Presentation in Business Communication Class - MM UGM AP 16

1. GROUP 2:
M. ANDRE TR
RUDIANTO N.
ANNA DEWI L.

2. Persuasive Strategy
Which methods?
Direct Request Pattern Problem Solving Pattern
The audience will do as you ask The audience is likely to object
Need response only from people Need action from everyone
who are willing to act
Busy audience and not read all of Audience read the entire message
the message
Organization’s cultur preference Logical Decisions expected

3. The techniques:
Direct Request Pattern Problem Solving Pattern
Use the request, topic, or Use a directed subject line or a
question reader benefit
Start with the request Start with the problem you share
-Asking immediately of - Describe the problem you both
information/service you want share
- Give all detailed action - Give details of the problem
requested - Explain the solution to the
- Ask for the action you want problem
- Any negative elements are
outweighed by the advantages
- Summarize additional benefits
- Ask for the action you want

4. How to Identify and Overcome objections?
 Phrase your questions nondefensively
 Ask follow-up questions
 If real objection remain, try these strategies:
 Specify how much time and/or money is required
 Put the time and/or money in the context of the benefits
 Show that money spent now will save money in the long run
 Show that doing as you ask will benefit cause or their group
support
 Show that the sacrifice is necessary to achieve larger goal
 Show that the advantages will outweigh the disadvantages
 Turn a disadvantages into an opportunity
Other Techniques To Make Messages More Persuasive
 Build Credibility : FACTUAL, SPECIFIC, RELIABLE
 Build Emotional Appeal : making the “WANT”
 Use the Right Tone : FORCEFUL but POLITE
 Offer a Reason to Act Promptly : TIME LIMIT, SAVING BENEFITS,
COST of DELAY

5. The most common kinds of persuasive messages:
 Orders
 Be specific
 Tell the company what you want
 Doubled checked
 Collection letters
 Collection letters: ask customer to pay, in only one week or two apart
 Early letters: are gentle, assuming readers intends to pay but has met
temporary reverses
 Middle letters: are more assertive by reminding some of credits term
 Late letters: threaten legal action if the bill is not paid
 Performance appraisals,
 Listing subordinate’s achievement and goals
 Specific and concrete terms
 Letters of recommendation
 Specific and backed up with specific example or evidence
 Summarized evaluation of someone

6. The Applying:
Plan the Activities and Answer The PAIBOC questions
• Identify the Problem
• Analysis the Problem
 Purpose in writing or speaking
 Audience of the message
 Information must included in the message
 Benefits to support your message
 Objections expected from audience
 Context of message affection to audience’s
response

7.  Set up email messages
o Some aspect of email formats are still evolving:
- Subject
- Documents Attachment
- Time setting
- Recipient field, and others
o In particular email treated as if they were informal
letters, but some treat them as memos

8.  The kinds of subject line used
Should be specific, concise and catchy
 Subject Lines for Informative and Positive E-Mail Messages
 Good news to convey, put it in the subject line.
 Be as brief as we can
 Subject Lines for Negative E-Mail Messages
 The Negative is serious
 Readers need the information to make a decision
 Report your own errors
 Subject Lines for Persuasive E-Mail Messages
 The action asked shoul be specific and clearly

9.  E-mail “netiquete” rules
 Never send angry message
 Use full caps only to emphasize a single word or two
 Send people only messages they need
 Find out how the recipients system works and adapt
messages to it
 In responding to a message, if the quoted material is long ,
put your response first, than the original material
 In composing a message, use short line length
 Using of Attachment
 When we send a long text document
 A text document with extensive formatting
 A non text file (e.g., Power point slides, etc)

10.  E-mail Writing Style:
 Highlight keywords
 Use meaningful subheading include bulleted list
 One idea per paragraph
 The main idea up front
 Use half printed page
 Avoid language that is extremely subjective and boastful
 Using The Blog
 Identify the audience
 Decide where the blog should live
 Start talking
 Linking to Web Sites or other blogs
 Emphasize Keywords
 Keep it fresh
 Watch the traffic closely
Other Technologies Use the Internet
 Fax, Phone, Instant Messaging, Videoconferencing