Five Steps To Increase Your Influence At Work
Rebecca Houghton (main photo), author of Impact: 10 Ways to Level up your Leadership, is a leadership and talent expert and founder of BoldHR. In this guest post, Houghton says we all seek more influence at work and, adds, here’s how to get just that…
Influence is like the El Dorado of leadership – a secret treasure that we all seek. Mid-level leaders – the new B-Suite – need it more than most because of the unique position they hold in the social and cultural hierarchy of any organisation.
B-Suite leaders influence their teams to meet organisational goals, despite tough times like a pandemic. They influence up, to meet the needs of their team, even under pressure to do more with less. They influence their peers to negotiate complex outcomes. And lastly they have to influence themselves. Many B-Suite leaders are experiencing disengagement and burn-out – they’re even thinking about opting out of leadership altogether, so they have to exert influence internally as well. This is multidirectional influencing at its most extreme!
It’s one of the big differences between classic middle managers who typically exert authority downwards and struggle to exert influence in any other direction, and a B-Suite Leader, who influences in all four directions with seeming ease.
Here are the five golden rules for B-Suite leaders seeking greater influence.
Reframe your mindset
For the last fifty years, influencing techniques were synonymous with sales techniques, designed to put the unwitting buyer at the mercy of the informed salesperson. As a result, many of us cringe away from influencing for fear of being seen as that sleazy salesperson. Where that school of thought now misses the mark is that people are becoming more alert to being influenced and are far more selective about who they permit to influence them. As a result, the art of influence can no longer be an act of manipulation, but instead must be one of positive intent.
Stop being transactional
I’m sure you’ve watched Wolf of Wall Street, where flattery, favours and fear were the common currency of influence. Today, people are seeking a deeper exchange, often in terms of relationships and connection – so that favours become built on trust instead of on ‘deals’. Getting to know people’s needs, supporting them consistently and being transparent go a long way to building this.
Another important note to remember is that you can no longer pick and choose who to influence and who to ignore. Selecting people to influence because they are ‘useful’ to you is another sign of a transactional approach to influencing and in a more transparent and connected society, one that no longer serves us well. This is perfectly summed up by Stephen King who makes the point that we never know which lives we influence, or when, or why – and as leaders, that is especially true.
Make the time
Most B-Suite leaders that I work with make the mistake of failing to make time for deliberate influence. They believe that their point is so obvious that it doesn’t need raising. Or they believe it’s someone else’s job to get that outcome for them. Most commonly they wing it – placing faith in their powers of persuasion on the day.
These approaches are increasingly failing. Hybrid workplaces undermine our dependence on relationships to bolster our influence. Increasing levels of global and digital distraction means we now need to spell our point out repeatedly to gain attention and traction. And the pandemic has decreased our levels of trust and risk appetite, which means that people who were willing to go along with your idea in the past now need more from you before they will commit.
Build understanding
Don’t stereotype, make assumptions or project your own experiences onto someone else. Our brain loves to leap to conclusions about what others will and won’t do and it means that you miss the mark entirely when it comes to influencing – because you are not addressing them, you are addressing an assumed version of them.
Instead, ask questions and seek to truly understand their world, their perspective and their needs from every interaction so that when the time comes to exert some influence, you are confidently meeting their needs rather than just your own, and significantly increasing your chances of success.
Earn trust
We have to earn trust rather than ‘build’ it. Building trust suggests that you can ‘make’ it happen. You can’t – you can only invite it to evolve.
One powerful mechanism for this is transparency around your goals and priorities. Traditional influencing techniques often advised being opaque about your needs – for example, consultative sales techniques are about asking lots of questions to uncover a need that matches your solution. We’ve moved on from this and now need to be transparent from the outset. It’s a contemporary negotiation tactic that enables others to understand where you are coming from which increases both your chances of meeting in the middle.
Another mechanism is to support them before you ask them to support you. Author Henry Drummond once wrote that the people who influence us are the people who believe in us. This is not the ‘law of reciprocity’ approach made famous by Robert Cialdini- which is true if transactional – but rather means support given over a period of time as a two-way bond of trust, connection and understanding.
Influence has definitely changed in the last few years thanks to the disruptive norms we now operate in, and the impact that is having on our society and psychology. As a result, what used to be about persuasion, expertise and authority is now about trust, connection and understanding.
Please login with linkedin to comment
Rebecca HoughtonLatest News
DMARGE Founder Unveils Creator-Led Social Media Agency Feedstar
New creator-led social media agency Feedstar to be aimed directly at Gen Zs. Well, they'd hardly want print, would they?
TV Ratings (02/05/2024): A total of 1,753,000 Aussies Witness Port Adelaide’s Defeat
Seven's AFL numbers almost double that of the NRL last night. The NRL still easily winning for ruptured ACLs.
Hotglue Cashes In With La Trobe Financial Digital Media Account
Hotglue staffers learning their cashflows from their collaterals today after nabbing La Trobe Financial's digital media.
M&C Saatchi’s Sydney Creative Lead Exits
B&T's stopping short of calling it a revolving door at M&C at the present, but there's definitely heat on the hinges.
Taylor Swift’s Music Re-Enters TikTok As Universal Pens Landmark Deal
Yes, B&T may have spent 152 hours failing to get Taylor Swift tickets, but, as you'll read here, it's all behind us now.
HAVAS Red launches inaugural Influencer White Paper
Havas Red has debuted its first influencer white paper. Unless you print it out in colour, of course.
Two Sides Global Campaign Reports Increasing Greenwashing As Organisations Focus On Sustainability
New report confirms greenwashing's on the rise. Apparently Mars' 'work, rest & play' claims also under investigation.
Aruga Launches New HQ & Changed Ownership Structure
PR agency Aruga proves Brisbane is 'so hot right now'. So hot in fact, Adelaide's had to go on anti-anxiety meds.
Delicious & American Express Partner To Launch Month Out 2024 In Sydney
Cost of living got you eating noodles prepared in the two-minute style? Why not live vicariously through this.
Aussie Ad Market Continues Decline In March
The belt-tightening in adland shows signs of a turnaround soon. Bar the belt-loosening at the all-you-can-eat buffet.
VMA Focuses On Skills And Training For Members
If there was a post-COVID hangover (bar the anti-vax ranters) it was the rise in skills shortages. Here's another one.
Nearly 90% Of Consumers Want Transparency About AI Images, Finds Getty Images Report
Study finds consumers want transparency around AI images. Couldn't care less about photoshopped magazine covers.
The National Breast Cancer Foundation Partners With VML To Boost Funds
Anyone else feel we've exhausted the office morning tea for cancer? B&T proposes the office moonshine still instead.
Perry ‘Pez’ Lazaris Named New National Hit Network Announcer
Why is it mandatory for the media to only publish the nicknames of people in radio & underworld crime figures?
Before Adland: Garry Dawson’s Journey From Teacher To Marketer
Here, the Hopeful Monsters marketer talks his shift from the classroom to the room wherever marketers congregate.
Scott Cam Urges Tradies To Prioritise Sun Protection
The Block host promoting sun protection to tradies. Also, don't try getting into the RSL after 6pm wearing high viz.
PubMatic Study: Advertising On Retail Media Is 50% More Effective Than Social Media
New study finds retail media 50% more effective than social. B&T says two-for-one Tim Tams trumps the lot.
From MOWING to life GROWING: Jim Penman launches ‘Life Coaching’ services
Can't decide on getting the hedges trimmed or finding a deeper meaning to life? You're in luck with this new venture.
Budweiser Brazil Turns Songs That Name Drop The Iconic Brand Into Spotify Ads
It's strange that Budweiser never found a market among beer-swilling Aussies. Then again, neither did the fluffy duck.
Effie Worldwide Strengthens Board With 6 New Members
B&T hopes everyone's wearing their Maseur sandals at the Effies, as it's standing room only at the next board meeting.
Special Enlist A Penguin Named Nigel In Latest Energy Campaign For Contact
Special unveils Nigel the penguin in work for energy provider Contact. Apparently Percy the peacock was booked.
Anya Taylor-Joy, Chris Hemsworth & George Miller Ignite Sydney For Epic Mad Max Launch
The Mad Max film franchise is Australia's cinematic gift to the world. That & Chris Hemsworth's near perfect cheekbones.
IAS Launches First-To-Market Integration With Roblox To Provide 3D Immersive Measurement
Always thought you could do with better 3D immersive measurement? Happy days are ahead here.
Fast And Furious: Top Gear Australia Launch Thrilled Motorheads, Car Entusiasts And Guests
B&T is still no closer to knowing who the new Stig is, except that she is a woman and a ridiculously fast.
TV Ratings (02/05/2024): Seven’s The 1% Club Wins The Night
The 1% club did not live up to its name when it comes to TV ratings last night.
TRA Welcomes Raft Of New Hires; Bolstering Expertise Across Markets
Insights and research agency TRA announces slew of new hires. Still no news on the return of marble wash denim, however.
CX Lavender Hires Boston Consulting Group’s Kim Verbrugghe as Chief Strategy Officer
CX Lavender announces new strategy hire and channels 'acoustic folk act at local RSL' for the publicity pic.
Opinion: Community standards, will they be the death of us?
This columnist is talking community standards. Sadly not those people who put dogs in trolleys in supermarkets.
Tegel gets heads bobbing with new free-range chicken platform
Sure, there's a lot of moral considerations when buying a chook. Yet, not as baffling as buying eggs or canned tuna.
Study: 66% of Aussie men believe masculinity is under attack
Two-thirds of Aussie blokes say masculinity's under attack. That said, sales of Solo lemon drink appear robust.
‘Equal Writes’: Canyon reveals new campaign and refreshed brand for women and non-binary writers
As this brand redesign again proves, nothing beats black on white. Well, white on black in this instance.
Icon Agency bolsters consumer and integrated offer with major hires
Icon Agency unveils new recruits. As press photo confirms office moustache competition now a lay-down misère.
Clemenger launches agricultural graduate program
Has Farmer Wants A Wife triggered an interest in dagging & hay balers? This grads program may resonate.
Levi’s Appoint UM As Global Media Agency For $217m Account
Levi's are the jeans for rockstars, models & the cool kids. Although that's not stopped dads from ruining their image.
QMS Nabs Sean Rigby From oOh!media
Things set to get spicy at the next Outdoor Media Association dinner and dance as a rival gets poached.
Bumble Reveals New Brand Identity To Usher In New Era Of Dating
It's ironic that all the dating apps market themselves as having no weirdos, freaks or mummy's boys like their rivals.