12 - Weapons of Influence

GET READY TO INFLUENCE OTHERS FOR POSITIVE CHANGE
  
As a leader and/or business person, your ability to influence the beliefs, behaviors and actions of others is a crucial and critical skill.  However, you liekly are often relying on standard habits and approaches for influencing others that are less than optimal. To become the best agent of influence possible, you need to understand and employ the best weapons of influence.  Today we look at those weapons.  One caution, weapons can be used for good or evil.  It depends on your motive, your heart, and your integrity.  If you employ any of these weapons in a way that is not completely authentic, genuine and ethical, then you will compromise your potential for obtaining long-lasting personal and business success.
 
“Pay every debt as if God wrote the bill.” - Ralph Waldo Emerson

People who employ the weapons of influence in a legitimate and strategic way will take advantage of opportunities to persuade others in a way that benefits and prospers all parties.  The ethical and appropriate use of influence means being honest, maintaining integrity, and having a “let’s all win” attitude and approach.

REMEMBER — 5-STEPS TO BE A MASTER INFLUENCER

Last week we discussed in detail steps 1-3 of the master influencer process, today we discuss #4, tomorrow #5:

     1) Discover the high-leverage vital behaviors

     2) Identify the source of influence behind the behavior you are trying to change

     3) Change the way you change minds

     4) Design an influence strategy using individual/social/structural forces

     5) Make the change inevitable
4.  Design an influence strategy using individual/social/structural forces. 

There are 12 weapons/sources of influence, divided into 3 categories as follows.

Category 1: Personal

Contrast - Compare to an extreme, to bring comfort and lower perceived risk:

Whenever you can bring legitimate comparison and contrast into a situation, it tends to bring comfort to an individual to take action.

Reciprocation - You, then me, then you, then me:

To give someone something (anything - information, food, money, etc.) creates a feeling of debt or obligation in that person.  We tend to be obligated to give to others what they have given us.  Therefore, consider how you can be the first to give value, to give service, to give relevant information, to give concessions to help influence others to give in return.

Consistency and Commitment - Starting points:

We like individuals who act consistently because it allows us greater control in a situation because of a feeling of certainty and predictability.  You strive for consistency in your thoughts, words and actions because to do otherwise causes anxiety and discomfort in yourself and others around you.  This weapon means you can look at how to start small and build momentum over time, to start with existing commitments, to start from public positions, and to start with voluntary commitments — and then build upon them.

Scarcity - The rule of the rare:

Whenever anything is recognized as scarce or rare, the value tends to go up because of the fear that it could become unobtainable.  It is fine to emphasize genuine scarcity, unique features and exclusive information (check your motives and ethics here carefully).

Category 2: Social

Social Proof - people proof is people power:

When deciding what to do in an unfamiliar or uncomfortable situation, it is helpful to look to others in that situation for an answer.  Therefore, leverage this weapon by providing information on trends and similar mass movements of others, by showing examples and evidence of others’ past successes, by providing testimonials of similar others.

Liking - People tend to be persuaded to change, join-in and be influenced by those they like:

You tend to like and be influenced by people most like yourself, because they reinforce who you are, what you believe in, what you value and what you esteem.  People trust, and consequently are most influenced by those they like.  Therefore, uncover similarities, areas for genuine compliments, and opportunities for cooperation.

Authority - Show that you know:

Genuine, credible authorities generally provide you with more accurate and more helpful information, assistance or resources.  Utilize this weapon by establishing your position through professionalism, through knowledge of your industry, through reputation, credentials and your proven track record of success.

Recognition - Praise in Public, Reprimand in Private:

Surveys of what motivates people consistently show that one of the top motivators is praise and recognition.  Having someone notice you, value you, and tell you (in front of your peers) will cause you to enthusiastically want to move mountains for that person or organization.

Category 3: Structural

Rank - similar to authority, but here the idea of status and perks that come with rank are the key:

People often times will be highly motivated and influenced to take actions for the perceived benefits of rank.

Reward - Show me the money:

Surprisingly, this is not usually the top reason for people to take action, to be motivated or to change.  However, it helps!  Providing something of value, which is not always cash, will make a difference.

Accountability - The power of pride and ego:

Coaches are so effective, because they hold you accountable.  As adults we tend to let the most important areas of our life be governed without expert coaching and timely accountability.  If you know that you are responsible to deliver results, to demonstrate progress, and to contribute, you will likely perform to a higher level - higher quality and higher quantity.

Environment - You are a product of your environment, so choose wisely:

As an adult, you have the ability to largely choose your environment.  Choose one that will best develop you toward your objective.  When it comes to influencing others, changing their environment often is the key to profound and immediate results.  This environment concept includes your association — it is often said that the person you will become 5 years from now will be significantly (if not solely) based on the people you associate with (your environment), the books you read (what you put into your mind), and the dreams and goals you have.
 
DAILY PRAYER 
“He who walks righteously and speaks uprightly,
 He who despises the gain of the oppressors,
 Who gestures with his hands, refusing bribes,
 Who shuts his ears from hearing of bloodshed,
 And shuts his eyes from seeing evil;
 He will dwell on high;
 His place of defense will be the fortress of rocks;
 Bread will be given him,
 His water will be sure.”   - Isaiah 33:15-16
 
In Jesus name, Amen.
    
Tomorrow we reach the summit — our two week climb together up the mountain of improving our influence ability and skills will be complete!
 
Grace and peace multiplied to you.