Influencer is one of those words that we often hear bandied about these days. “She’s a Huff Post influencer.” Or “In fashion circles, he’s THE influencer.” These are the people who capture attention and move ideas across broader audiences.
But there’s another type of influencer: one that requires critical skills for anyone aiming to provide executive level value or get ahead in the workplace. This influencer has a keen sense of business acumen, excellent communication skills and is known as “the go-to person” for pushing innovation.
When I was a senior leader in a large organization, the HR Director told me I had a lot of power in the organization. I didn’t understand what she meant at first. I watched myself over the next few weeks and realized I have the gift of influence.
In my coaching practice, the idea of being able to sway or inspire others is a recurring theme. With flatter organizations and dotted-line authority for other employees, having the ability to engage and lead others with influence may be the only way to get the project or work done effectively.
I have an idea of what being an influencer means, but I wanted to find out what the “experts” say makes an effective influencer. For me it’s intuitive; so how can I coach others in developing this skill?
Naturally I started with Dale Carnegie’s seminal How to Win Friends and Influence People, arguably the most popular self-help book ever published! Along with common communication behaviors such as listening and engaging with honey rather than sour lemons, here’s a couple of Carnegie’s gems:
- Let the other person do a great deal of the talking
- Let the other person feel the idea is his or hers
- Try honestly to see things from the other person’s point of view
- Talk in terms of the other person’s interest
- Make the other person feel important – and do it sincerely
Suzanne Bates, author of numerous books on leadership, believes that to influence, a leader must have “executive presence” or gravitas. She defines executive presence as having three distinct dimensions – Style, Substance, and Character. She further explains that influence is who you are and how others perceive you.
Let’s take that one step further. The art of influence is about the interplay between two concepts:
1. There’s an “I” in influencer. And, of course the degree to which you step up to your “I” depends on how self aware you are and your ability to see how others see you.
2. An idea or solution is just that. Nothing more. Unless you embed and describe it within a context. It’s conveying the “WHY” behind the idea. That ‘s when people pay attention.
Let’s break these two concepts down even more.
The first concept is about you’re internal self and how it manifests in your style and behavior. Your strengths, weaknesses, thoughts, beliefs, motivation, and emotions. For example, if you’re someone who needs to be right, chances are your ability to influence is low. If your motivation is to support others in their success, your influence quotient will be higher. It’s about engaging in active listening, sharing information openly and being curious. Not to mention understanding your potential impacts on others from their point of view. Think of this concept as the “HOW” you persuade or influence.
Understanding the core of the issue and why it’s important to the business is the second concept. This is conveying why a + b will = c. It’s having business acumen to understand the bigger picture, its inherent complexities and, in turn, helping others get on board. Say your company decides to make a shift in policy affecting staff. There’s a better chance change will happen if you openly discuss WHY it’s in the best interest of the company and what’s behind the decision.
If these two concepts blend together, they become a powerful way to influence others. With innovation and the lightening speed of change, being an influencer can be the growing edge in your career or business.
Want to be a great influencer? Start with developing your self-awareness and communicate exactly the reason why you or (your business) do what you do.
Are you ready to put the “I” in INFLUENCER?
My general rule when writing my posts is to not dip into political waters. And this post is no exception. But every time I read the news or open social media I’m bombarded with political updates that test my belief in political culture – or at least the culture behind it in many countries.
The current election season in America is a case in point. Although I don’t live in the US, my proximity means I’m not immune to the influence it assumes on North America. We share many, but not all values and viewpoints.
My nature is to look beyond rhetoric and mudslinging to what lies underneath as a way of understanding the values and behaviors of society, where we’re lacking and where there’s possibility. When there’s an earthquake of fear and distrust pushing then it is time to pay serious attention.
If there’s one potentially good thing that could come out of the American election, it is this: to shine a light on the shadow women continue to experience despite great gains towards equality.
It’s a shadow of haziness where subtle sexual aggression that is often passed of as “it’s just him”, “he doesn’t mean it” or “it’s nothing” slam up against “it’s because you’re pretty”, “you encourage it” or “keep quiet”. And so we learn early on in our lives to keep such behaviors in the shadows out of fear, confusion and safety.
I’m talking about unwanted advances and unsolicited judgments by men toward women who still believe such behavior is perfectly okay. These are the behaviors that don’t leave a physical mark or make it into the courtroom. These are the everyday actions that women endure, put up with and perhaps pretend didn’t happen. And it still goes on.
I could write a page of examples I’ve experienced in school or workplace during my lifetime, not to mention times I’ve been heckled, groped or harassed socially. I could tell you how dis-empowering it feels being chased around a desk by a boss or be cornered at a family event by a male in-law relative with an unexpected and unwanted tongue kiss.
What I’d rather do is have an open conversation about how this kind of behavior still exists and what we can do about it going forward. The events and behaviors around the US election have given us a huge opportunity to take this can of worms and really examine it for what it truly is.
The truth is the oppression and objectification of women is alive and well and not relegated to a few men in a locker room. It exists in the boardroom, the lunchroom and down the hall by the water cooler.
So what if we all started by suspending judgment on whether or not it exists and start asking each other and ourselves simple questions to help create awareness and understanding of this critical issue:
1. What exists within the shadow of subtle sexual aggression, unwanted advances and unsolicited judgments by men toward women? What does it look like?
2. What do women feel when they experience the shadow?
3. Why do women not call out the perpetrator as an aggression occurs?
4. How have experiences of the shadow gone on to influence women’s lives?
5. What do men feel when they engage in subtle sexual aggression, unwanted advances and unsolicited judgments?
6. What do men feel and do when they witness another man engaging in this behavior?
7. How does the current culture of your workplace support, deny, ignore or disallow shadow behavior?
8. In what ways are we culturally enabling this behavior to perpetuate?
9. In what ways can we let go of blame and collaborate to educate each other of the danger and damage of shadow behavior?
10. What will it take for you to become part of the solution of shedding light on the shadow?
You may be thinking this is a simplistic way of addressing a complex issue of long-held beliefs and behaviors. And that is exactly the point.
Yes it’s shameful treatment of girls and women. Yes it’s unacceptable. And yes it has to end. But until we talk about it and try to understand all the perspectives involved, it will continue unchecked.
Whether it’s at the dinner table or at work, let’s use the opportunity of shedding light on the shadow of sometimes subtle and often upfront sexually intimidating or unwanted behavior that has too long been pervasive in our society.
Are you ready to start the conversation?