| p>How to ask for what you want... let's say you | | | | Also put your strongest selling points first-- that last |
| need to send a request to someone you have a | | | | year was a big success and people are asking to |
| good working relationship with and the assessment | | | | have it again. So put your best foot forward. Since |
| of the recipient's preferred style would be useful: so | | | | you know the person you are writing this to likes |
| in this case, let's say: "He is not a details man and | | | | direct, be direct and make it difficult to say no by |
| more of a bottom line guy, I thought it might be | | | | proactively answering possible objections and giving |
| best to keep it short and to the point." | | | | him reasons for doing it again by mentioning the |
| With that type of personality it is best to be direct | | | | benefits received with the last training. Finally, change |
| yet keep rapport. Sometimes you can be too close | | | | the "yous" e.g. Do you think that you might be...to |
| to a communication to put yours and the | | | | the third person: Do you think that the company |
| communications "best foot forward." It may be of | | | | might be... |
| value to have a neutral party edit an important | | | | So, it read as follows: |
| communication. | | | | Hi Joe |
| Many people use first person "you" when rquesting | | | | After the success of last year, I've had multiple |
| something, I suggest using third person when asking | | | | inquiries as to whether we will be doing (name of |
| for something they might ahve to say "No" to, in this | | | | event) this year. I am wondering if the (name of |
| case use "the company or company name" That | | | | company) might be interested in helping bring [name |
| way Joe, can say no and still save face, he can | | | | of trainer] back for another training. We've heard |
| blame "the company." I've underlined the "yous" in | | | | from many participants who are finding the strategies |
| this sample email. | | | | a great help when working with our more challenging |
| Hi Joe, | | | | behavioral problems. I've checked with (name of |
| I've had several inquiries as to whether we will be | | | | trainer) and he said he would be willing to come and |
| doing (name of presentation) this year and am | | | | do the presentation for us again this spring. |
| wondering if you might be interested in helping bring | | | | (Name of consulting company) would take care of |
| (name of trainer) back for another training. It was a | | | | advertising, registration, fees, and logistics like last |
| great success last year and I've heard from many | | | | year. However, they can not afford to cover the |
| participants who are finding the strategies a great | | | | cost of rental space and custodial. Do you think that |
| help when working with our more challenging | | | | the company might be willing to cover the cost of |
| behavioral problems. I've checked with (name of | | | | the space for the presentation and custodial? If the |
| trainer) and he said he would be willing to come and | | | | West conference room is available, I would like to |
| do the presentation for us again. | | | | book that room. |
| (Name of consulting company) would take care of | | | | We will again charge the participants $XX to cover |
| advertising, registration, fees, and logistics. However, | | | | cost; food, beverages, advertising and printing of |
| I don't think they can afford to cover the cost of | | | | manuals. CEU credits will again be available. |
| rental space and custodial. Do you think that you | | | | Please let me know at your earliest convenience. |
| might be willing to cover the cost of the space for | | | | Regards, |
| the presentation and custodial? If the West | | | | The differences are subtle, yet effective. A positive |
| conference room is available, I would like to try to | | | | request communication requires that you use the |
| book their area. | | | | word "you" only when it is attached to a positive |
| We will again charge the participants $XX to cover | | | | statement and use an object, name or title when it |
| (name of trainer) cost; food and beverages, and | | | | could be associated with a negative, in this case |
| print. | | | | having to say no, answer as many objections before |
| Please let me know at your earliest convenience. | | | | they can be raised and that you make it easy to say |
| Regards, | | | | yes. It's as easy as that to soften any request. |