In order for business coaches to be successful two elements are absolutely essential. First, they have to know what they’re talking about. In a word, they have to be competent. Second, they need to gain the trust of the people they’re coaching.
It’s of little value to be exceptionally intelligent if someone doesn’t trust your advice and direction. On the flip side, it won’t matter how trustworthy you are if you don’t know what you’re talking about. Competency and trust are two sides of the same coin so let’s see how persuasion can help those qualities come to the forefront in coaching.
Competence is simply knowing your stuff. This is important because it’s human nature to be more open to new ideas and change when we know the person we’re interacting with has expertise. That’s Robert Cialdini’s principle of authority in action.
Having expertise doesn’t mean coaches know everything. A coach doesn’t always have to know more than the person they’re coaching although it certainly helps. What’s important is that good coaches have trained eyes and ears they use skillfully to observe situations and behaviors. They may make suggestions based on their observations but the better route is to ask good questions because doing so allows the person being coached to come up with their own solutions. Taking this approach is especially helpful because it taps into the principle of consistency.
Consistency alerts us to the reality that people feel internal psychological pressure and external social pressure to be consistent in what they say and what they do. When someone believes they’ve come up with a solution, as opposed to being told what to do, they own it more because of consistency. A sense of pride comes into play because we all feel our ideas are good ideas. This is why Dale Carnegie encouraged readers of How to Win Friends and Influence People to, “Let the other person to feel the idea is theirs.” Remember, competent coaches ask good questions!
Competence is also displayed through wisdom which is the application of knowledge. It’s not enough to be smart, you have to know how to apply those smarts in ways that help the people you’re coaching. When you know someone has done something for a long time you naturally assume they’re good at it. Something as simple as, “Sally, I’ve been doing this for more than 15 years now and what I’ve found is…” That little reminder of years of experience makes the coach more credible. Of course, this can also be accomplished with a good bio or third party introduction.
When it comes to trust, credibility can be enhanced by admitting weakness. Nobody has all the answers so sometimes admitting that to the person you’re coaching gains trust because they view you as more honest. “Joe, that’s a great question, one I’ve never considered before. Would it be okay if I looked into it and got back with you during our next coaching session?”
Another way to gain trust is by displaying good character and adhering to consistency can help you. As a coach, when you do what you said you would do you’re more believable and trust grows. In the example above, getting back to Joe in the next coaching session gives Joe a reason to trust you. Little acts of doing what you promised reveal character and build trust over time.
One last way to enhance trust is by engaging the principle of liking. Liking tells us it’s easier for people to say “Yes” to those they know and like. When you engage this principle don’t focus on getting the other person to like you. Instead, engage the principle with the intent of coming to like the person you’re coaching. When someone sees you truly like them you get a whole host of benefits and one big benefit is trust. After all, we naturally assume people who like us want the best for us and will do right by us. In short, you gain trust when someone knows you truly like them.
Remember, competency and trust are different sides of the same coin. You need both to be an effective coach and now you have a few simple ways to enhance them using persuasion when you coach.