by Pat Iannuzzi
Enthusiasm is an emotional state characterized by interest, passion and excitement. Being enthusiastic means acting in an animated and eager manner regarding a person, purpose or idea. Demonstrating enthusiasm about something usually conveys the perception of a deep sense of belief, commitment and appreciation toward it.
Enthusiasm is an important communication skill. When trying to persuade others to accept our ideas or do something we want, our level of enthusiasm can be a key factor in our success. This is because our enthusiasm is often perceived as a reflection of our belief and commitment. It can serve as a gauge of our credibility and lead others to draw conclusions about us.
People are usually persuaded more by others’ feelings than by their words. The depth of our conviction, therefore, can often have a greater impact than the strength of our logic.
Our genuine expression of belief and confidence about what we are saying is what persuades. People are generally influenced to a greater extent by the level of our enthusiasm than by any proof we can offer. Enthusiasm helps create an unseen persuasive force that can be irresistible.
Enthusiasm is contagious because it arouses positive emotions. When people encounter enthusiasm, they usually welcome it with open arms. Activating your listener’s emotions is critical to effective persuasion because the majority of all decisions, especially in buying a product or service, are made emotionally.
If you can appeal to the emotions of your listeners in a sincere, purposeful and credible way, you can go a long way to breaking down barriers to acceptance and cooperation. When you believe in your ideas and can communicate that belief through your enthusiasm, others will come to believe in your ideas as well.
Look around at the people who inspire and influence you. Aren’t they usually enthusiastic, dynamic people who motivate you to become involved with them in some way? It is such people who inspire us to listen to and accept their ideas. Similarly, if we are enthusiastic and totally committed to a goal or purpose, others will be moved to follow our lead. Being enthusiastic about your goals and ideas will instinctively make people gravitate to you and listen to you, and as a result, be persuaded by you.
Enthusiasm can be demonstrated in many ways, both verbally and nonverbally. If you are not completely satisfied with the level of enthusiasm you project, here are a few things you can do.
Develop a style of talking a little faster and a little bit more loudly. Increase your use of gestures and facial expressions, and develop a little more intensity in your eye contact. Lean forward a little more when talking and move about a little more quickly. In other words, convey an overall sense of increased visual and auditory energy.
Pat Iannuzzi of Symbiont Performance Group, Inc. is a performance consultant, trainer and coach focusing on selling, presentation and interpersonal skills. He lives in Litchfield and can be reached at 860-283-9963 or piannuzzi@symbiontnet.com.
