Ten positive ways to influence people…

How we communicate with people has a huge impact on our success both in business and outside of work. You have probably noticed throughout your career that you must adapt your communication approach to different individuals to help persuade or influence them. One person may respond to a direct approach, while another will respond better to humour, so joking with them may get them on board. There is no right or wrong way to influence people; you simply have to discover the best method in individual situations to achieve a positive result.

Listening to those around us will help us identify the best approach to use. When speaking to them, feedback the same approach they use to influence or persuade others.

Peggy Ancker, a WiN member and Section Manager at Ontario Power Generation, recently spoke on this topic at a WiN-Durham meeting. Peggy had just completed a course at Rotman School of Management. She set out ten positive ways to influence people. Understanding these types of influencers will better equip you with the skills needed to connect with and influence others.

1. Legitimizing - show people that what you want is consistent with policy and procedures and refer to requests or directives of management. For people who respond well to this approach you need to refer to policies and procedures as a basis for your decision. Cite higher management when making your request and speak authoritatively and confidently.
2. Logical Persuading - use logic or evidence to explain or justify a position and rely on knowledge or expertise to present factual reasons supported by charts, graphs, and data as proof. For people who respond well to this approach you need to work through the issue carefully and ensure your case is well-planned and supported. Explain why you are making your request and the proposed course of action. Ensure that evidence is provided to support your conclusions.   
3. Appealing to Friendship - rely on friendships, loyalty, or past relationships to get what you want. Ask for personal favours, tell friends that you need their help or are counting on their support and let them know that they can count on you. For people who respond well to this approach you need to recognize and acknowledge any inconvenience your request may cause. Consider doing something for the person first. State how important their co-operation is and how much you’re counting on their support. Be willing to give back.
4. Socializing - behave in a warm and friendly manner in order to influence strangers to cooperate. Be friendly and build a relationship or rapport. For people who respond well to this approach you need to introduce yourself in a friendly and open manner, listen actively and ask questions and show interest by discussing things you have in common.
5. Consulting - appeal to the person’s expertise, ask for input, probe for feedback, collaborate and invite the person to participate or become involved. For people who respond well to this approach you need to prepare your proposal and state it in broad terms to allow a lot of latitude when getting a response. Identify issues and assumptions and state exactly what you need. Listen to the person’s response and ask open-ended questions. Be genuine.
6. Stating - make a direct statement of need or opinion. Be confident, certain and positive. Leave no room for negotiation and persistence. For people who respond well to this approach you need to make a polite but direct statement of what you want. Do your research and only provide facts to substantiate your statement. Anticipate and address potential arguments.
7. Appealing to Values - inspire cooperation by making an appeal to a person’s values, emotions or feelings. Show enthusiasm, commitment, dedication and passion. Be motivational or inspirational and speak in terms of achievement, quality or other desired values. You must share and appeal to their higher values, (e.g. loyalty, participation in a cause, or being part of a winning team). For those who respond well to this approach you need to build trust and a common ground. If your own values do not align with the individuals, you will not succeed.
8. Modeling - inspire people to behave in a certain way by setting an example. Lead by doing and demonstrate the right way. Coach, mentor, assess performance and give feedback. For people who respond well to this approach; treat them with respect, empathy, and consideration. Show a positive attitude and provide encouragement. Coach and mentor, and share knowledge and experiences. Practice what you preach - otherwise you may damage your reputation.
9. Exchanging - give something of value to influence an individual in return for what you want. Negotiate, bargain, exchange favours, create a win-win situation and comprise. For people who respond well to this approach you need to find out what the person’s needs, values and interests are, then plan an exchange that will satisfy them. Think “win-win” and seek a comprise if the person can’t grant your request. Avoid having hidden agendas because exchanging is built on trust.
10. Alliance Building - get a group together to accomplish a common goal that could not be completed by another person. This is your opportunity to influence this individual. Create a network of supporters and build consensus. For people who respond well to this approach you must first get one (or more) influential or highly-visible person on board, then others will be more likely to join the group. Use all of the previously discussed influencing tactics to gain support of prospective allies. 

So, go out and try to decipher the types of influences people use and experiment with a variety of persuasive tactics. Your overall success in business and life will depend on your ability to influence people in a positive way to achieve your goals.