The ability to influence when you don’t have the authority to compel will enhance your effectiveness as a manager and your personal brand in the organisation.
In this series of three posts we’ll look at the factors that influence people, and how your preparation can give you the confidence to have the difficult, courageous conversations.
We’ll cover:
- Factors that influence – What sways others to collaborate and follow?
- Conflict reactions – What might get in the way?
- Planning – How do you prepare?
Part 1: Factors that influence – What sways others to collaborate and follow?
There are eight key drivers that cause people follow others. Understanding these drivers can help you become a leader.
1. Visibility
People may follow because you are highly visible. You are leading a high-profile project or client, they will benefit by association.
2. Reward
You may be the key to my reward. Pure and simple, you can give them a commission or hit a bonus target.
3. Wisdom
You may be seen as wise. “I want to catch some of your wisdom.” As we discussed in the management essential on motivation, people like learning. And if they can learn from you, they will be more likely to cooperate.
4. Opportunity
You could be a stepping stone to a bigger fish. You could open doors for them.
5. Synergy
Or, perhaps, there is a good fit between you. This could be to do with the project, or even the personalities.
6. Career
If the person is career-minded, then they will want to work with you if you could help them to their next position.
7. Knowledge
Knowledge is similar to wisdom, but more specific. You could educate them on a particular topic or industry segment.
8. Lead from the Front
You set an example that makes me want to follow you. Strong leadership creates followship.
Identifying which aspect of influence you can offer, that may sway the other person, will enhance your chances of success.
To recap:
Which aspects of leadership apply to you?
Visibility – Are you leading a high-profile project/client?
Money – Can you help them achieve a bonus?
Wisdom – Can they learn from you?
Opportunity – Can you open doors for them?
Synergy – Is there a good fit between you?
Career – Can you help them to their next position?
Knowledge – Can you educate them?
Lead from the Front – Do you set an example?
In the next post we’ll look at dealing with conflict.
David Solomon
Managing Director, Sun and Moon Training
@SunMoonDavid
Photo copyright: nyul / 123RF Stock Photo