How well do you influence?
To influence is an art that has been lost in the volume of information that people are swamped with today. As we are all aware, information is readily available in overwhelming volumes – through the media, the internet and social media networking. One of the biggest hindrances to success is all about persuading the people you wish to influence. Even the best business proposal will not gain traction if you are unable to influence or persuade your target. The important thing is influence and not just inform. Following are five prongs of persuasion:
- Words: Express yourself with positive, specific and precise words. Don’t use negative, vague words.
- Rhetoric: Use rhetoric to get your message across, include powerful messaging and use memorable phrasing.
- Emotion: Draw on emotions to get your message across. Create feelings such as pleasure, fear, safety, acceptance, and prestige. Decisions are based on emotions.
- Logic: People need to justify their emotional decisions with reason. Help to interpret the facts, information and ideas that are available. Take a point of view. Lead others to draw conclusions.
- Trustworthiness: Demonstrate your integrity. People need to trust your personal values and genuineness before they’ll believe what you say.
Information floods the airwaves, the internet, and our in-boxes. And with that influx, influence has become rare. Yet channelled toward a goal, influence – not simply information – drives action and results.