The Secret to Being Persuasive in the American Workplace

You’ve got innovative ideas and you’ve got the passion. And you didn’t come all this way, leaving your family and friends to just quietly nod in agreement at everyone else’s ideas.  You want your plans to be implemented, and you must persuade your American colleagues and clients that your proposals are worth pursuing.  

What’s the secret to persuading them?

Adapt your communication style. 

Whenever we communicate in a non-native language, we tend to get bogged down on making sure we have the specific words we need or pronouncing them in just the right way to be understood.  These are undoubtedly important. But often it is the style, structure, and way we speak that really makes a difference in how effectively we communicate. 

Instead of worrying too much about vocabulary, pronunciation, and grammar to make your message persuasive, consider these strategies, too.

#1.  Be direct and concise when you speak

Make sure you get right to the point. Americans and Italians were trained differently in how to express their ideas.  Unlike in Italy, where you are accustomed to giving a lot of background information, and basically proving that what you are about to tell your audience will make sense, AMERICANS START WITH THEIR CONCLUSIONS.  Background information may be necessary if your listeners are unfamiliar with what you are discussing, but don’t go overboard. Avoid unnecessary details by stating what they “need to know,” and leaving out what is “nice to know.”  Being overly verbose dilutes your message.  If your audience wants to know more, they will ask.

By keeping your message short and direct, it will be easier for others to understand you, and to remember what you said. When your message is simple to remember, it will more likely that others will repeat it -making you more influential in your organization.

Also, don’t forget that Americans value their time.  Going on too long works against you. Depending on the situation, an email summary might even be preferable.

If you'd like to see more, check out my post on structuring your communication and using flag statements.

 #2 Keep Your Language Simple and Clear

Avoid using complex vocabulary that make you sound like a colleague professor. Simple words are stronger and more memorable.  Make sure your sentences aren’t overly long.  Using the active voice can also help keep your sentences shorter and it sounds more powerful.  Aim to be short and succinct, but don’t speak too quickly.  Speaking very fast does not make you sound more fluent- it makes you more difficult to understand.

Be as clear as you can.  It’s okay if you don’t sound like a native speaker when you communicate, as long as you are comprehensible.  So if there are some words that you have trouble pronouncing, practice with something like “Youglish.com,” or work with a communication coach.

To learn more about Youglish, check out my video here.

#3 Tailor Your Message to the Audience

To persuade your audience, you need to understand what they already know and what motivates them.  Always frame your message about what is in it for them. Whether it be profitability, efficiency, innovation, etc., tailor your message to show how it will help them meet their objectives. Get to know who you are trying to convince.  If they tend to be analytical thinkers, concentrate on using logic and numbers.  For more emotional thinkers, storytelling and human impact might be more effective.

For more suggestions on this, check out my post:  Persuade According to Personality Type

Make sure your tone is respectful, confident, and professional.  Hierarchies exist in the American workplace, but an overly deferential style may not be as effective as it would be in Italy

#4  Use Active Listening Skills

If you want to persuade others, you need to understand their perspective and their needs.  Active listening, paraphrasing, summarizing key points, and asking clarifying questions will help you better understand their viewpoint.  They will also appreciate that you are respecting them enough to really listen.

Want tips on how to be an active listener?  Check out this carousel. 

#5 Use Data and facts

Americans love their data.  Data and facts often drive decisions more than emotions in the American workplace.  When you make your case, back it up with evidence.  Statistics, case studies, and concrete examples will help make your argument more persuasive.

#6  Show results-Oriented Thinking

In America, it’s all about results.  Show how your proposal can lead to tangible benefits (e.g. increasing revenue, improving process, saving time or money, etc.)

#7 Don’t Forget Body Language

Non-verbal cues such as maintaining appropriate eye contact, standing straight, using open body language, and nodding to show agreement are also important.  If your body language does not evoke a feeling of confidence, how can your listeners have confidence in what you say?

If you’d like tips on using body language to increase your confidence, check out this carousel.

Connection over Perfection

In the end, the most important aspect of communicating effectively and being persuasive is the ability to connect with your audience.  As author Matt Abrahams discusses in his book, Think Faster, Talk Smarter, it’s all about being able to connect with your audience. Abrahams stresses “Connection over Perfection.”  If your language isn’t perfect, don’t stress.  It’s better to be imperfect and connect with your audience than to have perfect language and just speak at someone. Try the techniques above.  You’ll become more persuasive, and better opportunities will be just around the corner! (1)

(1)  coming very soon

If you are a native Italian speaker who wants to advance their careers in the USA, send me a DM on LinkedIn or an email to:  [email protected].  We can discuss your goals and develop a plan to help you reach your full potential through improved communication and cultural awareness.