How to Turn Execs From ‘Resistant’ To ‘Onboard’ (With A Repeatable Format)
Ever face resistance from stakeholders, especially execs?
If yes, I wanted to lift the curtain on a recent client win.
They took a REJECTED proposal and got it APPROVED. 👏 👏👏
Using the art of storytelling.
Let me break this down, so you can use it to get more buy in. 😄
Ok, so recently, in a 1:1, a client of mine sought my help for the following situation.
They were in the middle of some restructures at work.
They’d been asked to ‘propose’ a new structure for their team.
They’d then pitched this to senior execs.
But the problem was – it got rejected….
The Execs hadn’t seen the value in these additional roles.
They weren’t happy with the head-count and wanted more cuts. 😬
My client had one more chance to pitch this in a few day’s time.
Then a final decision would be made.
This wasn’t just a ‘nice to have’.
Multiple people’s jobs were on the line. So was the team’s ability to achieve their goals.
So we had to craft a compelling pitch.
Not easy, but definitely possible if there was a strong value proposition.
But first, I needed to know how they’d pitched it originally.
Not surprisingly, I discovered my client had focused on:
>>> Sharing the ‘solution’
E.g. What the proposed structure is. The size of the team, the diversity of the tech that they deal with and “what those roles did”.
Instead, I got my client to focus on:
>>> Sharing the ‘story’ behind it
E.g. The bigger picture of what’s at risk.
I helped them craft a narrative to explain what happens today VS what might happen in the future, if they got rid of these roles.
Essentially a:
Current VS proposed reality.
That was the missing piece that hadn’t been effectively explained.
Because decision makers needed to be clear on:
- CURRENT | What things/people are dependent on those roles today
- PROPOSED | What would happen if those roles were taken away
But not in a bullet point type of way. 🙅🏻♀️
In a way that would help the LT to almost see it, experience it and feel it.
The only way you can do this? Through the art of storytelling.
My client could see immediately see how powerful this was going to be.
So they prepped their new pitch and delivered it a few days later.
I was SO stoked to hear that it was received really well. 💃😎
They successfully DEFENDED their structure.
These additional roles were approved.
People’s jobs were saved.
Their ability to execute against their objectives was preserved.
IN SUMMARY
If you want to convince people of the value of a solution (whether it’s a proposed structure, a tool, or something else entirely), avoid falling into the trap of focusing on ‘the solution’!
Don’t sell the solution. Sell the transformation.
That’s where the value & buy-in comes from.
Emily
P.S. Last week I delivered a workshop on this topic at the AWSN Summit. Want the exact 1-Page Template I gave attendees, to help you brainstorm a persuasive pitch on paper? If yes, here’s The Influence Matrix.
P.P.S. My group coaching program The Captivating Storyteller™ (TCS) will run Fri 10 Oct -Fri 12 Dec, with weekly sessions @ 11:30am-12:30pm AEDT. If you want to learn how to leverage the art of storytelling for more influence at work (and craft and get feedback on 5 different stories for you to use in your role), join the TCS Wait-List and i’ll send you more details + a $200 discount code (if you’re quick). Only 6 places.
Hey, I’m Emily Edgeley, a Public Speaking Coach for the Tech industry.
Since 2017 I’ve transformed the lives of thousands, by helping them to communicate with more power. I’ve run 300+ group coaching sessions, coached more than 250 people privately, and helped more than 100+ others give their first ever Conf talk.
I’m on a mission to help anyone in Tech communicate with more clarity, impact and confidence. To boost their brand, career and influence.
Group Coaching Programs | Private Coaching Options | Corporate Workshops
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