With spring just around the corner I would like to explore learning from the angle of influence, so let’s start the conversation by asking…”Can you influence your stakeholders or customers?”
The ability to influence is pivotal to be able to identify new ways of doing things and evoke the necessary change to make it a reality. Over the past few months I have noticed that there has been a theme of influential people who feel under empowered to make a change in their organisation.
Have we lost the ability to just seize the moment? Or are we just purely numb in our everyday business life, unable to see the possibilities that surround us? I am not sure of the answers to those questions. However the one thing I am sure about is that some of us have lost the ability to see the possibilities and want to leverage from them to make a difference in our self, our teams and the organisations we work for.
Dr Robert Cialdini’s book “Influence: Science & Practice”, a result of more than 30 years of study into the reasons why people comply with business requests. His Six Weapons of Influence are:
- Reciprocity – People tend to return a favour.
- Commitment and Consistency – If people commit, (orally or in writing) to an idea or goal, they are more likely to honour that commitment if it is congruent with their self image. Even if the original incentive or motivation is removed after they have already agreed, they will continue to honour the agreement.
- Social Proof – People will do things that they see other people are doing.
- Authority – People will tend to obey authority figures, even if they are asked to perform objectionable acts.
- Liking – People are easily persuaded by other people that they like. People were more likely to buy if they liked the person selling it to them.
- Scarcity – Perceived scarcity will generate demand.
If you overlay these six weapons with your own ability to build trust and credibility, be authentic; understand the other person’s perspective you can make a difference. Transform your results and that of your organisation by being on the lookout for better ways of doing things. Be positive about making a difference and leaving a footprint for the future. Always remember to focus on the thing you can change, rather than dwelling and downward spiralling on the things that you can’t.
In the uncertain economic times we live and work I would like to challenge everyone to take stock of what and how they are doing things in their organisation.
Every touch point in our business and personal life is measured based on the quality of the relationship. I am constantly amazed by the feeling of lack empowerment that so many people feel. Always remember you are the master of your own destiny, so drive your career and life goals down the road/s you choose and make sure you leave a positive impact along the way.
So what are you and your organisation going to start to do differently so you can better influence your customers, shareholders and stakeholders?
