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Influencing People to Support Your Business Goals
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The origin of the word influence has a heavenly connection. It comes from the old Roman times when they believed that selected individuals had special powers flowing into them from the gods. Influence was in some way associated with strength, power and uniqueness. To some extend this association remains to this day. Influence still seems to be related with having a “special” type of power.
It is being said that the boundaries of your influence are the boundaries of your success. If you widen your sphere of influence, you’ll find opportunities opening for you.
Ken Blanchard suggests four P’s when wanting to influence people. We’ve added a fifth P, namely Presentation.
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P#1: Purpose:
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Know exactly what you want to do Know exactly how this will benefit the organisation Know exactly how this will benefit the person you wish to influence Know exactly to whom this may be important and of value and why |
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P#2: Precedents |
Cite as many examples as you can find of similar projects/products/etc. Gather all your facts and get them well organised |
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P#3: Preparation |
Anticipate questions and concerns – prepare a valid answer for all of them Get your financial figures clear and detailed Know the impact of your project/programme/product and have facts available on this |
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P# 4: Proxemics |
Plan to choose the:
in which to present your case |
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P# 5: Presentation |
Structure your presentation well – starting boldly and confidently with the purpose Move soon to the “what’s in it for you” Ensure that you apply the correct tone of voice Ensure that your appearances suit the purpose and makes an impact Piggyback on the responses of your respondent – make subtly use of his/her pet phrases, choice of words, etc. Only use words that have a positive impact Work sparingly with cliché’s Ensure that your body language is open and reflects enthusiasm, interest and inspires trust |