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We see it everywhere these days: an “us vs. them” approach. In leadership, though, success is found in bringing talent and ideas together, and in order to deliver meaningful results, leaders must close this divide. That's why influence for leadership effectiveness is more critical than ever.
While possessing the right title or position within an organization sways initial influence, influence with lasting impact is important no matter your position. Your ability to communicate well builds the trust and credibility needed to support big ideas, gain cooperation, energize team members, solve problems, deliver needed results, negotiate deals, and promote enduring success. Center for Creative Leadership has defined influence in their latest webinar on the topic as "the ability to affect the behavior of others in a particular way".
When we talk about influence, we can sometimes get uncomfortable, images of coercion or unnecessary conflict make it a skill some professionals choose to avoid. Organizational psychologist and researcher, Dr. Ruchi Sinha, cautions in her article on emotional intelligence that we should stay aware to protect ourselves, because “It’s very likely that, at some point in your career, you’ll work with someone who manipulates others to get things done.” Understandably, lack of trust can inhibit influence and followership. Additionally, neuroscience research emphasizes that empathy and personal relevance are paramount in being able to successfully influence others, thus genuine connection with those you seek to influence is crucial for success.
From the outset, true influence requires strong character (including pure inner motives and a clear conscience) and a track record of dependable performance for credibility. Think of these two factors as "ticket to entry" for your ability to influence...this are your starting point. After establishing your credibility, your journey towards influence starts with communicating for influence. Today's leadership coaching blog focuses on ways to communicate for positive impact and enhanced influence. Here are 6 leadership effectiveness tactics, each with a "get started tip" for communicating for influence:
Be a giver.
Share knowledge generously, make introductions across your network, and be intentional with giving credit and recognition to others. Showing appreciation and advocating for others supports a collaborative culture and builds your social capital. Earn a reputation as someone who helps others, and you’ll inspire people to follow you. For starters, share the context you have for the situation, even if it’s “I’m new to this too”.
Have conversations.
Be accessible and have conversations to truly connect. Shared experiences create bonds that can soften potential resistance in the future. When the time comes to seek influence, start with fundamental agreements on ways to work together, laying a productive foundation for tough conversations. Simply starting with "yes" to requests or questions can open doors to conversation that establish trust.
Foster relationships.
Whether you have formal authority or not, key connections at all levels of your organization matter – up, down, and across. Fostering relationships with team members so you can support what matters to them; going well beyond the immediate need establishes rapport and trust for when their support is needed for continued progress. Try introducing coworkers to vendor partners or sharing a timely article with a senior leader to enrich the relationship.
Listen well.
Share your time with others by listening to discover what matters to them, setting aside your own agenda allows you to reconsider or integrate new ideas into your approach and thinking. As you listen, invite their unique perspective, identify the common ground that you share, and remain open to reconsider your initial ideas. Start by asking probing questions, then listen for understanding, perceptions, and concerns.
Make notes.
As you learn what motivates others or where commitment wanes, take note of it so that your actions incorporate those elements where appropriate to gain their support. Capture insights in the lead-up meetings too. Utilize data and insights gathered in your preparation to strengthen your position. Keeping a journal is an easy way to keep track of facts you learn, impressions you've formulated, and areas of your plan you need to explore further.
Speak up.
When the time comes to present your ideas, changes, or deadlines, silence your inner small voice by being direct and speaking with authority. Clearly articulate desired outcomes and share relevant details to gather support. If you know it’s going to be a tough conversation, acknowledge what might get in the way up front. Starting a meeting with an agenda that clearly states the objectives allows you to convey the big picture then flow to the supporting items confidently.
Influence is the key to delivering the results needed through others. Effective influencers operate from a foundation of integrity and strong moral character (check out this post on relationship management basics). Once confident in your motives, leverage communication to solicit input, gain perspective, strengthen your plan, and ultimately secure followership for achieving the desired outcomes. Mastering the art of communicating for influence is more than a skill; it's a strategic imperative for sustainable success.
Remember, the path to success is not just about reaching the destination; it's about evolving and growing along the way. Gain support for your ideas and plans by prioritizing the human side of business - communication and cooperation. Titles aren't required for influence, leading yourself well is.
I coach growth-minded professionals to lead well, get recognized, and thrive. As a leadership coach, I offer perspective, accountability, feedback, encouragement, and additional possibilities. I'd love to chat with you about how I can accelerate your journey to leadership at the next level.
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