WHEN WAS THE LAST TIME you thought about how you changed minds, shaped opinions, move others to act? The ability to influence your boss, your peer, your staff or other key stakeholders is one of the essential skills for leaders at all levels.
Why Influence is Important:
As we continue to transform into an interconnected, interdependent, global workplace, it will matter more. That’s because leaders can no longer lead solely by the power of authority or position. They need the power of influence – the ability to effects on the actions, behavior, opinions of others – to get things done.
To be an effective influencer, you need both substance and style. Even with a solid foundation of credibility and competence, you still may fall short if you don’t understand the interpersonal dynamics at play.
What’s Your Influence Style?
- Assertion: “I stand up for what I want”
You influence others by knowing what you want and voice your needs and views persuasively.. Your desire is not to win every time but to make sure you’re listened to. - Expertise: “I know my subject”
You influence others because others feel that your advice is trustworthy and reliable. Your desire is to use what you know. - Coalition: “I realize there is power in numbers”
You influence others by building relationships and alliances with peer and people at different levels and functions. Your desire is to bring others into your circle for support. - Preparation: “I research topics before forming a view”
You influence others by offering logical, rational reason and by being detailed, systematic. Your desire is to be master of your topic. - Motivational: “I want to inspire and encourage others”
You influence others by putting across your views with inspiration and excitement.Y our desire is to develop a shared purpose and appeal to others values, beliefs and enthusiasm.
Each of these styles can be effective, depending upon the situation and people involved. A common mistake is to use a one-size-fits-all approach. Remember that influencing is highly situational.
Four Steps to Increase Your Influence:
- Identify your influencing style.
It all begins with self-awareness. What’s your dominant style? Do you tend to apply the same approach to every situation? Or do you adapt your style for different situations? Is your style working for you or at times working against you? Understanding your natural inclination is a good place to start. - Assess your situation.
Who are the key people you need to influence to achieve an objective or overcome an obstacle? What influencing style might be more effective as you interact with them? For example, if you’re dealing with a data driven CFO, consider using the preparation approach, If you’re in a crisis situation where people are relying on you to be decisive an assertion style may be more effective. If you’re working cross-functionally and need assistance from someone you doesn’t report directly to you, a coalition style may be the way to go. - Look at your gaps.
Once you understand your natural orientation and the appropriate styles to influence those around you, figure out where you’re effective and where you need to shift gears and use a different approach. It may require a workshop, coach or mentor to become skilled in developing new styles. - Take action and go for quick wins.
Begin with small steps – low-stakes situations where you can test out your new influencing approaches. Target a person or situation where you’d like to achieve a certain outcome, think through the influencing style that will work best in that situation, and give it a try. See what works and what doesn’t. As you build your capability and confidence, move on to higher-stakes scenarios.
SMART MOVES TIP
Throughout all organization (big and small- private or public or nonprofit) and at all levels, people are trying to influence one another. Some think of this as politics; but in reality, it’s how work gets done. We are not an island to ourselves. We must build and nurture relationships with others to ultimately achieve our goals – whether that’s moving forward in our career, funding a project we dearly want or taking our organization to that next level. Like it or not, how well you influence will have a big effect on your success.
My Motto Is:
If you do what you always did, you will get what you always got. Therefore, MOVE outside of your comfort zone; thats where the MAGIC happens.” To bring that magic to your leadership and business, subscribe to Marcias monthly Execubrief: Business Edge Smart Growth Strategies with a insights, inspiration and intelligence on how to build great businesses that matter those that do well and do good.
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