The process of influencing…the what, the why and the how.
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At its’ simplest “influence” refers to the ability to shape or alter someone’s thoughts, feelings, behaviours, or decisions. This can happen in various areas such as leadership, marketing, relationships or just simple social dynamics.
Let’s consider the most important needs, the first may seem more obvious.
Building trust and credibility, as people are more likely to be influenced by someone they trust. Consistency, honesty, transparency, and demonstrating competence all contribute to building this trust.
To influence effectively, you then need to understand the values, beliefs, needs and motivations of the person or group you are trying to influence. This is when active listening becomes crucial. The more you understand their perspective, the more effectively you can appeal to their emotions, logic or needs.
Persuasion then comes in two forms- logic…using facts, figures, or logical arguments to persuade.
We then have emotional, tapping into emotions to influence decisions and appealing to people’s empathy.
How you present information matters. The way you frame a situation or message can drastically change how it is received…positive framing (focusing on benefits or what can be gained) or negative framing (emphasising losses or the risks of taking no action) can both be effective depending on the context.
When people feel involved in a decision or process, they are more likely to commit to it. This can be as simple as asking for input or making people feel like they have contributed to the outcome, always remembering that communication isn’t just verbal.
Non-verbal cues such as posture, eye contact and tone of voice can reinforce or detract from your influence. People often respond to body language before words.
Influence is often most successful when there is a clear benefit for both parties involved. If the other person sees value or gain in the decision, they’re more likely to be influenced by it.
Connecting with shared values, beliefs or goals can create alignment and make influencing easier. If someone feels that what you are proposing resonates with their core values, they are more likely to follow your lead.
Remember…influence is a dynamic and subtle process that requires an understanding of human psychology, communication skills and the context in which you’re trying to exert influence. Successful influencers typically combine several of these elements to create a persuasive, engaging approach.
“Arouse in the other person an eager want. He who can do this has the whole world with him. He who cannot walks a lonely way.” Dale Carnegie
