You Can Change the Minds of the Powerful
Research reveals that being near your prospects increases the probability of influencing them. Corresponding with this finding, not one of the underdogs in The Underdog Edge changed the minds of their top dogs using remote influence tactics. It’s one thing to make noise (electronically) and another to get a “yes” from a recalcitrant opponent. While today’s fascination with remote technologies is rampant, it’s wrong to think that because of the prevalence of electronic communication, being in front of your prospect should be jettisoned. To change the mind of a top dog, it’s vital to engage the power of proximity. Researchers have even found that people are more likely to respond to emails based on the geographic proximity between the sender and receiver! Get in front of your influence target – out of Facebook and into someone’s face.