How Do I Get Others to Buy-In?

February 17, 2012 | by Bill Isaacs | Category: Leadership, Personal Growth,

Any leader with experience has been challenged with the prospect of presenting an idea to a group of counselors, board members, elders, etc. in hopes of finding agreement, affirmation, approval, etc.  For many years I presented an annual budget to a board of directors whose responsibility to approve my budget line by line always made the weeks up to the presentation filled with stress and diligent planning.

First off, accountability is power and any good leader wants input and needs places where his/her ideas are vetted and fresh eyes and ears process.  There is safety in making your life open and accessible to people who care and who have interest in your success.  I’m always nervous when people shy away from accountability because it is fraught with great peril.  No man or woman is smart enough to lead without help and some level of accountability.  Depending on the kind of business, ministry or responsibility, the kind of accountability needed varies.  Where vision, money, time and talent are involved, accountability is absolutely needed.

So the question is how to present and how to get others to buy in? 

Here are a few simple rules I use…

Don’t assume others know what you do.
In my present assignment, I’m always working the plans we have presented and the vision of OneOhio is always in the car, at the table or in the bed with me.  I think about it, process with my companions, staff and others all the time and I must be careful to remember that not all of the people who are in my community know what I know.  So, time and attention must be made to ensure that everyone is on the same page.  I usually like to take a few minutes and answer the question, how did we get here?  When I do, it helps those in the room to catch up to where I’m at and to prepare for why I’m asking for resources, advice, feedback, etc.

Informed people are contented people.
I’m not likely to be accused of hiding information.  My father taught me to put it all on the table and never try to hide things that will eventually come out anyway.  To inform is to build trust and leaders who don’t fully inform only hurt themselves and go deeper into denial about why followers don’t buy in to their ideas.  Most boards and followers want to support and give assent to leadership ideas but they have to know as much as we can provide to enable high levels of trust.  There have been times when I’ve presented my facts that few questions follow, in part because I’ve prepared to answer the questions before they were asked.  It takes putting in the hard work but it always pays off and inspires others to trust.

Invite questions.
Just today, I spent time with a leader who expressed concern about the potential questions that may come up in a planned meeting.  It helps me to know why he may anticipate suspicion at times because he has not provided ways for followers or others to participate.  Good questions are our friends and even when they “pinch”, we can use them to be better prepared next time or be motivated to discover why we did not earlier think of that idea.  By inviting questions, you are notifying the audience you are open, vulnerable and ready to learn as well as lead. 

Cast big visions that inspire vs. management principles that bore.
People are busy and most people are totally not interested in boring management stuff that can be handled by staff and does not require large thinking.  When leaders bog down the meeting with unimportant stuff or items that are not visionary, it signals the inability of the leader to see largely.  Make presentations that inspire and give wind to big dreams.  Answer “why” questions with your information and allow those who hear to “see” what you see and how their buy-in allows the business or ministry to soar in ways it does not presently. 

Be real and be humble.
Humility is an amazing attribute for leaders and it is so admired that followers are drawn to genuine humility so much so that they want to elevate leaders that are humble. The problem is the humble leader does not want to be elevated but wants the ideas or dreams to lead.  On the other hand, arrogance is awful for leaders who want to bring followers to buy-in postures.  When you act like you are smarter than others or you present yourself as knowing more than others, you turn off your listeners and they look for others to give their time and resources to.  Someone has said that all leadership is temporary.  You will not always lead—even though you do for now—so keep both feet on the ground and know that you are accountable always.

About the author
Bill is the Administrative Bishop in Ohio for the CHurch of God denomination. He's also a dad, grand dad, & author.