The Art Of Influencing: Four Ways To Effectively Do So
This article was originally published on Forbes.com for Coaches Council.
We are all influencers. I am not talking about a social media influencer encouraging you to buy that amazing product during a special sale. No matter your role, you are influencing others every day. It requires awareness, focus and practice.
According to Harvard Business Review, influence is one of the top competencies for leaders in the 21st century. Within the professional landscape, specifically professional services firms, the ability to influence is a ubiquitous need permeating nearly every interaction. Whether convincing clients to make critical decisions, navigating complex team dynamics or persuading stubborn teenagers to tackle their chores, influencing others is essential for leadership growth.
For leaders in professional services firms—those just starting or those with decades of experience—this ability to influence is essential to leadership development. As noted by leadership expert John C. Maxwell, "Leadership is influence, nothing more, nothing less." The power to influence can be the make-or-break factor in getting your innovative ideas off the ground or gaining buy-in from your team and superiors.
However, influencing is intricate and requires self-awareness and strategic thinking. You can begin by understanding your motivations. Ask yourself: Am I trying to influence others because I'm fixed on proving my point, or am I genuinely open to diverse ideas and collaborative change? Daniel Kahneman's Thinking, Fast and Slow reminds us that humans are prone to cognitive biases, and mitigating these is crucial when trying to influence.
The next step in your influencing strategy should be to know your audience well. What are the key initiatives, ideas and causes that matter the most to them? What are their motives and detractors that may influence how they see you? By adhering to the Titanium Rule—communicate what they need to hear in the way they need and want to hear it, not how you want and need others to communicate to you—you can construct persuasive narratives.
How we communicate matters as much as what we communicate. The possibility of misalignment can be bridged with intent-impact alignment. Is what you intend to communicate in alignment with the impact of what you communicated?
Once you understand your influencing why and who, it's time to explore the how. An essential part of this strategy is building relationship capital. Authentic, meaningful relationships serve as a solid foundation when influencing others. Research in Harvard Business Review asserts that leaders who cultivate strong relationships find it easier to motivate and inspire others.
1. Build trust.
Trust goes hand in hand with relationship building. Create a safe space for open dialogue, practice active listening and uphold transparency as a key value. By asking questions without a personal agenda and keeping your commitments, you foster an environment of trust. In his book The Speed of Trust, leadership guru Stephen Covey asserts that trust significantly enhances influence and speeds up success.
2. Lead by example.
Another essential influencing tool is leading by example. Show commitment and resilience, actively listen and demonstrate empathy, especially during challenging times. One of the great marks of a leader is one’s ability to model exemplary behaviors, wisdom and perspective.
3. Anticipate pushback.
Being prepared for objections is another critical aspect of your influence strategy. Anticipating resistance can improve your persuasion technique. Understand the types of questions your audience typically asks and offer data-backed answers when appropriate. For instance, if we discuss a new project, could you provide evidence of similar successful initiatives?
4. Think again.
Furthermore, embrace a collaborative and open-minded approach. Seek diverse perspectives, understand others' challenges and concerns and align their needs with your actions. Leaders encouraging cognitively diverse views foster a more innovative culture, ultimately enhancing their influence.
Finally, remember that influencing is a marathon, not a sprint. Patience and consistent effort are vital to building relationships and trust. Influencing may not always adhere to your timeline, but you'll see progress with persistence. Obstacles are merely opportunities to learn and grow. Every problematic conversation, tough decision and "impossible-to-win" scenario is a masterclass in cultivating the influence you crave today.
Influence is a powerful tool in the leadership toolbox. Through conscious self-reflection, strategic planning and patient execution, aspiring leaders in professional services firms can maximize their influence to inspire and motivate others, paving the way for a successful and fulfilling leadership journey.
