1. Being persuasive
(whatever your cause)
Rob Woods
Woods Training Ltd
www.woodsconsultancy.co.uk

2. If you want great results tomorrow:
 Choose your ENERGY level
 Be open-minded
 Write down your ideas

3. This session will help you
 Control your focus
 Apply a tool for finding your most
persuasive things to say

4. ‘Less Popular’
– Should size always win?

5. ‘Less Popular’
- in universal vs niche appeal

6. Who would win?

7. Who would win?

8. Why is it VITAL to
believe in your
organisation’s
value, 110%?

9. ‘When there is rapport, over
time, the person who is most
convinced of something will
persuade the other person’
Anthony Robbins

10. Draw a heart

11. What do you love about how your
organisation’s way to solve the
problem?

12. Speak with CONVICTION

13. How do you feel?
What did you learn?

14. Do you know what your most
persuasive things to say are?

15. Your biggest enemy?

16. Your biggest enemy
The Curse of Knowledge

17. What are the benefits of having a
summary memorised?

18. What is a summary for?
To stop you
saying too
much at the
beginning

19. Structure to aim for
1) Give summary (if necessary)
2) Find out about them
3) Talk only about the things that
interest them

20. Eg NSPCC focuses on
 The most vulnerable
 All children
 A safer society

21. I discovered
1) Almost any summary helps your
confidence

22. I discovered:
2) The perfect summary does not
exist…
…but people always seek it

23. I suggest:
Settle for a good enough summary
and learn it.

24. Structure to aim for
1) Brief summary
2) Find out about them
3) Talk about things they are
interested in

25. To beat the Curse of Knowledge
1) What is the essence of the need?
2) What is not obvious about the
need?
3) What story / example / analogy
helps us understand the need?
4) What reasons (including stories) do
we have to think our solution
works?
5) Briefly explain our solution.

26. To beat the Curse of Knowledge
1) What is the essence of the need
(for our service)?
2) What is not obvious about the
need (for our service)?
3) What story / example / analogy
helps us understand the need?
4) What reasons (including stories) do
we have to think our solution works
5) Briefly explain our solution /
service.

27. Why is explaining the need first
fundamental to raising more money?

28. Evoke the need first

30. Evoke the need first

31. Why is explaining the need first
fundamental to raising more money?

32. What is it about ‘story’ that helps
(anyone) influence?

33. Structure to help you tell stories
1) Who is it about?
2) Problem?
3) Drama?
4) Result?

34. Protecting children in the care
system

35. Children in the care system
1) The Need – they are moved around too
much
2) Not Obvious - more changes = less
stability and more harm
3) Story - eg one boy had 19 placements by
age of 10
4) Impact – same outcomes as children not
in care
5) Solution - New Orleans model – Speed. If
doesn’t work, permanent placement.

36. Choose one area you raise funds for

37. To beat the Curse of Knowledge
1) What is the essence of the need?
2) What is not obvious about the
need?
3) What story / example / analogy
helps us understand the need?
4) What reasons (including stories) do
we have to think our solution works
5) Briefly explain our solution.

38. Structure of persuasive conversation
 (Your intention)
 Build rapport
 Give a short summary (if necessary)
 Ask questions. Understand them
 Match. (Talk about what interests them)
 Confirm
 Ask for something

39. Structure of persuasive conversation
 (Your intention)
 Build rapport
 Give a short summary (if necessary)
 Ask questions. Understand them
 Match. (Talk about what interests them)
 Confirm
 Ask for something

40. Structure of persuasive conversation
 (Your intention)
 Build rapport
 Give a short summary (if necessary)
 Ask questions. Understand them
 Match. (Talk about what interests them)
 Confirm
 Ask for something

41. Structure of persuasive conversation
 (Your intention)
 Build rapport
 Give a short summary (if necessary)
 Ask questions. Understand them
 Match. (Talk about what interests them)
 Confirm
 Ask for something

42. Structure of persuasive conversation
 (Your intention)
 Build rapport
 Give a short summary (if necessary)
 Ask questions. Understand them
 Match. (Talk about what interests them)
 Confirm
 Ask for something

43. Structure of persuasive conversation
 (Your intention)
 Build rapport
 Give a short summary (if necessary)
 Ask questions. Understand them
 Match. (Talk about what interests them)
 Confirm
 Ask for something

44. Structure of persuasive conversation
 (Your intention)
 Build rapport
 Give a short summary (if necessary)
 Ask questions. Understand them
 Match. (Talk about what interests them)
 Confirm
 Ask for something

45. Structure of persuasive conversation
 (Your intention)
 Build rapport
 Give a short summary (if necessary)
 Ask questions. Understand them
 Match. (Talk about what interests them)
 Confirm
 Ask for something

46. What could you go and do?
1) Talk to a colleague
2) Try out the five questions to find
persuasive things to say

49. Please stay in touch
www.woodsconsultancy.co.uk
Twitter – woods_rob