Traditional Persuasion Methods Don't Work with Top Dogs, Research Shows
CINCINNATI, Nov. 1, 2011 — Underdogs have more power than they think. And they might be going about asking their elected representatives for help with their projects in the exact wrong way, according to breakthrough research conducted by the Showalter Group, an influence expert who works with organizations that need to advance their goals through the political process.
"Every business that needs to effect change in Washington, D.C. or in their statehouse needs to know the new rules of political persuasion if they want to persuade someone of greater clout, prestige, or authority. Our research shows that underdogs are using ineffective persuasion techniques," said Amy Showalter, president of the Showalter Group and author of the newly published book, "The Underdog Edge: How Ordinary People Change the Minds of the Powerful – and Live to Tell About It." For information, go to
The book, based on five national research projects involving 1,000 surveys and underdog influencers – and who they persuaded, dispelled these myths:
- Be passionate and you will win
- One person can make a difference
- Ask for what you want
"To get what you want, you'll have to change the mind of someone more powerful than yourself. And the powerful people are different. The typical influence tactics you may have read about for general influence situations don't often work with powerful people. These situations call for extreme influence tactics," said Showalter, whose book uses real-life stories of those who have achieved success, as well as the stories of the powerful people whose minds they changed.
"Our research shows what you have to do in these extreme influence situations to get what you want when you have no power, no cards and your back is against the wall," said Showalter, a keynote speaker on the topic of business communications who has spoken in more than 35 states and Canada to more than 25,000 corporate executives, management teams, boards of directors and non-profit volunteer leaders about how to get powerful people on their side. For information about her speaking or consulting, go to
Among Showalter's key findings about what works:
- Stow your passion
- Engage in live discussions vs. digital discussions
- Make the other person a hero
- Create a team of connected converts
- Parade your pain
- Give something before asking for something
The book draws upon peer-reviewed research that validates the approach of the real-life underdogs and shows how to use the winning persuasion tactics. The book's revelations can be used in any setting by grassroots advocates, sales professionals, non-profit executives and individuals.
About Amy Showalter
Over 150 organizations, including Southwest Airlines, The American Heart Association, and Pfizer, have hired Amy Showalter to teach their employees and stakeholders how to become persuasive grassroots champions on issues that matter to them. In her 12 years as Founder of the Showalter Group, Inc. she has spoken in more than 35 states and Canada to more than 25,000 corporate executives, management teams, boards of directors and non-profit volunteer leaders about how to get powerful people on their side.
She is author of "105 Ways To Build Relationships With Your Elected Officials."
Amy has authored or co-authored over five national research projects that explore the strategies of successful grassroots influence amount the nation's most powerful interest groups, as well as the tactics that persuade powerful elected officials. In addition, she has surveyed thousands of everyday grassroots advocates who have shared their secrets for influencing up the food chain.
Her insights have been featured in the Washington Times, Roll Call, Politico, The Baltimore Sun, The Dallas Morning News and the Christian Science Journal.
For more information, go to
Contact:
Amy Showalter
Email
513-762-7668
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