INFLUENCE: how


to be more persuasive


By Joseph L. Gillman, Esq.


Some people can influence others through the sheer force of their presence. If this is you, you can stop reading now. For everyone else, here are a few simple things you can do to increase your influence in business and social settings.


Know your audience. Te audience has the power to say “yes” or “no.” When deciding how you are going to present your proposed course of action, you have to consider your audience. You probably won’t get to “yes,” if you aren’t speaking the same language.


As an attorney, how I present my case will vary dramatically depending on my audience. For example, a judge may be more willing to accept a logical argument, even if that argument is more complicated or does not align with that judge’s personal beliefs. On the other hand, a board may react better to an appeal to their feelings or they may defer to a certain board member on a particular issue. Identifying who you need to persuade and what they value may just tip the scales in favor of your proposal.


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