fbpx

How to Suggest Next Steps

How to Suggest Next Steps

YouTube video

Hey guys,

Today’s post is about how to suggest next steps…

Or aka…

How to tell someone to do something…

Without actually telling them to do it.

This is often helpful when suggesting next steps –

And you don’t want to come off as pushy or too direct.

Don’t get me wrong, I love being direct…

There is a time and place for it…

However, sometimes the indirect approach works as well.

For example,

Let’s say you want to set next steps with your prospect,

And you want to suggest to them that the next best step would be to get other people involved…

You could just say that directly…

“Hey, the best best step from here would be to get other people involved… who do you suggest we include in this conversation?”

Or,

And indirect way to approach it…

Would be to tell your prospect how other people just like them have preferred to do it in the past.

For example,

“So what other customers have liked to do in the past at this point, is include other people in the conversation. Does that sound good to you as well?” 

“Great, who would you suggest?”

Basically,

What you’re doing here is instead of telling them directly

(Which would be your idea)…

You are sharing with them how others, just like them, have chosen to do it in the past…

This is doing a couple things:

        1. It avoids telling them directly, which would make them have to accept your idea
        2. It sparks the principle of “Social Proof” – which gets them to think…

“Hey… if other people are doing it… maybe I should too…”

        1. And without them thinking about it, it seems that it’s their idea to take that next step

Does that make sense? (Yeah? Great!)

This is a great approach to take if you want to be more suggestive instead of direct.

Which can be very helpful at times…

Depending on the situation…

I recently read in Cialdini’s new book “Pre-Suasion…”

He says,

“It’s important here to take note of my choice of the word likelihood, which reflects an inescapable reality of operating in the realm of human behavior—claims of certainties in that province are laughable.”

Basically,

What he is saying here is…

Look,

We are dealing with human beings, and operating in the real world.

No influence “tactic” will work 100% of the time…

It just doesn’t work that way…

As I like to say…

“Look, this is real life.”

So let’s take the best, most effective, and calculated move we can…

…and operate from there.