Be The Bearer of Your Own Bad News

A young woman has come up with a method to help students who, like her, have to deal with anxiety in school. The first question people now ask her is “How could someone so young help others with a serious issue like anxiety?”



A prime minister, who has held office for many terms may experience considerable anxiety knowing that voters are in the mood for a change. How does he handle it?



The truth is the vast majority of us know where we are vulnerable—and so do the people you are trying to persuade. In this interconnected world we live in, your reputation precedes you. Just because they don’t bring it up during the Q&A portion of your pitch, doesn’t mean that those you are trying to influence aren’t thinking about it. Bring it up before they do. Acknowledge what they are likely saying to themselves. How could someone, in the case of that young woman, barely out of high school come up with a protocol for students who are too anxious to perform well in school? The woman in question began talking about her own issues with anxiety and how she conquered them. She then went on to speak about her research in the area and how she successfully helped contemporaries with the same challenges.



The prime minister also focused on the elephant in the room that many voters thought it was time for a change. By bringing up the issue himself, he was able to frame it to his advantage, offering a personal perspective on why his experience had served the nation well in the past and will be even more important as his country faces more difficult problems in the future.



This is not to say that investors, customers, or voters aren’t going to have some tough follow-up questions of their own no matter how you frame the issue but you’ve set the parameters and your opinion on the subject is now on the table. You also come off as a stand up man or woman who is not afraid to confront legitimate concerns.



Bring up the bad news before they do. Ask and answer your own questions. This will strengthen your case and your credibility.