How to Inspire People to Action

5 Steps to Create Buy-in

By: Josh Roberie

“People don't buy what you do; they buy why you do it, and what you do simply proves what you believe.”

-Simon Sinek, Start with Why

I recently tried to turn on a lamp that did not work. I clicked the button a few times and made sure the bulb was screwed in tight. Nothing happened until I remembered I had unplugged it to make room for something else in the outlet. I could not see the light because I failed to ensure the lamp was connected to the power.

When we try to inspire people to commit, join our team, or even give us their attention, we must first make sure that we connect before asking for anything else. Too many leaders give information, facts, and figures without first making sure they relate to their intended audience. This is like having all the supplies someone needs in a truck only to discover there is no bridge to cross the river so that you can reach them on the other side.

You must connect with your audience before you attempt to inspire them to action.

How do you connect with people in this way? In his book, Start with Why, Simon Sinek suggests that you must begin with why. There are two ways you can do this.

The first way you can connect with people before asking them to commit is to talk about what is important to them. When you are speaking, people are first asking, “What’s in it for me?” If you answer that, their why, it is much more likely your message will stick. This means you must address this early in your presentation by talking about them and not yourself.

Most people feel pressure to build up themselves so that others will listen to them. This is a false truth. If you want to influence people, build them up first, and you will find that they will lean in much more into what you are saying. 

When recruiting someone to your church plant, volunteer team, or just to help you, begin by asking what is important to them. Discover their why and connect the task, project, or vision you want them to be a part of to their why.

The second way you can inspire people to change through the tool of connecting is to use your buy-in story. Your buy-in story is a real-life personal story that connects people’s hearts to what you want to share with them. You should always have a short (one or two sentences), medium (one to two minutes), and an extended version of your buy-in story. That way, you can mix in the power of starting with why into the time constraints you are given. 

Five elements are needed for a compelling buy-in story. It will need to be clear, connecting, concise, convincing, and include a call to action.

1. Clear
Your story needs to be linear and easy to follow. Do not jump all over the place, be repetitive, or chase rabbit trails.

2. Connect
Make sure you connect with people first by focusing on them and addressing what is important to them. You also want to connect your why to the call to action you will give.

3. Concise
Make sure you edit your story only to include the necessary amount of detail (it is possible to overshare in an effort to connect) and to fit within the timeframe that is most important to the situation you are sharing.

4. Convincing
Make sure your story has broad appeal and is not something only people who already believe what you do will find inspiring. This is also why the emotional hook is essential. It touches people’s hearts, which is what you need to reach to inspire lasting change.

5. Call to Action
A great buy-in story will not leave people hanging. It is not afraid to make an ask. If you have done an excellent job, people will want to know what is next. Let them know by giving them clear next steps. 

If we try to turn on the light without making sure it is connected, we will end up sitting in the dark. If we start with why, then we will end up inspiring people to action.

Deka has many digital tools to help you connect better with givers as well as new people online through social media and branding help. Click here to schedule a free coaching call with a Deka team member.

Josh is a ministry leader, communicator, and creative who helps train and coach church planters at the Association of Related Churches (ARC). He has been a contributor to many ministry publications, including Relevant Magazine. You can stay connected to Josh through his blog JoshRoberie.com and on Social Media at @JoshRoberie.