Your Written and Oral Presentations with Visual Aids.
Use illustrations, graphs, and charts.  Make sure they are easy to interpret and relevant to your topic.  When designing your written presentation, draw attention to key points by using bullets, bold-faced type, and short subheadings.
* Be Professional
Write support documentation succinctly and logically, and present the material in a form that's attractive and easy to read.  Rehearse for an oral presentation, and make sure your appearance is as professional as possible. (Teamwork, 1995, p.1)"

Reference:  Staff. (1995, February 6). 'Campaign' Sells Peers on Your Ideas.  Teamwork:  Your Personal Guide to Working Successfully with People,

What new ideas do you have to sell?

*  Teamwork:  Your Personal Guide to Working Successfully with People is available on loan at the OSU Leadership Center.  A listing of all the Leadership Center's resources is available on our website www.ag.ohio-state.edu/~leaders

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Created: 2009-01-06, Updated: 2009-01-16