How Strong Are Your Influencing Skills?

"Investigators" draw on facts and figures to support a logical and methodical approach. To become adept at this style of influencing, it's important to feel comfortable handling data, finding information that supports your strategy, and then using it to form a convincing argument.

Information Gathering   is the first step. Effective influencers collect two main types of information: background data, which informs their view of the world, and task-related data, which is gathered for a specific purpose. One type alone won't work!

Once you have the information that you need, the Ladder of Abstraction   is a handy tool to help you to weave it all into an appealing argument. This model explains how using tangible facts and hard data alongside more abstract, visionary ideas allows you to communicate more effectively.

Be sure not to deluge people with every possible piece of evidence when you're trying to be persuasive, or they'll stop listening. Chunking   is an effective technique for grouping and delivering information in a way that ensures people can remember it.

Similarly, you might become overwhelmed by trying to gather enough data to argue your case with. Learn to avoid information overload   , and you'll be both more efficient and more influential.

"Calculators" tend to use logic to influence and will likely be good debaters. Fortunately, this doesn't mean that you have to demolish your opponent to win!

This style depends on giving time and effort to in-depth analysis and the creation of a well-structured argument. Skills associated with this approach include: the ability to weigh options, the capacity to provide feedback, and an understanding of when to offer concessions.

So take a look at our article on Cost-Benefit Analysis   to help you measure the pros and cons of your case. Then employ the ancient art of rhetoric   to present your argument convincingly.

Stick to the facts so that you keep your credibility, but remember to contrast your proposal's benefits with the risks of inaction in a way that your listeners can relate to. Listen to our Expert Interview with Annette Simmons, Whoever Tells the Best Story Wins   , to discover more about how you can do this.

In contrast, "Motivators" use emotion and the "big picture" to communicate compelling visions of the future. While some people seem to be natural motivators, there are some simple lessons that can teach any of us to influence through motivation.

You can add structure to your enthusiasm, and maximize the impact of any presentation you have to give, by using Monroe's Motivated Sequence   . This five-step plan will help you to gain your audience's attention, and leave members with specific actions that they can take afterward. This allows your influence to continue beyond the presentation itself.

We might feel that we lack the natural charisma to be a Motivator but it's a trait that can be developed   , so that you're more engaging, likeable and inspiring. Concentrate on your body language, help others to feel good, and show empathy, assertiveness and confidence.

"Collaborators" use motivation, too, but they persuade people by involving them in the decision.

According to Baker's model, influence by collaboration is about building bonds and developing trust between team members. This helps people to own the process of change for themselves. In these circumstances, your role is to be a facilitator   rather than trying to convince team members logically.

To be a collaborator, you'll likely need: the ability to share power, the capacity to listen actively   , and a willingness to communicate openly - see our article on The Johari Window   for some ideas about this.

Explore some more ways to gain the trust of your team   then look at our group decision making tools, such as The Modified Borda Count   , for fair and objective ways of reaching a consensus.