Jessica approached me after my keynote last week. “My boss is about to make a REALLY big mistake and I don’t think I have the influence to stop it. What can I do?” She continued: My boss says we need to eliminate my team due to cost reasons. But that’s a terrible mistake! It’s not so much the people I worry about. They’re highly qualified and will find other roles in our organization. It’s that the work we do actually saves the company money, not to mention how much we enhance the customer experience. I care so deeply about this organization, and I want my boss to be successful too. He doesn’t see it. The truth is, I don’t think he has any idea all the gaps we fill. But I feel like when I’m advocating for this, it looks like I’m just trying to save my team. The organization is really going to suffer if we go down this path. How do I get my boss to hear me? How can I influence him to do the right thing? Of course, after a ten-minute conversation, I can’t claim to understand all the financial and other nuances of this decision. But as she continued, I WAS convinced she had a solid argument worth hearing out.I asked: What if you approached your boss exactly like you just spoke to me? Come from a place of deep concern for the bigger picture. Acknowledge the need for financial savings AND paint the picture of a future where your team is not in place? Is it possible to outline the downstream financial consequences of both scenarios? She smiled. “ Yup. I can do that. And I think it’s worth a try.” Of course, it’s worth a try.What’s worth a try for you? And where are you holding back?What truth would you share if you only felt you had more influence?
5 Ways to Up Your Influence and Accomplish More
If you’re not having the influence you desire, start here.
1. Meet Them on the Path They’re Already OnJessica’s boss had a clear MIT (Most Important Thing) on his mind–to drive costs out of the business. Jessica needed to meet him on the path he was on. If Jessica tried to take her boss down the “let’s improve the customer experience path” while he was racing down the “cost savings road”, she would likely be ignored. She had a solid argument that eliminating her team would cost more money in the long-run. She should lead with that. The customer experience point is influence gravy.You will have more influence when the people you’re trying to convince know that you “get it,” with “it” being whatever it is they most care about.Related:
5 Ways To Convince Your Team You Trust Them 2. Ask Great QuestionsThis
HBR article explains why.Questions give you the chance to hear what the other person is thinking, giving you more opportunity to accurately determine his or her influencing style. By really listening to the person’s response, you will know whether you can move on to your next point, or if you need to back up and readdress something in a way that helps the other person see your perspective and brings him or her closer to your position. According to
a study published in the Journal of Research in Personality, when people feel listened to by those trying to influence them, their liking of, commitment to, and trust in the influencer increases — all of which strengthen your influencing capability in the situation and overall.
3. Echo Back the Smart Words They SayGreat listening is more than half the influence formula. If you’re trying to influence someone, start by listening deeply and reflecting back what you hear. People will listen when they know they’ve been heard.
4. Build Trust By Being a Truth Teller Do you have someone in your life you can always count on to tell you the truth? Be that guy for others. Trust breeds influence. I love this point in the Inc.’s article
7 Way to Build Influence in the Workplace, If you want a healthy and influential working relationship, you’re going to have to cultivate trust. The easiest way to do that is to be open and honest, no matter what. State your opinions, disclose your apprehensions, and don’t keep secrets. It’s as simple as that.
5. Rock Your RoleAlthough competence does not necessarily lead to influence, it’s a necessary place to start. Results buy freedom, and they also build influence. You can never go wrong by being the guy everyone can count on to hit it out of the park.
