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The art of influence

20/12/2016 by Alberto Pezeiro
The Ability of influencing our peers, subordinates, and the High Management is one of the most discussed subjects in the Leader development and training sessions of the corporative environment and in the general society.
You use it, for example, to convince someone “come on board” and take part of an important project, to make the High Management agree with a strategic change that will benefit the entire organization and even help the members of a community align their opinion regarding a subject that will affect all.
That is an ability that can be developed early on and exert a great impact in your career development, either at an operational position or for those who already are at a High Management position of a company or community.
 
 
1-) Essential characteristics of a good influencer
These are some of the personal characteristics you usually find on great influencers:

I-) Credibility - their speech reflect that they have deep knowledge on the subject in which they are involved; however, they do not hesitate to ask for help whenever necessary. Insecure people are afraid of asking for help because they will have to admit they do not know something. Great influencers are seen with sympathy because they admit when they need help and are genuinely thankful.
Their speech is aligned with the company’s values, without giving up their personal values, which are so precious to them. Their concern goes beyond the company in which they work, including clients, suppliers, the society, environment, and governments;

II-) Trustworthiness - their behavior and posture are aligned with their speech. This might be the greatest source of error of many executives and employees. The people around them notice when their behavior is not aligned with their speech. The more their behavior differs from their speech, the lower the credibility of what they are saying will be, decreasing more and more the chance of influencing others;

III-) Personal relationship - you do not need to be close to the people with which you work, but you have to respect them. However, if the people you work with like you, the chances of influencing people around you will be greater.
When you cannot be physically next to people, especially when your circle of influence is too big, you can replace being close to people by the creation of an environment of admiration, either because people see you as a role model or because they see you are genuinely interest in helping people;

IV-) Selflessness - the natural behavior of being worried with others. People feel they can trust in those who are genuinely interested in helping them. Controlling your ego, putting yourself in other people’s shoes, and work towards the greater good are typical characteristics of a good influencer.
 
 
2-) The relationship network (networking)
How do you manage your relationship network? A quick answer to this question can say a lot about your influence power:

i-) network 360° – are people who try to relate with everyone around them, since their peers to their superiors and people below them on the hierarchic scale, without distinctions of time, energy, and dedication. You can get lost with so much parallel activity and lose focus; however, when you find your balance point, when you can genuinely give attention to all who search you, you will feel at the top of your influence power;

ii-) network 180° - focus on relating with people at their same level or above. Supposedly due to the lack of time, you usually filter your possible relationships. You may be seen as elitist.

iii-) “narrow focus” - are people that narrow a lot their relationship network, focusing only on a small group of contacts.
The big question is: “What is your relationship focus?”
If you focus upwards in the Organization or Community, you may be seen as someone who would fit the “headquarters” or “Managerial Board,” which, sometimes, is very important. On the other hand, you can be seen as a “flatterer.” Your relationship with your peers and subordinates wears thin. You may be seen as someone who only relates with those who can benefit you and that your ability to grow in the organization depends on someone superior “pulling” you up.
If you focus on your peers or downwards, it will be very useful for your operational relationship in your daily routine, but you may be seen as someone who has a narrow vision of the Business or someone who has little access to people who make decisions or could help you make favorable strategic decisions to the operational area.
 
 
3-) The magic words

THANK YOU

CONGRATULATIONS

PLEASE

I'M SORRY

ANY TIME
 
Generally, great influencers frequently use the words above, both at the corporative environment and in their personal lives.
There are usually no contraindications to their use, especially when used with genuine concern towards the individual behind the request, favor, or required action.
Think on how often you properly use those words, both with your superiors and with your peers, subordinates, suppliers, and clients. It can be a good indicator of how well adjusted your influence capability is.
 
 
4-) Influence x manipulate
Influence people means working towards the greater good, either for the company or for the community in which you live in.
Manipulate means working towards your own benefit, either to win money, prestige, or for pure selfishness. In the long run, manipulators are usually unmasked and, from that point onwards, they lose their ability to influence others.
On most cases, influence and manipulate are very different, easily identifiable things. If you are dealing with a “gray area,” whose limits are not clear, try to put yourself in the position of those who will be affected by your actions and ask yourself:

  “The greater good is clear in my mind?”
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AUTHOR: Alberto Pezeiro
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