Engagement, 4 Levels to Choose for Right Touch

Image Credit: it101forbusiness

Posted by: Albert Weng

The key to maximize the output/ value from that chance, is the ability to make the correct and effective engagement. Engagement, in the business world, is something that you make people, the other party in a conversation or whatever joint force, feel that you have a 1) reasonable; 2) trustworthy, and 3) comfortable alignment with, so there will be a green light for the intended move to continue from the engagement built up.

Giving the understanding above, how to make a sound engagement is truly an art rather than science. Even though, I'd like to share my top secret (yes, classified) on this. Here you go.

Level of engagement:

1. Face to face

Make clear the role in between while meeting from each side, know the background and the demand of this present matter from each end, and able to picture the whole of the two or more.

Your role: "I'm myself."

2. Side by side

Knowing the whole picture, then sit side by side in one of the stakeholders to share the same concern, demand from them, and see if to take a similar approach to move to your side together. This is to create empathy, deliberately with gentle.

Your role: "Hey, I'm your friend. I know you from your side, and come to my side, this is me."

3. Hand in hand

One of the best ways to build trust for anything, is to show them by making things, as you pitch to be happening right in front. At this level, do it yourself first, to show there's no risk, no harm at all. Then to hold their hand to make their first experience ever, with your unique approach, story, or the stuff you try to sell. Did I say selling is just a sales pitch? Definitely not, in this ever changing (the world is flat), always on (Internet) era, if you can't make your product (whatever you try to sell, a story, a request, etc.) working for live demo, you're out. Or very likely will be out soon. Seriously.

Your role: "I'm the one  to make things work as pitched, and able to guide you to try it yourself. I'm for real."

4. Heart to heart

In the end, or even also in the very beginning, people make a decision by trusting the other person who has a solid proposal/ pitch which they can understand, evaluate (with fair and transparent info and advice), and thus, to make the mind even before the decision, the trust. Keeping the level here is critical and difficult, too. However, no doubt this is the best way to make a solid business engagement, which could be then makes a long term development partnership.

Your role: "I'm your trustworthy advisor in this particular domain, and I've proved that you can count on me to get the best out of the result your expected."

Special note:

Apparently, it's not the higher the better, instead, to know the purpose, options of approach to communicate, and possible switch in between from the role and level of engagement are key to success. This lesson will require a lot more real practices. 

This is one of my best shots (did I say it's also the top secret?) so far, simple, but extremely powerful when you can truly master it. Move on.