Blog Details

Back to New at EOI Blog

• 03-07-2023

Influence-It makes you a Leader !!

Good influencers are, by definition, effective communicators. They understand that not everyone responds in the same way to information presented to them. Savvy influencers realize that how they present information is as important as what they present. They adapt their communication to suit what is most comfortable and natural for the person they are trying to influence. Learning to be flexible in your influence approach and tailoring it to the style of the other party is an important factor in becoming an effective, successful influencer.

If there ever was a time for businesspeople to learn the fine art of persuasion, it is now. Gone are the command-and-control days of executives managing by decree. Today businesses are run largely by cross-functional teams of peers and populated by baby boomers and their Generation X offspring, who show little tolerance for unquestioned authority. Electronic communication and globalization have further eroded the traditional hierarchy, as ideas and people flow more freely than ever around organizations and as decisions get made closer to the markets. These fundamental changes, more than a decade in the making but now firmly part of the economic landscape, essentially comes down to this: work today gets done in an environment where people don’t just ask What should I do? but Why should I do it?

To answer this why question effectively is to persuade. Here are Six universal principles that explain how to persuade someone to accept your suggestion as identified by Dr. Robert Ciladini – an American Psychologist.

1. Reciprocity: this is basically the old biblical principle, Do unto others as you would have them do unto you. Put into action: if you want to get something, give something. The right order is important first offer something and then ask for what you want

2. Authority: we tend to follow the advice of others. We have more trust in a Doctor, who is wearing a white coat and displaying certificates on the wall. Put into action: in your area of work/expertise, find out what the white coat is.

3. Consistency: we look up to people who are consistent in their words and behaviors. Put into action: stick to one message. Don’t follow every trend. Be consistent, people will remember you for that

4. Consensus: we are heard people. We do what others do. This is called social proof. Put into action: If you want someone to do something, show that others are doing it too….

5. Scarcity: we all want that which is rare and we are all afraid to lose what we have. Put into action: it might not be enough to talk about the benefits of your offer; you also need to point out at what people will people lose if they fail to act. This also holds true if people face change: they are usually scared of what they might lose. Therefore it is good to tell them what they will lose if they fail to move.

6. Liking: this is the most universal principle: people prefer to say yes to people they like. But who do we like? According to Dr. Cialdini, there are three factors: we like people who ate similar to us, we like people who compliment us and we like people who cooperate with us towards a common goal. Put into action: Look for opportunities to ensure you take genuine action and people start liking you.

‘Get into the habit of helping people out, and don’t say – no Big deal rather say –  Of Course; it’s what partners do for each other. Label what happened as an act of partnership. 

Sources: HBR Read, The Communication Book, and My Experience.