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So, you need a favor from me. What’s the best way to ask for it? Do you present me with facts and numbers? Do you use the model, “I’ll scratch your back if you scratch mine?” How about trying to charm me into saying, “yes?” Or do you get me excited about the idea? What if you have no authority or power? With so many options, what’s the best answer?
In our How to Influence People and Events workshop, we talk about how you can prepare yourself before approaching an individual. One tip is to select the most suitable influencing strategy (or combination) the person will best respond to.
Here are the five influencing strategies:
1. Logic: Use compelling, logical arguments supported by facts and data. Be prepared with answers to my concerns or objections.
2. Vision: Use arguments that appeal to my emotions and values. Get me excited about the future and my career aspirations.
3. Alliance: Tell me you have the support of people I respect and that by being on board I will be able to expand my personal and professional network.
4. Bartering: Negotiate the exchange of favors with me. For example, bargaining for resources, personnel, time, and money.
5. Power: Use your earned power, not the power given to you, in your position. Perhaps you have information that I need or personal attributes that urge me to follow you.
So, how do you know which one(s) will work with me? Hopefully, you’ve interacted with me and we’ve built some type of relationship. Maybe you have colleagues who have worked with me in the past. Talk to them before you approach me.
In our How to Influence People and Events workshop, we also discuss how to manage your sphere of influence, develop your strategy, build your case, and present your case to achieve a win/win outcome. I absolutely love facilitating this course. Each time, we have so many meaningful discussions about relationships, image, power base, and politics. I’d be happy to share my knowledge with you as well!
Now, back to the favor. I will tell you that I do respond to logic, vision, and interpersonal power. Keep that in mind, the next time you’re in my class! So, what’s your influencing strategy? You never know when you might need something.