How many of you are in a role of “influence without formal authority”?  If we’re honest, most of us are in that boat.  And that includes senior leaders who are trying to affect change across the organization where it’s critical they get the commitment of adjacent business units. 

When all else fails, we try to get peoples’ buy-in using thoughts and prayers.

It can be tempting to find leverage in the common places. 

Can we tell them a compelling story about the “why”? 

Can we make a list of “What’s in it for them?” 

Or maybe we can ask them leading questions that slowly reveal their agreement with our position?

We’ve all certainly seen these used.  However, in practice, the #1 tool we have for influencing others is simple:

Provide. Value. First.

If you own a pickup truck, there is a 100% chance a friend has asked you to help them move.  While you may get a six pack and a pizza out of the deal, you’ve also triggered something called the “Law of Reciprocity.” 

You get what you give. 

As humans, we know we cannot get through this life alone, so we are constantly looking for ways to build our community.  To gain a sense of belonging.  In the deepest recesses of our brains, we all know the table stakes for building community is balancing the giving from the taking.  Translation:  If you ever need help moving, you are certain to ask the guy you helped.  And he is typically grateful to repay your kindness.

The same applies in organizations.  The most influential people tend to be those who take the time to learn about the whole organization, and figure out what other leaders value.  For some, it’s advance information.  For others, it’s visibility.  Still more value inclusion in projects.  And everyone values someone who knows what keeps them up at night and offers to help them avoid or overcome those problems.

 So, if you lack formal authority but are looking to increase your level of influence, provide value first.  Not only is it a powerful tool for affecting change and gaining buy-in, but it creates a culture where people are constantly on the lookout for ways they can  help others in the organization. 

And that sounds like the kind of place where we would all love to work.

If you are looking to create a culture of collaborative influence, send us a note.  We’d love to help!

And check out my friend David Hutchens at The Storytelling Leader.
https://www.storytellingleader.com