How to Sell Your Great Idea in 7 Easy Steps

I learned a lot from the worse boss I ever had.

Like a lot of idealistic twenty-somethings in the early 70′s, when I got out of college I was determined to “save the World.” But, after spending several years working for non-profits, I concluded that the World was too screwed up for me to save. By then I was married, had a child and mortgage. I  reluctantly accepted my first job as a Capitalist, working for a corporation.

After a few weeks in my new job, I could see that several internal processes were needed to be fixed.  I was positive that my new boss Artie, would be so enthralled with my Great Idea that he’d praise me for being a genius and offer me a corner office.

Eager to share my brilliant solution, I burst into his office and exclaimed, “Artie, I’ve got a GREAT idea!.” Without missing a beat he grinned and replied, “Shake your head. Maybe it will go away.” Naturally, I was crushed and bit shocked at his reaction. I was even more surprised when the man reached into his bottom desk drawer and pulled out a cold beer. It was 9:30 in the morning.

Artie was one of the worst bosses I ever had. But he did teach me a valuable lesson: The trick to getting a Great Idea accepted and acted upon by management is to sell it.

7 Rules for Successfully Selling Your Great Idea.

1. Know how your boss makes decisions and gear your approach accordingly.
2. Point out the gravity of the problem and what it’s costing the company.
3. Illustrate, in vivid detail, how your Great Idea will solve the problem.
4. Create a sense of urgency for making a decision.
5. Explain the WIFmes for him and for the company.  (WIFme (“What’s in it for me”) is based on the fact that people rarely do things for altruistic reasons. Most of us agree to change only after we see how we will personally benefit.)
6. Make sure you have answers to questions your boss is likely to ask. Particularly the cost and potential ROI.
7. Don’t leave the meeting with out a “yes,” “no” or “maybe.”

Even if you don’t succeed this time, don’t be discouraged. Remember the words of hockey great, Wayne Gretzky, “You’ll miss 100% of the shots you don’t take.”

Big or small — do something this week that will make things better.

Have a terrific week!

Barbara Burke
2010 © Barbara Burke. All rights reserved.